At the company, we create software that makes a difference. With over 400 people and five development labs spread across Australia, New Zealand, the United States, and the United Kingdom, the company 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.
- 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
If you do not tick every box, do not let that stop you. We value potential, learning agility, coachability and diverse perspectives just as much as experience, and we encourage you to apply.
At the company, we recognise and celebrate our diverse team as pivotal to our strong employee engagement and our high-performing culture, underpinned by Our Values.
We are an equal opportunity employer. We do not discriminate based on any protected characteristics or on any other basis prohibited by applicable laws in the regions where we operate.
To ensure a positive experience, please inform our Talent Team of any adjustments or accommodations you may require during the recruitment process, so we can support you effectively.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analysing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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