Education MSP BDM

Sydney - Australia

Monthly Salary: $ 130 - 150

Posted on: 30+ days ago

Vacancies: 1 Vacancy

Job Summary

Company: NetStrategy
Role: BDM
Location: North Sydney
WFH policy:Hybrid (3 days in office)
Industry: Managed Services
Product: Managed Services Projects Procurement Staff Augmentation Co-Managed IT
3 domains:

Advisory Services
Projects/SI
Tech service practice

Size and functions of local team:
Total Team:40
GTM Team:10
Role description: NetStrategy are looking for a player coach BDM that will support the AMs. The role will likely have an IC quota and team them to be the future sales leader. 60% of their time will be spent on net new logo acquisition and the other 40% helping the 2 account managers close opportunities.
The core new business role is primarily focused on selling annuity revenue Managed Services (vs project and product).
Primary target market is K-12 Private schools - some tertiary universities but K-12 private school primary target.
TAM: 4000 (43% students in Australia are educated in private). Predominantly Eastern Seaboard but sell nationally.
Saturation: Currently NetStrategy have 20-30 on MSP contracts 100-200 they regularly do work for have done work for 400 nationally in their deal sizes and deal profile:
Some - MSP Projects augmentation advisory
Deal length: 2-6 months 3-9 months longer ones
Occasional RFPs
Number 1 competitor: Do nothing internal function.
Largest client (school)l: pays $120k/month (6 staff as a sevice).
MS: Recurring Services small would be $5-10k/month. Avg is: $20-$50k / monthCompetitors:

Centorinno (more bottom feeders)
FF occasionally
CompNow
ASI - more box movers
Accucom occasionally
Somerville occasionally

The buying personas are:
1) IT Leader
2) Business Manager/ CFO
3) Principal/Head Master
Unique about the company (that you dont read online):

Struggling to break the bounds of owner led sales. Jim has been the primary rain maker - and hes tried multiple sales models: Hybrid AM - which havent worked.
Want to build a repeatable sales engine
They have a marketing team & a strong events based marketing engine. This will generate some leads but the BDM is required to do their own outreach as well.
They have a sales support team (in Philippines) that do most of the sales admin and quoting
They have a really strong Presales team that the sales team can leverage.
Why they win is due to their strong Educational specialisation
They are the number 1 Educational MSP provider in Australia.
They have deep domain expertise & Know how. Doing it for a long time
They deliver the outcome at agreed
Strong ability to manage risk
Fold in strategy as part of their service offering
Agile enough to adapt to each customers unique requirements
Hundreds of services

(USPs to the candidate):
Growth perspective:Opportunity to become the future sales leader
Must haves:

Sold Managed Services
Be able to sell business outcomes (versus product or just projects)
Challenger Mindset
Ability to do prospecting & effective discovery calls
Gravitasse to multi-thread the Educational personas and command a sales cycle with gravitas & presence

Nice to haves:

Educational experience
Team leadership experience

Hiring process:

Pete
Jim
Activity/presentation

Salary range & secondary benefits:
Salary: Currently flexible but around $130-$150k Base - $230k-$250k OTE
Medical:No
Stock Options:NoVideo:

Company: NetStrategyRole: BDMLocation: North SydneyWFH policy:Hybrid (3 days in office)Industry: Managed ServicesProduct: Managed Services Projects Procurement Staff Augmentation Co-Managed IT3 domains:Advisory ServicesProjects/SITech service practiceSize and functions of local team:Total Team:40GTM...