Senior Business Development Manager at Thomson Reuters in Melbourne, VIC

Job description

Job Description Are you a high-performing enterprise software sales professional with a proven hunter mindset and track record of winning complex, high-value opportunities? Thomson Reuters is looking for an experienced Senior Business Development Manager to drive growth across the Corporate and Government markets in Australia and New Zealand. This is a senior field sales role with responsibility for acquiring new enterprise customers, developing whitespace opportunities and expanding selected strategic accounts. You will engage senior executives, identify complex business problems, orchestrate Thomson Reuters resources and lead opportunities from initial engagement through negotiation and close. Success in this role requires strong commercial judgement, disciplined pipeline creation, executive-level selling and the ability to navigate complex, multi-stakeholder enterprise sales cycles. Key Responsibilities In this opportunity as a Senior Business Development Manager (New Sales & Strategic Growth – ANZ Software), you will: Own and exceed an enterprise software sales target across an assigned ANZ territory and account portfolio. Proactively create and develop new business opportunities through a combination of self-generated prospecting, executive networking, targeted account development, partner activity and qualified inbound opportunities. Win new enterprise customers while identifying and executing strategic expansion opportunities within selected existing accounts. Develop account and territory strategies that identify whitespace, competitive displacement opportunities and areas of significant customer value. Build trusted relationships with CFOs, Tax leaders, Finance executives, Procurement, Technology and other senior decision-makers. Lead complex, multi-stakeholder sales cycles from discovery and qualification through solution design, commercial negotiation and contract execution. Coordinate Solution Consulting, Product, Professional Services, Legal, Customer Assurance and Customer Success resources to develop compelling customer propositions. Develop strong business cases and articulate measurable customer outcomes and return on investment Maintain rigorous opportunity qualification, close plans, pipeline coverage and forecast accuracy. Maintain strong understanding of the competitive landscape and use market intelligence to identify new growth opportunities. Ensure effective transition of newly acquired or expanded customers into Account Management and Customer Success. Deliverables (Measure of Success) Achievement and over-performance against annual sales quota. New customer acquisition and strategic account expansion. Creation of sufficient self-generated qualified pipeline to support future revenue targets. Growth in territory/account penetration and competitive displacement. Successful conversion of complex enterprise opportunities. Consistent pipeline coverage and forecast accuracy. Strong executive customer engagement and disciplined opportunity management. Required Qualifications You’re a fit for the role of Senior Business Development Manager (New Sales & Strategic Growth – ANZ Software) if you have the following required qualifications: 8+ years of successful enterprise B2B software/SaaS sales experience, ideally within complex enterprise environments A consistent track record of achieving or exceeding significant individual sales quotas. Demonstrated success acquiring new enterprise customers and developing strategic account expansion opportunities. Strong executive presence with the ability to engage credibly with CFOs and other senior business leaders. Demonstrated ability to independently create pipeline rather than relying predominantly on inbound or SDR-generated opportunities. Advanced commercial negotiation, discovery, presentation and consultative selling capability. Strong territory and account planning skills. Preferred Qualifications Bachelor’s degree in Business, Commerce, Finance, Economics, Techn