Business Development Manager, USA

Business Development Manager

As Business Development Manager, you will be responsible for generating, developing and converting a robust pipeline of opportunities across your region, working with both existing and prospective customers. Working closely with the Business Development Director and Regional Sales Director, you will help shape and execute the regional growth strategy, identifying opportunities that drive sustainable revenue and profitable growth. Your focus will be on building strong customer relationships, uncovering business needs, creating compelling solutions and securing new contracts on commercially favourable terms.

From initial engagement through to contract signature, you will lead the sales process before ensuring a seamless handover to the operational delivery teams. Success in this role will be defined by your ability to consistently win new business, accelerate pipeline conversion and deliver revenue and EBITDA growth. You will bring energy, resilience and a relentless focus on achieving results, establishing Indigo as the partner of choice within your region.

Role and Responsibilities

• Proactively identify and develop new opportunities to sell Indigo's services in your region, with a primary focus on the telco and hyper-scaler sector. Developing a strong and credible pipeline of opportunities.
• Developing excellent relationships with new and existing customers to identify opportunities and drive growth.
• Establish and build key peer relationships within the nominated accounts with the objective of supporting new opportunities to sell and provide incremental services to existing customers.
• Maintain a thorough appreciation of our customers' business and strategies and propose solutions to add value for both current and future requirements.
• Take full end to end ownership of sales opportunities ensuring excellent and timely responses are receive by the customer. This involves partnering with various teams in Indigo (Commercial, Operations, Resourcing etc) to ensure that the bid reflects best of Indigo and if won will be delivered to an excellent standard and will deliver a strong margin and profit performance.
• Ensure all steps of the Companies governance and administration process are followed for every sales opportunity.
• Serve as the primary point of contact for customers through the sales process, proactively addressing their issues, needs and challenges promptly and effectively, ensuring timely resolution and maintaining positive relationships.
• Continually keeping the Indigo team updated on the progress of bids and staying close to the customer throughout.
• Following a sales win, partnering with commercial, legal and corporate services to get customer contracts approved and signed in a timely manner- proactively highlighting and mitigating commercial and operational risk as needed.
• Assist the Regional Sales Director with the development and execution of the regional sales strategy.
• Contributing to and executing our customer relationship matrix. Making sure Indigo has multiple contact points into our customers. Proactively and intentionally arranging meetings and interventions when needed to cement these relationships and to help convert opportunities.
• Staying informed about our product offerings and industry trends to effectively communicate value to customers.
• Act as a brand ambassador for Indigo; promoting customer confidence in Indigo as a professional and competent supplier of telecommunications services.
• Provide accurate and timely information and forecasts including regular and ad-hoc reports as required by management including, but not limited to, sales pipeline, quotes, margin analysis, purchase order status and accrued revenues.
• Keeping Salesforce (our sales management system) updated so we have an accurate and live view of the pipeline, opportunities, wins and losses at all times.
• Represent the Company in a professional manner at all times, both externally and internally and support the adoption of Indigo's corporate culture.
• Promote the highest level of customer service internally and externally at all times.
• Communicate relevant company information in a timely manner.
• Continuou…