Job SummaryThe Business Development Manager - Field collaborates with Field Account Executives to strategize and plan account activities, focusing on developing new business opportunities and expanding existing customer relationships. This role involves managing the sales pipeline, aligning with customer objectives, promoting SHI's product portfolio, and building strategic relationships with customers and partners. The BDM works closely with internal support teams, thrives in a team-based selling environment, stays informed on industry trends, and travels as needed to meet clients and attend events.
Role Description- Collaborate with Field Account Executives on account strategy and planning.
- Develop new business opportunities and expand existing customer relationships through targeted sales techniques.
- Manage the sales pipeline and utilize sales management platforms to achieve targets.
- Understand and align with customer business objectives and IT priorities.
- Position and promote SHI's portfolio of products, solutions, and services.
- Build and maintain strategic relationships with customers and partners.
- Work closely with pre and post-sales internal support teams.
- Thrive in a team-based selling environment.
- Stay informed on industry trends, products, and market conditions.
- Travel as necessary to meet with clients and attend relevant events.
Behaviors and Competencies- Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
- Time Management: Can generally use time effectively and is working towards improving task prioritization and deadline management.
- Self-Development: Can set personal development goals and take steps to achieve them.
- Strategic Thinking: Can contribute to the development of strategic plans and initiatives.
- Decision-Making: Can evaluate options, consider potential outcomes, and make well-informed decisions that reflect an understanding of the impact.
- Professionalism: Can identify opportunities for improvement, propose solutions, and take action to enhance professional conduct without explicit instructions.
- Interpersonal Skills: Can communicate effectively, build relationships, and resolve conflicts with others in moderate situations.
- Self-Motivation: Can identify personal or professional growth opportunities, propose self-improvement strategies, and take action without explicit instructions.
- Performance Management: Can set personal and team performance goals, track progress, and make adjustments as needed.
- Business Development: Can identify potential business opportunities, propose strategies for growth, and take action without explicit instructions.
Skill Level Requirements- Expertise in client relationship building and new business development - Intermediate
- Ability to cold call and create new business opportunities - Intermediate
- Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate
- The capability to identify potential clients, effectively negotiate terms, and successfully finalize business transactions. - Intermediate
- The understanding of key business principles and practices to make informed and effective decisions that contribute to organizational success. - Intermediate
- The ability to efficiently manage tasks and projects by prioritizing responsibilities and effectively utilizing time to achieve objectives. - Intermediate
Other Requirements- Completed Bachelor's Degree or relevant work experience required
- 2-4 years of experience in/with Successful IT Sales Experience in an IAM role with large commercial and/or enterprise clients
- Fluency in SHI AX, CRM, Microsoft Office tools preferred
The estimated annual pay range for this position is $100,000 - $180,000 which includes a base salary and commissions. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
