Job Description

Dye & Durham, a leading global provider of cloud–based software and technology solutions, provides critical information services and workflows used by clients all over the world to manage their process, information, and regulatory requirements. The company is focused on an unwavering commitment to customer excellence and to the personal and professional growth of its employees. It offers rewarding opportunities for those with legal, tech, financial services and government relations expertise. With clients that include major law firms, financial service institutions and government organizations in Canada, the United Kingdom, Ireland, South Africa and Australia, a fulfilling career awaits you at Dye & Durham.

Business Development Manager – Syd/Melb/Bris (Hybrid)

Job Description

Execution of the APAC sales strategy within clearly defined markets targeting new/prospective organisations for products and services that the company has in the market. Acquiring new customers and meeting new business targets.

Key Responsibilities

This role is responsible for driving growth through pursuit of new opportunities from prospective clients with the following key responsibilities:

• Achieve and exceed revenue by productively managing leads and pipeline using tools provided
• Execute and drive sales strategy to achieve sales objectives
• Action all inbound leads within 24-hours (Monday – Friday)
• Identify leads and qualify likelihood of conversion, make outbound cold calls, and build interest in products and solutions, meet with prospects, and ask effective questions to establish business needs and opportunities
• Identify client buying signs, negotiate sound opportunities and recognise signals to close from key decision makers and influencers
• Understand the client’s organisation structure, business model and strategies to align with the sales process
• Develop bid strategy and identify key actions to be taken during proposal process and articulate the client’s requirements
• Maintain a healthy sales pipeline in line with business targets
• Maintain accurate records through Salesforce and other CRM systems to ensure a thorough understanding of a customer and their engagement
• Effectively demonstrate the company products and services to prospective customers
• Effectively collaborate with internal stakeholders including account/relationship managers to ensure effective coverage & management of new accounts
• Utilise sales methodologies as directed by the business
• Leverage relationships with industry partners to maximise sales opportunities
• Manage individual travel and expenses in line with expense policy
• Attend and contribute to periodic sales training and internal sales meetings
• Attend and contribute to various functions and trade events as required

Skills, Knowledge and Expertise

• 3+ years of proven B2B sales experience with SaaS experience (working in legal technology highly desirable)
• Proven ability to problem solve and provide solutions that are aligned with the client’s needs
• Demonstrated ability to build wide and effective networks of contacts
• Demonstrated experience in selling to the legal & conveyancing, professional services, government and/or other commercial sectors
• Proven commercial acumen with a track record of exceeding sales targets
• Strong commitment to customer satisfaction
• Established experience in holding commercial meetings with all levels including senior executive and translating their business needs into a complete solution
• Successful track record in B2B face to face consultative selling, achieving and exceeding set targets
• Experience in using Salesforce is essential
• Demonstrated ability to convert and close sales deals and achieve sales quotas
• Experience in a recognized sales methodology is essential
• Track record working as part of a team to meet individual and team objectives
• Excellent written and verbal communication, interpersonal and presentation skills with a proven ability in delivering insights and recommendations to relevant opportunity stakeholders
• High degree of competency in MS Office and computer literacy
• Ability to work autonomously and take ownership of own success
• Proven commercial acumen with a track record of exceeding sales targets
• Strong commitment to customer satisfaction
• Demonstrated ability to build wide and effective networks of contacts
• Ability to make rational judgments from the available information and analysis
• Demonstrated ability to consistently achieve and exceed work goals

Benefits

At Dye & Durham we strive to be visionaries! As a leader in our field, we ensure our employees are ready for the next challenge in their journey with us by offering internal and external training opportunities. We offer competitive salaries and a whole host of benefits including healthcare, pension, company discounts, wellness programs, and paid days off to move house or volunteer for your favourite charity.

Do you share our DNA?

• We ask how tomorrow can be better than today
• We are passionate about solving our customer's challenges
• Our ideas break boundaries
• We value different perspectives and encourage dialogue
• We take ownership and celebrate together

At Dye & Durham, we are fortunate to connect with exceptional talent across our business. While we carefully evaluate every submission, if you do not hear from our Talent team within 14 days of applying, it indicates that we are moving forward with other candidates for this role. Due to volume, we are unable to provide personalized feedback on initial applications, but we encourage you to stay connected for future opportunities.

#DDhp

Do you share our DNA?

We ask how tomorrow can be better than today

We are passionate about solving our customer's challenges

Our ideas break boundaries

We value different perspectives and encourage dialogue

We take ownership and celebrate together

At Dye & Durham, we are fortunate to connect with exceptional talent across our business. While we carefully evaluate every submission, if you do not hear from our Talent team within 14 days of applying, it indicates that we are moving forward with other candidates for this role.

Due to volume, we are unable to provide personalized feedback on initial applications, but we encourage you to stay connected for future opportunities.