Assistant / Associate Director, Sales & BD, Sydney

JOB OVERVIEW:

• Location
  : Sydney
• Role
  : New Business Development
• Work Mode
  : Hybrid; 3 days in office
• Designation
  : Assistant Director / Associate Director
• Years of experience
  : years in Sales & Business Development

JOB PURPOSE:

Acuity Knowledge Partners is looking for an Assistant Director in the ANZ Business Development team, based in Sydney. We are looking for our second critical hire to underpin the business' continued growth in the market. We are searching for a target-driven individual with a strong background in financial services (Investment Banking, Private Markets or Asset Management) from a leading organization in a client-facing role. The role will be split across new business acquisition and account management of our current relationships in ANZ. Roughly 75%/ 25% split.

To be successful in this role you should have excellent knowledge of the financial services landscape, including Investment Banking, Private Markets and Investment Research, and an established network in the industry to hit the ground running.

Experience and the desire to work in a high growth environment is important as you'll be working in a small team, identifying opportunities autonomously and capable of leveraging internal stakeholders as required to ensure the best client outcomes.

Excellent verbal and written presentation skills and strong negotiation skills are essential, as is the ability to build and establish long term relationships with clients and internal stakeholders.

Prior experience presenting and marketing at senior levels on the buy- and sell-sides is highly desirable. Experience working with knowledge based outsourcing services or high value consulting services is a plus.

Experience and a passion to work in an environment that is high-growth, dynamic and autonomous is essential. Sydney is the latest office of the Acuity global business to open and we are looking for an ambitious self-starter.

The role will report to the Head of ANZ Business Development, developing the existing client book and new opportunities across our key verticals.

KEY RESPONSIBILITIES:

Run high quality enterprise sales cycles which includes:

• Identifying and initiating new sales opportunities by prospecting new clients
• Leveraging existing client relationships and networks to generate commercial interest
• Qualification and generating demand at clients and prospects
• Creating compelling value propositions mapped to client business needs
• Negotiating and Closing complex agreements

Own quota to be attained by selling to new client accounts and by leveraging one's earlier relationships for selling high value add services to financial services firms including:

• Corporate Finance, M&A, ECM, DCM
• Investment Research (equity, credit, quants)
• Private Equity and Asset Management
• Lending Services
• Compliance
• Other services (datascience, marketing)

Managing existing accounts in Australia to ensure overall satisfaction and cross/ upsell other Acuity verticals

Negotiate at the front office COO/CXO level to build a broad vision of outsourcing and associated benefits

Ensure complete client coverage by calling upon the support of subject matter specialists and marketing teams in India

Provide accurate forecasts and pipeline information to management

Meet established revenue targets, while creating new and enhanced customer relationships and ensuring client satisfaction

Position requires some travel (restrictions depending)

KEY COMPETENCIES:

• Bachelors' degree (or equivalent) from a leading university
• 5-8 years' experience working in the front office of key product or sector teams in an Investment Bank or Research firms is preferred, in a client-facing position
• Ability to source, identify and develop new business opportunities
• Ability to sell on a needs/solutions approach and ability to engage with senior business users, COOs, CIOs, Chief Credit Officers, CROs, CCOs and Procurement Managers
• Ability to influence key decision makers during the full life cycle of the sales process
• Strong presentation and negotiation skills as well as outstanding client relationship management experience
• Experience in leading sales efforts, proposal development and closing deals
• Strong communication skills, both oral and written
• Creative problem-solving skills and ability to diagnose issues and develop solutions
• Ability to multitask and meet short deadlines
• Ability to work both independently and within a team environment, with focus and high attention to detail – this includes the capabilities to involve internal stakeholders seamlessly during the sales process (i.e. marketing, product and technology teams).