Business Development Lead

We're a NZ owned Tech Consultancy with a lot going on…we work with large enterprise organisations (mainly), operating at several levels. We have an advisory business where we work with clients to transform their business and operating models and the technology architecture that underpins this; we also have a delivery team who consult and make recommendations before getting their hands dirty building varying architectures and solutions to drive transformation; and if that isn't enough, there is another team that builds bespoke applications for our clients, replacing old-school manual processes or out-dated technology. We get a kick out of disrupting the status quo to create bold new ways of working. You will be working with clients engaged across all of these services. This enables you to open the front door, and then work across all levels of the organisation, opening additional internal doors as you go.

Why Are We Recruiting This Role?

Our business has diversified over the past 5 years, and we've experienced exponential growth across the board – our current sales structure just isn't keeping up with the demand out there and so it's time to spread the load and hire additional BD capability. Our clients are everything to us (as are our people) and we want to ensure they continue to be nurtured as they deserve, but it only seems fair that net new clients also get to know about how we can solve their business problems. In a market as small as NZ, we want to have a wide reach - our competitors are largely global players, and the distinct value we bring is that we live and breathe local - and our clients tell us how that really means something to them. Local organisations supporting local organisations.

The Role – What You'll Be Doing

We're looking for someone who loves knocking on new doors - breaking into new industries, rubbing shoulders with new business leaders, establishing a reason to engage and, ultimately, winning new business. There is a 20% account management aspect to this position, but the bulk is about carving out new opportunities, leveraging existing relationships to build new relationships.

You will then have overall responsibility for embedding yourself in our key clients, deepening relationships and extending our revenue streams. With your Account Manager hat on, your primary focus will be to maintain and grow revenue within existing client accounts by nurturing strong relationships and identifying new opportunities for upselling and cross-selling. You will act as the main point of contact for your clients, ensuring their needs are met while driving business growth through tailored solutions.

You'll be engaging at multiple levels across both Enterprise and Government clients including C-level, business sponsors and project sponsors, with responsibility for contract renewals and negotiations to secure ongoing business, price increases and revenue growth across all of the above-mentioned consulting practices that we operate in. You'll be presenting new products, services, or enhancements to clients to meet their business needs head-on. Responsibility will also fall to you to de-escalate any issues and manage challenging stakeholders.

This is a highly collaborative role and will see you work closely with all manner of internal teams, including Ops, Innovation, wider Sales & Pre-Sales and Marketing teams. You will also engage with Project Managers and Service Delivery teams to ensure client requirements are met and projects are successfully executed. A key metric for you will be client NPS.

This role can be based in either Auckland or Wellington. There will be a need to travel to meet with clients to establish and further build relationships.

Who's Our Ideal Person For This Role?

There are two types of people we're keen to hear from:

1. People with a proven track record selling Technology Solutions to large Enterprise clients. Whilst it's critical you have technology sales experience, we're entirely open to the kind of technology (except for Infrastructure – big kit is far removed from what we do), so it needs to be genuine solution selling where you need to understand the wider business context that needs a solution. Software, Cloud, Big Data, Analytics or Telco backgrounds are all of interest. You will be operating at a more generalist setting here at Voco and this requires insatiable curiosity and the ability to navigate across entire organisations, sniffing out where we can engage.
2. Pre-Sales Consultants who have been responsible for supporting the sales process by leading demos, driving RFPs from a technical content perspective, and who now has a hunger to front the chase. Make no mistake, you'll need to be able to drive the sale, but we can teach you the finer aspects of how to sell if you can convince us you have the fire in your belly and genuinely want this. This role is not for the feint-hearted, so you'll need to have energy and the ability to hold your own in front of decision-makers.

Communication skills, and overall presentation capability, need to be first rate to ensure you convey compelling value propositions and solutions to clients.

Your Career Pathway at Voco

This role reports into our GM Sales & Innovation. We have a few plans we're cooking up that will both strengthen your career path, as well as open up a few new routes - watch this space

The Salary Package

Base salary for this role is likely to be $140 - 150K, with a realistic OTE of 250K, but in all honesty your actual commission earnings are uncapped. Work hard, work smart, and the world's your oyster

What's It Like To Work at Voco – What's Our Culture Like ? What About Our Values?

One thing's for sure: no matter what team you're in you'll be challenged regularly – the work we do is at the forefront of change. There are lots of unknowns, and that's what makes it so exciting. We promise you a leadership team that is invested in you and interested in you. Being privately owned means that we know the value of our people and do everything we can to ensure we provide ongoing challenging work that interests you, a fabulous working environment and the flexibility you need to do your best work.

We operate transparently and without internal politics, so that you can do some of the best work of your career because you know what's expected and the role you play in getting there. We're incredibly successful; because when you put people first – employees, contractors and clients – success (and profit) happens naturally.

We believe that people work in different ways, think in different ways and are motivated by different things. As a values-based company, we focus on hiring people who, most importantly, share and uphold our values.

What We Believe

At Voco, we believe that we're in this together – all working towards the same goals, with lots of ways to get there, and that it's our people who differentiate us from our competitors. We believe that all people have equal value, regardless of age, disability status, ethnicity, gender, gender identity or expression, religion or sexual orientation.

So, what are you waiting for? Either apply to this role yourself or share it with someone you think will love this opportunity and be fabulous in it