Main characteristics
- Location
- Sydney, New South Wales
- Company
- Michael Page
- Employment type
- Permanent
- Category
- Sales
- Industry
- Financial Services
Job summary
About Our ClientMy client is a leading provider of bespoke research, analytics and technology solutions to the financial services sector, including asset managers, corporate and investment banks, private equity and venture capital firms, hedge funds and consulting firms. Their global network of over 6,000 analysts and industry experts, combined with proprietary technology, supports more than 500 financial institutions and consulting companies to operate more efficiently and unlock their human capital, driving revenue higher and transforming operations. My client is headquartered in London and operates from 10 locations worldwide.
The company fosters a diverse, equitable and inclusive work environment, nurturing talent, regardless of race, gender, ethnicity or sexual orientation.
Job Description
My client is looking for an Assistant Director in the ANZ Business Development team, based in Sydney. After opening the office in January this year, they are looking for our next critical hire to underpin the businesses continued growth in the market. They are searching for a target-driven individual with a strong background in either ANZ Investment Banking or Global Insights from a leading organization in a client-facing role. The role will be split across farming existing accounts in an Account Manager capacity and Sales/BD with an annual target (roughly 35%/ 65%).
To be successful in this role you should have excellent knowledge of the financial services landscape, including Investment Banking, Capital Markets and Research, and an established network in the industry.
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. An established ANZ network is a plus.
Prior experience of presenting and marketing to senior clients or at senior levels on the buy- and sell-sides is highly desirable. Experience of working with knowledge based outsourcing services or high value consulting services to Investment Banks is a plus.
Experience and or a passion to work in an environment that is high-growth, dynamic and autonomous is essential. Sydney is the latest office of the global business to be opened and they are looking for an ambitious, self-starter.
The role will report to the Head of ANZ Business Development, developing the existing client book and developing new opportunities across their verticals.
The Successful Applicant
Key Responsibilities
- Managing existing accounts in Australia to ensure overall satisfaction and cross/ upsell other key verticals
- 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)
- 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
- 5-7 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 multi task and meet short deadlines
Ability to work both independently and within a team environment, with focus and high attention to detail
What's on Offer
On offer in this exciting position is the chance to accelorate your career in a private equity backed global leader. This role offers a very competitive base salary and a rewarding commission structure.
Working alongside the Head of Business Development for ANZ, you will be responsible for the overall growth of the ANZ business, where you get to work autonomously to acheive overall business outcomes.
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