Business Development Manager

Business Development Manager

Job Overview:
Our client is seeking to add a new Business Development Manager to their team. The Business Development Manager (BDM) drives new logos into the assigned vertical, targeting enterprise-level accounts and developing those prospects into new customers.

The BDM utilizes a consultative selling model to determine ROI for accounts to switch to our security and communication technologies. They attend industry trade events to position themselves as experts within the vertical and typically bring in at least two new enterprise-level accounts annually while expanding solutions for existing customers.

• Moves New Enterprise Logos through the Sales Process: drives new presentations, assessments, and ROI analysis conversations to secure enterprise-level account switches.
• Prospects in the vertical: actively seeks new sales opportunities through cold calling, networking, and referral-based strategies using a consultative selling model.
• Marketing
  
  Collaboration:
  
  works with the marketing team to develop strategic campaigns supporting prospecting work in the assigned vertical.
• Customers: works closely with the Enterprise Account Manager to ensure smooth handoffs as new logos are acquired.
• Builds strong customer relationships, personally and as a group, understanding customers’ businesses and leveraging technologies to optimize operations.
• Develops and submits comprehensive proposals based on individually or team-assessed client needs.
• Develops a deep understanding of the assigned vertical by attending relevant trade shows and collaborating with existing accounts to address vertical challenges.
• Value Selling: applies a consultative approach to qualify and align customer needs with the value of our services.
• Maintains a high level of professionalism and passion through presentations, marketing material, events, quotes, and proposals.
• Weekly Account Planning Sessions: develops and presents action plans for targeted enterprise prospects to the Sales Director.
• Holds the Experience to the highest regard: promotes the full Experience to deliver maximum value across the safety, security, and AV systems lifecycle.
• Strong CRM management rhythm: documents interactions with accounts and contacts weekly through Sales Force.
• Creates strategic plans for logos: collaborates with the Enterprise Account Manager to develop five-year roadmaps for technology within accounts, staying engaged at a strategic level.
• Other duties as assigned.

• At least three years of successful sales experience in enterprise sales.
• History of managing sales cycles in excess of one year.

• Technology sales background.
• Managed services background.
• Knowledge of specific challenges within the assigned vertical.
• At least 3 years of selling in the assigned vertical.

• Strong knowledge of communications systems, including audio, video, security, fire alarm, wireless, and data networks.
• PC proficiency essential (Windows environment) and strong working knowledge of Excel preferred.