Business Development Executive
POSITION DESCRIPTION & REQUIREMENTS
| Position Title | Business Development Executive | Report to | Chief Operations Officer |
| Business Unit | Business Development & Sales | Cost Centre | Cyber Audit Team |
| Employment Status | Full Time | Salary | $120,000 + Super |
| Travel Requirements | Australasia (AUS, NZ, Asia) | Direct Reports | NIL |
| Closing Time | N/A | Authorised by | Managing Director |
WHO WE ARE
Our vision is to become Australia’s recognised and trusted cybersecurity authority and to deliver our clients the peace of mind that their business is operating in a safe, secure and compliant environment. We will achieve this through the delivery of independent, affordable, high-quality, innovative cybersecurity services and solutions.
Through our Initial Service Offering (Cyber Resilience Assessments), underpinned by our Managed Detection and Response and complimentary services, we work closely with our clients ensuring cybersecurity maturity and compliance with various regulatory requirements, whilst protecting their businesses and digital assets form unauthorised access, theft, fraud or blackmail.
Cyber Audit Team (CAT) services assist our clients by:
- reducing their overall exposure to cybersecurity risk
- protecting and preserving company trust, brand and reputation through pro-active services and mechanisms
- ensuring compliance with appropriate legislation and mitigating regulatory fines
- mitigating financial loss following cybersecurity attacks or digital breaches
- centralising multiple processes across the client’s organisation, thus reducing costs and operational and incident risks
- increased bottom line through demonstrating third party cybersecurity risk mitigation to existing and potential clients
- reducing downtime following a breach or attack and returning the business to normal operations sooner
Overall, CAT delivers highly sought after and proven solutions to our clients, whilst educating them and their staff on the mechanisms and frameworks for defeating cyber criminals and preventing known and emerging cybersecurity threats. Our services provide companies with a richer understanding of their current cybersecurity posture, enabling them to make better operational decisions towards implementing appropriate and affordable solutions to protect their companies, their business data and their client’s Personally Identifiable Information (PII), thus mitigating their corporate and brand risk.
The successful candidate will have the opportunity to join a growing Australian company with significant Australian and international growth opportunities. An attractive salary and bonus package will be negotiated with the successful candidate, commensurate with experience and qualifications.
ABOUT THE ROLE
The Business Development Executive (BDE) has the responsibility to ensure the commercial success (revenues, profitability) of CAT’s suite of services, whilst achieving or exceeding the current revenue target for new sales.
The BDE will achieve this by identifying and targeting new clients, whilst increasing wallet share within CAT existing portfolio of clients.
The primary objective of this position is to gain new sales for CAT, and contribute to significant increase in revenues for the company’s vertical stack of services. Through engagement and consultation, the BDE will identify and internally promote other appropriate new product development areas within the marketplace.
SELECTION CRITERIA
| Knowledge & Experience
| · Minimum of 5-10 years of experience of consultative selling complex sales at CxO level, involving multiple stakeholders within a B2B technical environment – medium to long lead times · Training in complex solution and outcome focused sales techniques · Demonstrable networks within & working knowledge of any of the key verticals | |
| Education | · A degree in Computer Technology or Business highly advantageous to the role. Minimum of a Bachelor Degree (MBA highly regarded), underpinned by a recognised formal sales certification desirable | |
| Communication skills | · Articulate and credible, with enhanced EQ (Emotional Intelligence) awareness · Demonstrable ability to engage, negotiate with and influence at Board, CxO and all other levels with investigative questioning techniques · Outstanding client facing sales competencies | |
| Sales Skills | · Engaging and consultative with a demonstrable track record of success in achieving and exceeding sales targets · Proven ability in targeting new business opportunities and increasing wallet share · A positive and determined approach to researching and analysing new business opportunities | |
| Personal Qualities | · High levels of integrity with an ability to generate innovative ideas and solutions · Autonomous, self-motivated and results driven with excellent relationship management skills and a sense of urgency · Dynamic and resilient team player, with a flexible and adaptable work approach, underpinned by honed organisational and time management skills | |
| Mandatory Requirements | · Australian citizen or have permanent residency status, or a visa permitting you to work in Australia permanently (must provide proof) | |
KEY POSITION REQUIREMENTS
| Primary Target Clients · Clients with the capability of purchasing products and services that exceed a minimum stipulated amount per annum |
| Sales Priority · Consistently meet and exceed new sales revenue targets, whilst protecting and nurturing existing clients to increase wallet share · Actively manage the sales pipeline throughout the sales qualification process, ensuring sufficient qualified opportunities to exceed sales targets · Reduce time to close timeframes and maximise all sales opportunities |
| Source & Secure New Business Clients · Conduct appropriate amount of prospecting (phone calls, emails, presentations, meeting requests, functions etc.) as required to demonstrate and ensure adequate healthy pipeline · Conduct relevant outbound prospecting to increase lead generation · Progress client opportunities efficiently along the Sales Qualification Process to ensure opportunities are closed out Won/Lost |
| Generation of Proposal / Tender Documents · Prepare and conduct professional presentations to prospective clients as required · Understand and communicate client key commercial drivers and budgets to ensure a competitive pricing structure can be developed · In collaboration with consulting teams, prepare proposals and tender documents for clients that ensure their individual needs are identified and addressed |
| Conversion of Company Generated Leads to Paying Clients · Respond to all company generated leads within the prescribed time limits (Platinum hour, Golden 12 hours etc.), qualifying the opportunity accordingly towards ensuring a quality conversation is achieved, appointment to further qualify secured or qualified out |
| Contributes to Cyber Audit Team Existing Sales Operational Requirements · Where possible, add value to existing CAT sales processes · Ensure that all client emails, phone calls and requests for information are actioned and responded to in a timely and efficient manner, usually within the Platinum hour or Golden 12 hours – unless otherwise instructed · Attend and contribute to all sales meetings as required and complete reports in a timely manner as required by the company |
| Business Requirements · Provide all reports in a timely manner and ensure accuracy of information · Ensure the collaboration and smooth flow of information across the business in relation to sales opportunities · Ensure that all opportunities, client engagement and any other relevant information is entered diligently and in a timely manner into the company’s CRM · Facilitate the gathering of market intelligence and disseminate to necessary personnel |
| Corporate Responsibility · Represent and communicate CAT vision and core values within the company and towards all partners, suppliers and clients in all activities |
| Service / Industry Knowledge · Develop and maintain a working knowledge of products and services for general communication with team members and clients · Keep abreast of new developments across all aspects of Cybersecurity, IT Security, Known & Emerging Cybersecurity Threats, Corporate Compliance, Risk Mitigation · Continually improve service knowledge through attending relevant industry events, industry courses, reading industry publications etc. |
KEY ATTRIBUTES
| INSPIRING · Models behaviour that is above and beyond reproach · Motivates others towards a shared goal · Can infuse spirit and influences others to be creative and high performing |
| INTEGRITY · Guided by a set of core values and beliefs to guide behaviour and performance · Represents information accurately, factually and openly · Displays consistent loyalty to company values even under pressure |
| CUSTOMER CENTRIC · Identifies, influences and manages customer expectations · Acts with a sense of urgency on behalf of customer needs · Listens to and anticipates needs of the customer |
| ACCOUNTABILITY TO TEAM AND SELF · Displays high degree of EQ (Emotional Intelligence) · Is open to learning and continued self-development · Understands behaviour impact on others |
| DELIVERS RESULTS · Anticipates, identifies, confronts and overcomes barriers in order to successfully complete a task or project · Focuses on outcomes rather than activities · Drives and produces efficient solutions – actively pursues process improvement |
| QUALITY · Drives quality standards and maintains these standards · Takes accountability for mistakes through self-reporting, corrective action, and preventative measures · Consistently demonstrates accuracy, compliance and gold standards service performance |
| MANAGING AND MEASURING · Clearly accepts responsibility and accountability for tasks and decisions · Proactively sets clear objectives and measures for oneself · Monitors process, progress, and results appropriately |
| BUILDING TEAM SPIRIT · Collaborative and cooperative · Encourages a participative process; has a “win-win” orientation · Shares recognition and credit with others |
| BUSINESS AND INDUSTRY ACUMEN · Knows and understands the various key verticals, market trends, client challenges and capabilities of relevant competition · Understands and can negotiate standard commercial terms, commonly associated with engaging and selling to clients · Remains adequately informed and up to date with current affairs that may influence a client’s industry or organisation |
KEY PERFORMANCE INDICATORS
The BDE will be measured against the following KPIs, which may be amended at any time, but in consultation with the successful BDE accordingly:
- Lead generation of new target clients resulting in request for Letters of Engagement (LoEs)
- Effectiveness of converting self/company generated leads to paying clients
- New accounts are secured in line with the agreed sales plan
- Maintain or improve win and time to close ratios
- Consistently meet and exceed sales goals on a monthly, quarterly and annual basis
- Retention, with increased wallet share of existing accounts
- Effective management of the sales methodology and journey process
- Respond to all client enquires within the prescribed time limits (Platinum hour, Golden 12 hours etc.)
- Regular reporting requirements consistently met and maintaining accuracy of the CRM
PROFESSIONAL DEVELOPMENT
The COO conducts regular performance meetings for all staff. During your appraisal you will collaboratively set/review your personal progress, key performance indicators and professional development plan, and identify any training needs.
CORE VALUES
CAT core values will be an important part of your role as BDE, and will guide you in your internal and external relationships. These shared values influence: our professional ethics and practices; the way we work and interact with each other; the way we serve our clients; and how we engage our stakeholders.
INTEGRITY: we are strategic and considered in everything we do, and unwavering in both our personal and professional integrity. This makes our clients feel valued and confident.
LONG-TERM RELATIONSHIPS: we are constantly seeking new ways to do more for our clients and to build and nurture these relationships. By understanding their business, we are in a position to help clients succeed.
EXCELLENCE: we use our intellect and experience to drive continual improvement every day. Our commitment to professional excellence underpins our role as our clients’ trusted advisors.
PASSION: we are driven by protecting our clients and their businesses from potential Cyber Attacks or Digital Breaches, and continually seek new ways to share this value and educate and train our clients on known and emerging threats. Our passion keeps us at the forefront of our industry.
