• Customer Business Development Manager

    Job Locations MX-Ciudad de M�xico
    Posted Date 4 weeks ago(9/17/2018 1:17 PM)
    # of Openings
  • Overview


    Responsible as a key part of our go-to-market and sales strategies. Responsible for achieving sales and revenue goals for our Services portfolio by developing, building, and strengthening long-term relationships with customers and partners.


    As part of our wider Sales Function, the SBDM collaborates closely with the Customer BDM and Sales Solutions Specialists to develop new accounts and sell up and through our existing client base. Responsible for revenue and gross profit.


    Roles & Responsibilities:

    • Collaboratively works with Customer Business Development Manager (CBDM) and Business Development Representative (BDR) to develop an overall account / territory plan to maximize opportunities and generate services business with customers.
    • Collaboratively works with Local and Regional Services Leaders to develop profitable engagements across the services portfolio.
    • Identifies new opportunities (directly or in collaboration with CBDM) to achieve/exceed sales targets and gross profit quota by prospecting new customers and selling through CBDMs and BDRs.
    • Leads negotiations, coordinates complex decision-making process, and overcomes objections to capture new services business opportunities.
    • Assists BDMs and BDRs with all marketing related events, seminars, mailings, and call campaigns to increase Services awareness.
    • Submits accurate and timely forecasts that are aligned with assigned sales quotas.
    • Effectively communicates and presents SoftwareONE Services and overall value proposition to all levels of an organization.
    • Facilitates all communications, order processing, and reporting of customer transactions.
    • Supporting and training internal employees on successful Solutions and Services selling strategies and approach.
    • Performs other duties as assigned by SoftwareONE management.


    Knowledge, Skills and Abilities Required:

    • Minimum 3 - 5 years’ experience successfully selling technology services and solutions
    • Strong preference for knowledge of Software Licensing industry
    • Proven ability to sell complex services/solutions to enterprise customers – “consultative selling”
    • Proven ability to sell across the customer hierarchy and significantly at C-suite where appropriate
    • Highly motivated and results oriented – evidence of consistently exceeding performance metrics
    • Proven track record of consistently exceeding revenue and gross profit (GP) goals
    • Operates effectively within matrix but demonstrates high pace and independence when necessary
    • Strong presentation and communication skills – highly engaging personality and approach
    • Disciplined with good organization, multitasking, and time management skills



    Competencies Required:


    Deep knowledge of one or more relevant services:

    • SAM
    • Technical Solutions & Cloud
    • Software Procurement


    Has operated within relevant CIO agenda (Future Datacenter / Future workplace) and demonstrates an understanding of one or more technology buckets:

    • Infrastructure
    • Virtualization
    • Mobility
    • Security
    • Understanding of one or more of Software Platforms:
    • Microsoft
    • VMWare
    • IBM
    • Oracle
    • SAP


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