Regional Field Business Development Manager

Sarcom   •  

Foxboro, MA

Industry: Professional, Scientific & Technical Services

  •  

8 - 10 years

Posted 41 days ago

Overview

As a Field Business Development Manager – Hybrid Data Center (HDC), you will be responsible for making the news, not reporting it:

  • Create strategic sales plans within your target region between key HDC vendors, PCM sales personnel and PCM engineering
  • Create and orchestrate the engagement and cadence between our key HDC partners and PCM regional sales management
  • Deliver presentations of HDC solutions and PCM value proposition to partners and customers in support of our sales team
  • Work with Account Executives and Technical Pre-Sales Resources to uncover, qualify and assist in the close of net new opportunities
  • Schedule and orchestrate discovery calls between account executives, technical resources, vendors (if required) and prospects
  • Maintain and present weekly activity reports focusing on forecasting new and existing opportunities, including presentation of a quarterly business review to peers and vendors
  • Attend and orchestrate product and solution trainings
  • Attend industry functions, such as customer events and conferences, and provide feedback and information on market and creative trends
  • Provide business development reporting thru pipeline and forecasting
  • Report, analyze and measure effectiveness of programs
  • Achieve sales goals.
  • Proactively manage the planning and execution of our go to market strategy (Webinars, telemarketing campaigns, customer events, sales rep and customer facing brochures, etc.)
  • Industry Expertise: Be an expert in industry trends including competitive and market dynamics, product, licensing and technology trends
  • Plan approaches and pitches. Work with sales teams to develop proposals that speaks to the client’s needs, concerns, and objectives
  • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

Responsibilities

  • Track weekly and Quarterly activities
  • Manage Regional pipeline and forecasting
  • Build a local PCM HDC brand though responsive, clear and consistent communication
  • Work with Vendor and Practice Directors on local marketing, events and engagements
  • Track and record activity on accounts and help to close deals to meet these targets
  • Work with manufacture partner staff to align accounts and teams for better selling motions
  • Represent PCM, the HDC practice and Cisco in the upmost professional manner
  • Present relevant selling training and work with field sellers on client facing meetings
  • Research and develop a thorough understanding of the company’s people and capabilities
  • Create and maintain internal co-selling and partnering relationships across the PCM org
  • Understand the company’s goal and purpose to enhance the company’s performance

Qualifications

  • College degree or equivalent preferred
  • 8+ years recent VAR LAR/Manufacturer industry sales/marketing experience
  • Proven record of success achieving/exceeding sales targets and goals
  • Ability to take initiative and manage time effectively
  • Ability to travel regionally (40% expected)
  • Cisco and tier 1 storage background (EMC, HPE, NetApp) and knowledge strongly preferred
  • Strong relationships with regional HDC manufacturer executives (Cisco, Dell, EMC, VMware, HPE, NetApp)
  • Excellent communication, presentation and organization skills
  • Self-motivated with the ability to work in a fast paced and constantly changing environment
  • Proficiency in MS Office tools - Outlook, Word, Excel, PowerPoint
  • High level of commitment to exceptional customer service and relationship build
  • Ability to execute, focused on results, strong teamwork skills, self-motivated and pro-active
  • Successful experience developing strong customer and vendor relationships.

2019-3557