Senior Client Director, PropTrack in Richmond, Australia

Senior Client Director, PropTrack

We’re REA

REA Group is one of the great Australian start-up success stories. From humble beginnings in a garage in Melbourne’s east in 1995, we have grown into a leading global digital business specialising in property.

Our people are at the heart of everything we do. We take care of each other, and we invest in our culture. At REA, you’ll find the space to create and the people to inspire – all driven by a strong desire to make a difference and change the way the world experiences property.

We help people at every stage of their property journey by offering the richest content, data and insights, property valuation estimates and home financing solutions. We are proud to say we help millions of people find and finance their next home, every day.

Some of our brands include realestate.com.au, realcommercial.com.au, Flatmates.com.au, PropTrack, and Mortgage Choice.

We’re proud to have been named one of Australia’s Best Workplaces as well as one of Australia’s Best Workplace for Women. This recognition is a great proof point of our unique and special culture. A culture that is driven by our people, our values, and our commitment to making a difference in the community.

Where the PropTrack team fits in

REA is evolving how it leverages data and technology to deliver benefits for customers. After the acquisition of PropTrack in May 2018, and following large growth in recent years, we are now looking for an experienced Senior Client Director to increase the PropTrack customer base and market share as it continues to grow as a part of the REA family.

PropTrack provides property data, insights and technical platform solutions to customers in financial, government, and other key industries. The Commercial Team within PropTrack works together to sell innovative and tailored solutions to meet our customer’s needs.

It is the core knowledge centre for identifying and developing solutions to meet customer strategic objectives and thus drive the priorities of the entire PropTrack business.

What the role is all about:

This role is key in developing and continuing to expand our strategic focus in Finance and Banking as well as other key strategic accounts within the PropTrack business. The role liaises with enterprise clients across Australia and some travel is necessary.

You will use your strategic negotiation, combined with a thorough knowledge of banking and finance combined with industry expertise to provide innovative ideas for business growth. Communication, cross line of business collaboration, executive level business development and relationship building skills are essential for this position.

Building a comprehensive understanding of our customers’ business opportunities requires the ability to analyse data and detailed information. It can also extend to analysing workflow, assessing the impact of policy changes, and the development of hypotheses to design tests and flex scenarios in business cases.

• Core top of funnel sales activity and pipeline discipline aligning to MEDDPICC principles and Enterprise Sales.

• Develop a deep understanding of our customers’ strategic objectives, challenges and ambitions.

• Evolve the relationship with key stakeholders and executives in assigned customer accounts.

• Collaborate with the Commercial GM and the rest of the PropTrack Leadership Team to negotiate and close agreements with large customers.

• Negotiate and agree contract terms and conditions, and draft statements of work

• Prepare and maintain revenue forecasts and meet core performance KPIs and metrics.

• Liaise with our Product and Engineering teams to develop creative business solutions.

• Execution of GTM strategy.

What we’re looking for

• Enterprise Sales Experience : Proven track record of success in enterprise sales and account management roles, with experience selling to ASX 200 companies, banking, and finance clients.

• Relationship Building : Experience in building and maintaining relationships within the banking and finance sectors is desirable.

• Commercial and Financial Acumen : Strong commercial and financial acumen, with the ability to identify and assess business opportunities.

• Sales Strategy Development : Demonstrated ability to develop and implement effective sales strategies that target customer needs.

• Pipeline Management : Strong pipeline management skills and discipline with a commitment to MEDDPICC principles or similar sales methodologies.

• Analytical Skills : Exceptional analytical skills, including the ability to size up and clearly explain business opportunities.

• Stakeholder Management : Excellent stakeholder management skills, including being an influential communicator at all levels.

• Organizational Skills : Strong organizational and project management skills, with the ability to manage multiple priorities effectively.

• Communication Skills : Exceptional communication and presentation skills, with the ability to write clear and compelling documents and tenders.

• Complex Information Conveyance : Ability to convey complex information to both technical and non-technical audiences, fostering understanding and influence among internal stakeholders and customers, including at the C-Level.

• Executive Impact: C-Level negotiator and influencer, effectively communicating complex solutions to both technical and non-technical audiences in competitive sales cycles.

• Quality Focus : Passionate about delivering quality in all aspects of the role.

• Collaboration : Demonstrated ability to collaborate effectively within and across teams.

• Educational Background : Tertiary qualification, with quantitative knowledge and experience highly regarded.

• Product Knowledge : Knowledge of credit risk and mortgage products is highly desirable.

The REA experience

The physical, mental, emotional and financial health of our people is something we’ll never stop caring about. This is a place to learn and grow. We’re committed to your development – both professionally and personally. Your experience with us is something we take seriously.

We offer:

• A hybrid and flexible approach to working – https://rea.to/hybrid-working

• Flexible parental leave offering for primary and secondary carers

• Programs to support mental, emotional, financial and physical health & wellbeing

• Our Because We Care program offers employees volunteering leave, community grants, matched payroll giving and our Community Café donates 100% of revenue to charity.

• Hack Days so you can bring your big ideas to life

• Performance recognition programs because hard work should never go unnoticed

Our commitment to Diversity, Equity, and Inclusion

We are committed to providing a working environment that embraces and values diversity, equity and inclusion. We believe teams with diverse ideas and experiences are more creative, more effective and fuel disruptive thinking – be it cultural and ethnic backgrounds, gender identity, disability, age, sexual orientation, or any other identity or lived experience. We know diverse teams are critical to maintaining our success and driving new business opportunities. If you’ve got the skills, dedication and enthusiasm to learn but don’t necessarily meet every single point on the job description, please still get in touch.

If you like the sound of us, then we think you should apply today. We’re proud to be Circle Back Initiative Employer and we commit to respond to every applicant. While we’re looking at your application, and preparing to come back to you with an update, why not get to know us a bit more through our various social channels?