We’re looking for a driven Business Development Manager to join our team, focused squarely on new logo acquisition and growing Access4’s wholesale partner program. Access4 operates a channel-only approach, partnering exclusively with managed service providers rather than selling direct. This is a hunter role if you get energy from picking up the phone, opening doors with business owners and C-suite executives, and running a challenging sales conversation with confidence, we’d love to hear from you.
This role is about and creating your own opportunities, not just working what lands in your lap. While our marketing team helps generate interest and keeps a pipeline warm, this role is about being able to go out and get it yourself. Working closely with the Go-to-Market team, you’ll cultivate relationships with channel partners, maximise revenue opportunities, and set our mutual customers up for success.
- Proactively generating pipeline through outbound prospecting, including direct calling
- Confidently engaging owners and C-suite executives in challenging, value-led sales conversations
- Representing Access4 at events, tradeshows, webinars and conferences, digitally and in-person, as the face of the business
- Conducting discovery and research to qualify prospective partners against our Ideal Partner Profile
- Running product and platform demonstrations yourself with additional expertise and support from our Solutions Consultants
- Leveraging marketing, lead generation, networking events, social media and personal networks to identify and engage potential partners
- Building a considered business case with each partner and nurturing them through the funnel
- Managing the end-to-end deal cycle, from commercial negotiation through to contract execution
- Accurately tracking and forecasting your pipeline in the CRM
- Travelling locally, interstate and across ANZ, including overnight and multi-day trips, to grow our partner footprint
- Staying aware of and complying with ISO certifications and standards, and actively participating in related training, audits and improvement effort
- Previous experience as a Business Development Manager or Acquisition Manager, with a genuine hunter mindset
- Experience in channel sales, UCaaS, CCaaS, SaaS or cloud solution environments, or a related software/voice vendor or telco background
- Understanding of the ANZ IT reseller and MSP landscape
- Confidence selling to C-level stakeholders and business owners, whilst being comfortable in Challenger Sales environments
- A proven ability to manage a sales pipeline and meet or exceed quota
- Strong discovery skills with the ability to help prospects understand their own situation better than they did before
- Comfort in an advanced technology user, able to run platform demonstrations independently
- Exceptional communication and relationship management skills
- Strong problem-solving skills and the ability to adapt and overcome objections
- Willingness and ability to travel extensively across ANZ, including overnight trips
Founded in 2016, Access4 started with a vision to bring unified communications to the MSP market; an automated, singular platform to sell, provision and invoice customers. Today, this platform is known as SASBOSS® and sets the benchmark as an industry standard in middleware to help deliver best of breed vendors and end-to-end partner enablement for service providers.
We live and breathe our slogan of Innovate, Empower and Partner, which represents our commitment to the channel community and drives the growth of the business. As a team, we embrace genuine conversations, a high performing culture and alignment between all areas of the business. We’re also actively working to build a more diverse team, and would love to see more women in tech and telco apply for this role.
- Competitive base salary with a strong OTE
- Clear career development pathways and opportunities to grow your commercial expertise
- Be part of a dynamic, supportive culture, working with talented teams across multiple regions
- Join a growing, evolving SaaS, telecommunications and UC technology industry
- Melbourne or Sydney based, with flexibility to work remotely or from the office
- Regular team events, EOFY and Christmas parties plus more
- Employee Assistance Program (EAP)
Apply today with your CV and a cover letter outlining your suitability for the role.
Agencies need not apply.
