Business Development Representative

Job Summary

Responsible for assigned business development activities focused on growing Geospatial revenue across markets for Juniper Systems by defining, locating, developing, negotiating, and closing new business. Leads efforts internally to ensure responsiveness to design customization, OEM, and other non-customized large-scale opportunities. Works with sales account managers, marketing, and product management teams to increase sales opportunities and maximize revenue for the organization.

• Actively prospect for new customers in strategic, adjacent, and existing business areas of the Geospatial market that enable the company to grow revenues at an annual rate of 15%. Prospecting activities may include attending trade shows or user conferences, making cold calls, visiting prospects’ facilities, using professional networks, sending emails, or working with marketing to reach prospects.
• Locate and contact prospects across markets, discover needs, identify decision makers, and explore opportunities using good judgement in prioritizing opportunities that will maximize success rate.
• Responsible for following up on and closing Geospatial leads that require design customization (level 2+) to close, are new OEM opportunities, or new opportunities that may require additional negotiations or assistance due to complexities of working with large accounts. Setting meetings, following up on action items, and other activities to ensure the opportunity progresses internally.
• Close new opportunities by coordinating requirements both in-house and with the customer; developing and negotiating contracts; successfully managing objections and setting up customer accounts. Lead the effort of bringing on the new customer until a contract is in place and then coordinate with the appropriate sales account manager to transition the account and process the first production sales order.
• Present to and consult with company leadership and product management on business trends with a goal of aiding the development of new services, products, and distribution channels.
• Participate in and contribute to quarterly marketing meetings with each Geospatial market.
• Build key relationships within the Geospatial industry; begin and build relationships with potential large new partners in order to be better positioned to win business from them in the future.

• Bachelor of Science degree in business administration, marketing, engineering, or a related field and at least 1 year of experience, or an equivalent combination of schooling and experience.
• Working with and building income statements, customized quotations, computing return on investments, and understanding various business models associated with one and two levels of channel sales.
• Reviewing and contributing to the writing of long‑term partner agreements.
• Working across disciplines and teams to drive feature development.
• Basic computer skills are required including knowledge of MS Word, Excel, PowerPoint, and an ability to interact with MRP and CRM systems. Experience or understanding of software development tools and processes is also strongly desired.

May have supervisory responsibility and may occasionally be in charge of a project or activity in which this individual is accountable for the work of other employees or may occasionally have responsibility for other outcomes including product design or project execution. A supervisor/manager will assign the duties to be completed as necessary, but this individual will be able to set his or her own schedule.

In addition to the responsibilities listed above, this position is accountable for reporting the following to their supervisor:

• Revenue growth across markets supporting overall company growth target of 15% year over year.
• New customer revenue of 40% of total revenue annually.
• Setting individual revenue goals annually as well as coordinating with sales account managers to set revenue growth goals in each market.
• Closing two or more opportunities annually that contribute at least $500K in revenue.

• Physi…