Customer Business Development Manager - IT

Customer Business Development Manager

Primary Responsibilities :

- Collaboratively works with the team to develop an overall 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

- Leads negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities

- Develops and utilizes marketing related events, seminars, mailings and call campaigns to increase brand awareness and presence in the local market

- Provides training to customers regarding software publisher contracts and optimal usage of agreements post-Morten. Facilitates all communications, order processing, and reporting of customer transactions in territory

- Evaluates software contract spend and utilization in a given organization. Must be able to optimize spending patterns, technology usage, and implementation strategies. High level of knowledge of internal organization workings, Information Technology trends.

- 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 monthly, quarterly and annual basis.

- Provides leadership and licensing knowledge to customers, maintains appropriate presence in the software industry community.

- Generates opportunities for meetings with key decision makers to drive sales process.

Desired Candidate Profile :

- Bachelor's Degree

- 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 with emphasis on strong account/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, 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.