Position reports to - Nick Isaacs, Head of Australia
Job Purpose
Acuity Knowledge Partners is seeking an Assistant Director for the ANZ Business Development team, based in Sydney. Since opening the office in January 2023, we are looking for a key hire to support our continued growth in the market. We seek a target-driven individual with a strong background in financial services (Investment Banking, Private Markets, or Asset Management) from a leading organization in a client-facing role. The role involves a split of approximately 75% new business acquisition and 25% account management of existing relationships in ANZ.
The successful candidate should have excellent knowledge of the financial services landscape, including Investment Banking, Private Markets, and Investment Research, along with an established industry network to hit the ground running. Experience and enthusiasm for working in a start-up or high-growth environment are important, as the role requires working in a small team, navigating challenges, and identifying opportunities autonomously, while leveraging internal stakeholders for optimal client outcomes.
Strong verbal and written presentation skills, negotiation skills, and the ability to build long-term relationships with clients and internal stakeholders are essential. Prior experience presenting and marketing to senior clients or at senior levels on buy- and sell-sides is highly desirable. Experience with knowledge-based outsourcing or high-value consulting services is a plus.
This role requires a passion for working in a dynamic, high-growth, and autonomous environment. Sydney is our latest office globally, and we seek an ambitious, self-starting professional.
The role reports to the Head of ANZ Business Development and involves developing the existing client book and exploring new opportunities across our key verticals.
Key Responsibilities
1. Manage high-quality enterprise sales cycles including:
* Identifying and initiating new sales opportunities by prospecting new clients
* Leveraging existing client relationships to generate interest
* Qualifying and creating demand at client sites
* Developing compelling value propositions aligned with client needs
* Negotiating and closing complex agreements
1. Achieve sales quotas by selling to new client accounts and leveraging existing relationships to sell high-value services, including:
* Corporate Finance, M&A, ECM, DCM
* Investment Research (equity, credit, quants)
* Private Equity and Asset Management
* Lending Services
* Compliance
* Other services (data science, marketing)
* Manage existing accounts in Australia to ensure client satisfaction and cross/up-sell other verticals.
* Negotiate with senior executives (COO/CXO) to promote outsourcing benefits.
* Ensure comprehensive client coverage by collaborating with subject matter experts and marketing teams in India.
* Provide accurate forecasts and pipeline updates to management.
* Meet revenue targets while fostering strong customer relationships and ensuring satisfaction.
* Travel may be required, subject to restrictions.
Key Competencies
* Bachelor’s degree or equivalent from a leading university
* 5-7 years of experience in front-office roles within Investment Banks or Research firms, in a client-facing capacity
* Proven ability to source, develop, and close new business opportunities
* Skilled in needs-based selling and engaging with senior decision-makers (COOs, CIOs, CROs, CCOs, Procurement Managers)
* Strong negotiation, presentation, and client relationship management skills
* Experience leading sales efforts, proposal development, and deal closing
* Excellent communication skills, both oral and written
* Creative problem-solving and diagnostic skills
* Ability to multitask and meet deadlines
* Capable of working independently and in teams, involving internal stakeholders seamlessly during sales processes
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