At Objective, we create software that makes a difference. With over 400 people and five development labs spread across Australia, New Zealand, the United States of America, and the United Kingdom, Objective is a leading developer of SaaS solutions for the government.
In this role as a Business Development Manager (BDM) based in Reading, you'll be responsible for driving and selling new business across the EMEA Financial Services sector. The role is pivotal in building Keystone’s presence in the market by developing strong client relationships, identifying opportunities, and securing long-term growth.
The role reports to the Regional Director – EMEA and does not have people management responsibilities.
A day in your role:
- Develop effective account management and territory plans.
- Build and manage a strong sales pipeline through personal prospecting, upselling within existing accounts, and leveraging marketing-generated leads.
- Create detailed opportunity plans and pipeline analysis reports using Salesforce.
- Identify and pursue new business opportunities in regulated industries, with a primary focus on Financial Services.
- Leverage and expand professional networks to build relationships with key industry influencers and decision makers.
- Apply consultative sales approaches to understand customer needs and position Keystone as a complete solution.
- Lead negotiations, presentations, and solution demonstrations at all organisational levels, from operational teams to C-level executives.
- Use corporate sales tools (Salesforce, TAS) effectively to manage opportunities and drive sales outcomes.
- Contribute domain expertise in the Financial Services sector to support customer conversations and solution positioning.
- Partner with the Go-To-Market team, Consulting Delivery, Product, and Engineering to align account strategies.
- Provide insights on customer requirements, market trends, and competitor activity to inform product and strategy development.
- Work with cross-functional teams to ensure customer satisfaction and smooth delivery of solutions.
Your skills, experience and beyond:
- Strong knowledge of the Financial Services industry, including compliance, disclosure and regulated document production.
- Proven track record of achieving or exceeding sales targets in complex, long-cycle (6–24 month) environments.
- Exceptional negotiation, persuasion, and presentation skills.
- Strong knowledge of the Financial Services industry, including compliance, disclosure, and regulated document production.
- Experience with complex software/solution sales environments.
- Strong analytical and strategic planning abilities, with the ability to translate client needs into complete solutions.
- Customer-focused with excellent interpersonal and relationship-building skills.
- Exceptional verbal and written communication skills.
- Highly motivated and self-driven, with a pragmatic and adaptable approach.
- Collaborative team player.
- Bachelor’s degree in Information Management, Business or Technology, or a related discipline, or equivalent professional experience.
- Experience selling complex, high-value solutions to senior business executives (GM, CEO, CFO, Chief Compliance Officer, Department Heads, etc.).
What We Offer:
- Make a real impact from day one
- Work with a talented, collaborative team
- Fast-paced environment with opportunities to learn
- Flexible hybrid working that empowers you to achieve a healthy work life balance
Skills Required
- Proven track record of achieving or exceeding sales targets in complex, long-cycle (6-24 month) environments
- Experience selling complex software/solution sales and high-value deals to senior business executives
- Strong knowledge of the Financial Services industry including compliance, disclosure and regulated document production
- Experience using Salesforce and corporate sales tools (TAS) to create opportunity plans and pipeline analysis
- Exceptional negotiation, persuasion, presentation, verbal and written communication skills
- Strong analytical and strategic planning abilities to translate client needs into solutions
- Customer-focused interpersonal and relationship-building skills; collaborative team player; highly motivated and adaptable
- Bachelor's degree in Information Management, Business, Technology, or related discipline, or equivalent professional experience
What We Do
We’re formed by a team of creators, passionate about code, agile methodology and focused on sharing knowledge to generate value for our customers through digital solutions. Discovering innovative paths in complex and strategic projects, we guarantee the quality of delivery in scale through continuous tests automation, which creates the necessary confidence for creating long-standing relationships among employees, customers and partners. For over 20 years, we have contributed to the success of the largest telecommunications companies in Brazil with digital solutions for billing and subscribers management. And through our experience and knowledge, we expanded our offerings with a portfolio of digital solutions, consultancies and software development teams for the most varied market segments, such as manufacturing, finance, education, retail, health and utilities. The United States unit was founded in 2017, in Chicago, allowing us to deliver the same quality, expertise and specific IT solutions to American companies. The company belongs to the Objective Group, which includes E-TRUST, specialized in information security and Identity Management, CodeIT, which develops systems for insurance and social security and ELEFLOW with BI solutions and Big Data Analytics. If you like challenges, learn constantly and value personal connections, join us! Other interesting information about us you should know: - One of the best companies to work in Paraná, Brazil, according to GPTW - We offer one of the best remuneration in Brazilian IT market, according to Glassdoor - Offices in Brazil (São Paulo, Maringá, Curitiba) and Chicago - We’re a benchmark of agile development, with a case published on ‘The Scrumban [R]Evolution: Getting the Most Out of Agile, Scrum, and Lean Kanban’ book, from Ajay Reddy
