Job Decription – Business Development Manager
Summary
The Business Development Manager (BDM) is responsible for achieving all sales and revenue goals for an assigned territory by developing, building, and strengthening long-term relationships with customers and partners. The position will involve business development and deal making skills including strategic consulting and needs assessment, identifying and driving new business opportunities, pricing negotiations, contract development, and working with internal experts to propose solutions to prospective clients. This position reports to a Sales Manager.
Roles & Responsibilities:
- Responsible for achieving / exceeding monthly sales targets and net profit quota.
- Define a territory account plan in order to maximize opportunities and generate sales activity with customers, partners and publishers.
- Must identify, prospects and new customers through strategic partners in an assigned geographic territory
- Lead negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities
- Develops and utilises marketing related events, seminars, mailings and call campaigns to increase brand awareness and presence in the local market
- Provides training to customers and partners regarding software publisher contracts and optimal usage of agreements post-mortem.
- Facilitates all communications, order processing in conjunction with inside sales representative, and reporting of customer and partner transactions in territory
- Evaluates software contract spend and utilization in a given organization. Must then be able to optimize spending patterns, technology usage, and implementation strategies. This will require high level of knowledge of internal organization workings, Information Technology trends.
- Develops strong knowledge of leading industry trends such as electronic commerce, spend management, and technology initiatives by developing proactive professional relationships with software publisher representatives in assigned territory.
- Be the field resource to customers and partners for leading industry volume license offerings from top publishers.
- Submits accurate and timely forecasts that are aligned with assigned sales quotas. Forecast sales revenue on a weekly, monthly, quarterly and annual basis.
- Provides leadership and licensing knowledge to the customers and maintains an appropriate presence in the software industry community.
- Generates opportunities for meetings with key decision making personnel to drive the sales process forward.
- Knowledge, Skills and Abilities Required
- Bachelors Degree from college or university preferred
- or
- 3-7 years professional sales experience in high-tech or service-related industry with preferred successful software sales / software licensing experience
- Experience in Solution Selling techniques with an emphasis on strong account and territory management
- Proven track record of consistently exceeding corporate objectives and quotas
- Ability to build relationships and quickly develop trust with C-level executives
- Highly motivated and results oriented
- Strong presentation, communication, organization, multitasking, and time management skills
- Solid problem solving and consultative skills required
- Ability to work in a fast-paced team sales environment with minimum supervision
- Travel 60%
- Proficient with Outlook, Word, Excel, and PowerPoint.
- Sales certification exams passed such as MCP, VSP, and SAM preferred.