Senior Manager Business Development ANZ
Cemplicity is the world leader in patient reporting software.
At Cemplicity, our mission is to improve people’s lives, through our global leadership in Person-Reported Measures and our unrivalled SaaS product, inspiring regulators, payors, service providers, clinicians and sector experts to transform care systems to deliver sustainable, better quality care and outcomes for all.
We exist to help solve an increasingly important challenge in health systems. Globally, populations are increasing, people are living longer, have more long-term conditions and there is less money to treat them. Something has to give.
We are a global company, with clients across New Zealand, Australia, the United Kingdom and Ireland, Malaysia, Indonesia and market entry to Canada and The Netherlands now underway. Clients include all New Zealand District Health Boards, general practices, hundreds of health facilities across Australia, the UK and Ireland.
Our technology is internationally leading, our focus on global expansion. We sell our solution direct and via partners to meet the best needs of our target clients.
We are one of NZ Trade and Enterprise’s ‘focus’ companies, have an R&D Growth grant from Callaghan Innovation and receive grants from NZTE to help with market expansion in the United Kingdom.
We are a proud team of diverse misfits in a period of rapid growth. We are Investing in our sales and marketing efforts and is an opportunity to take your SaaS sales career to the next level.
What is this opportunity about?
This is the lead role for new business across our Australian and New Zealand territories. We are a growth orientated business focussing on capturing market share and we are investing heavily in sales and marketing (alongside R&D) to achieve that goal. This role reports directly to the COO and is envisaged to lead the business development initiatives throughout the region as we expand our capabilities.
As such, we need a hunter for this role, not a farmer. But you must also be a hunter with great soft skills so you can work effectively in the health sector with our target buyers who are not typically hard-edged commercial negotiators, but more devoted to helping people get better. It’s a delicate balance but when are you successful, it is incredibly rewarding – not just financially, but to that part of you who wants to make health systems work better for patients.
This role offers the opportunity to utilise both your direct enterprise sales expertise alongside channel management and enablement. Each sale has multiple stakeholders, you need to nurture your champions and influencers, engage decision makers and close deals. At the same, our partners (such as KPMG) need to learn how to sell our solution as well as we do – not to sell us into trouble, but to create a unique value proposition to go to market.
You need to enjoy travelling – this role will include regular trips to Australia in particular. You need to available and enthusiastic to hop on a plane, often on your own. This role may expand into Asia in the future as we already have clients in that region.
We build our team with only the best candidates – top to bottom – and with diverse backgrounds. From soldiers to accountants, auto-electricians to science fiction authors. Our relaxed company culture and desire to remain nimble means our new Senior Manager Business Development ANZ will thrive in this role with minimal bureaucracy, and maximum humour.
Given the travel requirement in this role, you must be a self-starter who can motivate yourself independently as required.
As the company grows, we anticipate roles narrowing in their scope and introducing a deeper sales hierarchy. This will provide good opportunities for future career advancement, promotion and/or specialization regionally or into aspects of the sales function most suited to the candidate’s interests and strengths.
- To grow ARR to meet the mutually agreed quota targets each financial year. Specifically:
- Identify the best prospects for our solution, then develop the sales and marketing plan to achieve the company financial targets.
- Lead generation – working with marketing to maximise inbound lead generation and driving your own, or via an SDR recruitment, outbound leads. Handling all referral leads for your region and tracking government tender websites.
- Qualification – qualifying opportunities to ensure the best win ratio, and deals closing on time. This includes all types of opportunities including new tenders. Selling what we have.
- Evaluation – leading all tender responses, workshops etc. with support from the technical and customer success team.
- Contracting – liaise with prospect and Cemplicity’s legal resourcing to protect risk and close deals.
- Make life easy for yourself, get partners to do the sales! Specifically:
- Enable our Partners – work with existing partners to ensure they have the best chance to success, which in turn facilitates your own success.
- Recruit new partners in each region to maximise our coverage while overcoming issues around partner conflict.
- Set up Cemplicity for success by:
- Recommending organisational structure for the region, undertake recruitment and manage staff to ensure high competency and job satisfaction.
- Forecasting your pipeline on a regular basis to the COO.
- Maintaining our CRM tool (salesforce.com) for reflect all interactions and latest sales status/pipeline.
- Actively support and demonstrate the Cemplicity values in all activities and relationships.
This is the role of a senior enterprise salesperson who is excited to take our footholds in Australia, and our dominance in New Zealand to the next level.
What do I need for this role?
You, our new Director ANZ Business Development, are driven by your intrinsic sense of purpose of helping people. You are a hunter and love the challenge of entering a new market with limited brand recognition, but a fantastic product and team. You love talking to people and communicate confidently and clearly. You want to continuously learn, you are not shy in expressing your ideas, or personality.
You will have a track record of exceeding quota in an enterprise sales environment with at least 5 years’ experience, ideally in the health sector. You will have experience working with SaaS solutions and in particular, the unique aspects of the technology and pricing models. You would also have completed many tenders across the course of your career with a high win rate, because you would have seeded the tender upfront and qualified hard before completion.
You’re confident working in a fast paced, self-directed, entrepreneurial environment with clear performance metrics, and clear benefits. You’re down to earth, leaving your ego at the door, calm and objective in your thinking. You have high levels of computer proficiency, particularly with Microsoft Office. You have experience with CRM tools (salesforce.com preferred) and other smart lead-generation systems.
You turn up to work happy, knowing you’re not working for a corporate bound by billable hours, suits and ties, or annual performance reviews. You are hungry to get out there and help grow Cemplicity.
Okay – And what’s in it for me?
This is an opportunity to join a company with a validated world-leading technology, a foothold in a number of markets yet still in the early days of our growth. You will be empowered by a marketing engine, a fantastic product and an existing partner network to be successful.
The Executive Team and Board are committed to a high revenue growth trajectory and have committed to sales and marketing spend to support you.
You will be remunerated competitively with significant upside as you become successful.
You’ll love the flexible working environment, with opportunity to work from home and of course, on the road.
Ultimately, you’ll have amazing stories of how your work has directly or indirectly improved the lives of people around the world. And have fun while doing it.
Please email a copy of your CV and a covering letter to firstname.lastname@example.org