Purpose of the Role
This role is responsible for driving revenue growth, strengthening strategic partner relationships, and supporting the successful transition (migration) of Cashflow Manager customers to future-fit solutions.
The Business Development Manager (BDM) plays a critical role in managing and growing CFM Inner Circle members and Reckon South Australia Business Partners, while identifying opportunities to expand product adoption, improve partner engagement, and maximise customer lifetime value.
Key Responsibilities
Sales & Revenue Growth
* Achieve agreed revenue, retention, and migration targets aligned to company strategy
* Identify and execute opportunities for: Customer migration from legacy CFM solutions and upsell and cross-sell across the partner and customer base
* Own the full sales lifecycle including prospecting, qualification, engagement, negotiation, and close
* Contribute to and deliver against sales forecasts, budgets, and KPIs
Partner & Relationship Management
* Build and manage high-value relationships with: CFM Inner Circle members and Reckon South Australia Business Partners
* Develop structured engagement plans to: Increase partner productivity and alignment and drive joint revenue outcomes,
* Facilitate joint selling between partners and internal sales teams
* Ensure strong alignment between Reckon and CFM objectives and partner business goals
* Act as the primary point of contact for partner performance, issues, and growth opportunities
Customer Migration & Retention
* Lead initiatives to migrate existing Cashflow Manager customers to Reckon One
Work closely with Customer Engagement Team (CET) and Product teams to:
* Ensure smooth onboarding and transition experiences
* Drive adoption and ongoing customer value realisation
* Proactively manage customer retention risks and identify opportunities to increase engagement
Product Advocacy & Customer Engagement
* Deliver compelling product demonstrations, training sessions, and workshops
* Support partners in understanding and positioning Reckon and CFM solutions effectively
* Act as a voice of the customer and partner, feeding insights back to product, marketing, and leadership teams
Go-to-Market & Collaboration
Collaborate with Marketing to:
* Execute joint campaigns with partners
* Increase brand awareness and lead generation
* Contribute to go-to-market strategies focused on partner-led growth
Represent Reckon and CFM at:
* Industry events
* Partner engagements
* Customer forums
Sales Operations & Reporting
* Maintain accurate CRM data including pipeline, forecasts, and partner activity
Monitor and report on:
* Revenue performance
* Migration progress
* Partner success metrics
* Deliver regular monthly sales reports and insights to leadership
* Contribute to ongoing improvement of sales processes and frameworks
Financial & Operational Accountability
o Contribute to annual sales planning and budgeting
o Track performance against financial targets and manage expenses within budget
o Ensure compliance with company policies, systems, and reporting standards
Key Skills & Competencies
o Strong sales and relationship management capability
o Ability to build and grow partner-driven revenue channels
o Excellent communication, presentation, and negotiation skills
o Highly organised with strong time management and prioritisation skills
o Commercial acumen and analytical mindset
o Self-starter with drive, initiative, and accountability
o Customer-focused with a consultative sales approach
o Strong problem-solving and stakeholder management capability
Additional Requirements
o Willingness to travel (including within South Australia and interstate)
o Ability to work flexibly to meet business needs
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