Senior Business Development Manager

- Softcell provides IT solutions to enterprise customers across the country. We believe in delivering robust solutions in IT Security, Data Centre Technology, Cloud Management Solutions and Engineering Solutions. We are also one of the leading distributors of software and hardware solutions to organisations across a wide variety of business verticals.

- Softcell is hiring for Sr. Business Development Manager (Sr. BDM) positions to lead independent horizontal SBUs of Mobility, Security & System Integration. The Sr. BDM has to lead any one of these SBUs to drive revenue goals through a team of field and inside sales in enterprise accounts.

- The Sr. BDM has to manage, coach and guide a team of field and inside sales specialists to generate and close opportunities. (The Sr. BDM role is a hardcore field sales role and also a Team Manager role, so only those candidates with experience in field sales and team management may apply).

The Sr. BDM is responsible for achieving sales quota and assigned revenue objectives in the assigned territory for the SBU assigned to the BDM.

- In Security SBU the goal is to drive end to end IT Security Solutions in enterprise accounts. Security solutions encompass solutions like SIEM, Encryption, Mobile Security, Firewall, Advanced Threat Protection, etc. OEMs we engage with are Symantec, Check Point, FireEye, BlueCoat, etc.

- In Systems Integration SBU the goal is to drive end to end SI Solutions in enterprise accounts. SI solutions encompass solutions like enterprise backup/archival, mobile device management, virtualization, data centre consolidation, cloud, etc. OEMs we engage with are Veritas, VMware, Cisco, Nutanix, Amazon, etc.

- In Mobility SBU the goal is to drive end to end mobility Solutions in enterprise accounts. Mobility solutions are focused on Apple products and solutions around iPhone, iPad & Macs.

Job Profile of Sr. BDM :

- The Sr. BDM has the goal of ensuring that needs and expectations of the customers- are met by the solutions offered by the company.

- Reach to the revenue goals of the territory and align Softcell strategically and formally with customers in the assigned territory.

- Understand the IT landscape of the customer and position the benefits Softcell's solutions to the assigned customers by mapping the right solutions with the roadmap of the customers.

- Softcell's target customer is large private sector companies in the discrete manufacturing space (companies with turnover in excess of Rs. 500 cr.) We do not sell to Govt., PSU, Education and Reseller Channels and therefore we require only those candidates who have experience of selling to companies in the private corporate sector.

Primary Job Functions :

- Ensure that the team and all individual team members reach to the revenue/sales goals of the respective SBU.

- Prepare, implement and execute business plan for the solutions of the SBU and ensure that each team member understands their role in the execution.

- Prospect, develop, up-sell, cross-sell and generate new business opportunities with the assigned territory.

- Promote and engage in positioning the solutions with multiple contacts including C-Level contacts in the assigned accounts.

- Ensure that the team responds in a timely and complete manner to ongoing RFP's to achieve the quarterly targets

- Monitor all ongoing opportunities of self as well as team members in the assigned territory and report progress of opportunities on a weekly basis.

- Build and maintain professional relationships with key personnel and maintain customer satisfaction at multiple levels.

- Identify and win new opportunities / customers through effective new business development.

- Prepare and Present Weekly, Monthly, Quarterly, half year and annual business plans to Softcell Management as requested

- Coordinate the involvement of other company personnel, including Product Management, support, service, and management resources.

- Proactively assess, clarify and validate customer needs on an ongoing basis through team reviews and customer visits.

- Liase with key Principal contacts of OEMs.

Desired Skills and Experience :

- At least 6-10 years of hands on field sales experience of which at least 5 years of field sales experience (including the current job) in IT hardware, security or mobility domain with good software and technology knowledge.

- At least 2-3 years in a team manager role.

- Existing relationship and rapport with enterprise customers.

- Should have existing C-Level relationship with enterprise customers.

- Excellent communication skills (verbal and written)

- Driven, motivated and has a history of reaching to the revenue targets

- Basic understanding of contracts, Terms and conditions and the ability to negotiate standard and non standard T&Cs

- Understand basic financial rules including taxation, Cost of sale, budget, leasing.

- Deliver regular inputs to Product Management team to pull together and lead sales campaigns (via planning / SBU strategies) to increase sales of strategic solutions

- Ability to articulate in written format responses to clients requirements of strategic solutions

- CTC will be commensurate with experience and will be in the range of Rs. 15-24 LPA (fixed - variable in the ratio of 70:30).

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