Business Development Manager - Presales ECM - BFSI

Business Development Manager - Presales ECM Manager/ Mumbai

Purpose :

- Deliver profitable RDS new business revenue growth in assigned territory.

- Responsible for hunting, qualifying, and assisting in proposing, negotiating, and closing RDS business.

- Focused on developing and implementing plans for capturing new RDS customers and penetrating existing customers.

- Proactively grows and manages a balanced pipeline across assigned territory.

- Conduct Sales Planning and utilize the Salesforce tool to report on sales metrics for RDS.

- Provide Subject Matter Expertise in Digital Solutions to develop winning RDS proposals

- Demonstrate knowledge of Horizontal and / or Vertical Industry solutions, as appropriate, to assist in closing profitable RDS business.

- Employ solution selling to develop and deliver compelling value propositions to senior-level client prospects (Director, VP, CIO, CFO)

Sales & Marketing Focus :

- Drives country RDS revenue growth through identifying and closing RDS opportunities by leveraging existing Company's businesses regionally and globally, existing customers, as well as new Document Management prospects.

Works closely with country technical teams or technology partners to :

- Lead sales process to ensure a successful closure through understanding on customer's challenges, developing fit-to-propose solution, developing right pricing, and facilitating RFP process

Work closely with Regional RDS Director to :

- Plan and execute marketing activities for RDS products for target industries/customers

- Align RDS growth plan

Capability Development Focus :

- Ensure necessary technical & sales certification are obtained for self (i.e OnBase pre-installer & Company's RDS Sales certifications)

- Leads RDS capability development and standardization through packaging, and documenting sales materials, service agreement, pricing template, case study by applications

Key Skills & Knowledge :

- Strong knowledge of ECM

- Knowledge of key drivers and trends in ECM

- Knowledge of key industry players

- Strong written and verbal communication skills with the ability to clearly express a business solution

- Strong analytical skills

- Ability to develop and deliver presentations and verbal communications to diverse groups

- Strong PC skills (Excel, Word, PowerPoint, Outlook, CRM tools-Salesforce.com)

- Microsoft Office and Project proficiency

- Ability to clearly understand a customer's business problems and develop a solution