Business Development Manager


An enthusiastic, energetic and dynamic Lady who can think out of the box for Sales and marketing activitiesAn open mind to work in a Start up IT companyMinimum Graduation/ Post graduation in Sales and Marketing with 3- 7 years of IT products/ solution selling experienceERP/ CRM selling experience would be an added advantageGood presentation skills with demonstrated communication capabilities��� Is considered an expert in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large solutions.��� Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.��� Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.��� Understands the role of IT within area of specialization and how the company’s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.��� Account planning and accurate account revenue forecasting skills.��� Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.��� Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.��� Establishes a professional working relationship, up to the executive level, with the client.��� Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.��� Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.��� Deep knowledge of products, solution or service offerings as well as competitor’s offerings.��� Understands how to leverage the company’s portfolio and change the playing field on our competitors.��� Utilizes Siebel as an expert and accurately forecasts business.��� Understands and sells high value software solutions.��� Understands selling of services sales.��� Leverages services as part of strategic product sales.��� Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.��� Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.Requirements��� Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.��� Maintains knowledge of competitors in account to strategically position the company’s products and services better.��� Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.��� Provide support to Account managers and provide input regarding business development and solution expertise.��� Development of quota objectives and future direction for defined product category.��� Some specialists also responsible for selling outsourcing deals.��� Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.��� May invest time working with and leveraging external partners to deliver sale.��� For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.��� Directs or coordinates supporting sales activities.Education and Experience Required:��� University or Bachelor’s degree Directly related previous work experience.��� Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.��� Extensive selling experience within industry and on similar products.��� Typically 5-12 years of advanced sales experience.��� Project management skills required.��� 2-3 years of product sales in the desired specialty.

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