Strategic Business Development Manager

Summary:

Responsible for achieving sales goals for SoftwareONE Services by developing, building, and strengthening long-term relationships with named strategic clients and SoftwareOne Strategic services.

In this role your focus will be selling the SoftwareONE portfolio of Services, which includes but not limited to:

• Application Modernization, advisories, professional and managed services
• Critical workloads modernization; advisories, professional and managed services
• Critical workloads Security Solutions; advisories, professional and managed services

As a SoftwareONE Strategic Business Development Manager you will also have the ability to expand sells within other technology services such as;

• SAP technical consulting;
• SAP Managed Application services;
• SAP Business Advisory services
• AWS cloud modernization and managed services; and
• Azure cloud modernization and managed services.

Roles & Responsibilities:

• The Strategic Business Development Manager is responsible for teaming with the customer’s IT and Lines of Business organizations to help build strategic relationships across the account, articulating a clear vision and generating enthusiasm, while impacting all business groups.
• Responsible for working at the most senior level within the account and help implementing a broad strategy for earning customer acceptance and service implementation.
• Validate technical solutions developed internally that map to customer requirements
• Work with the sales leadership in NORAM and to develop and execute account strategies and identify opportunities to drive business expansion within the defined strategic services.
• Develop, execute and own the sales and go to market strategy within a defined focus area.
• Work with the National Service Leaders and Business Operations Leadership Team for North America, execute Application Modernization services goals.
• Work with global Technology Services and Application Modernization team for collaboration of global/local efforts, portfolio expansion knowledge and feedback and internal representation of customer satisfaction criteria.
• Personally contribute $GP through nurturing and developing prospects and customers that enable the business to capture market share.
• Lead negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities.
• Effectively communicates and articulate the SoftwareONE Value Proposition and all associated Service Offerings.
• Manage the sales lifecycle, including territory planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure planning.
• Assists with all marketing related events, seminars, mailings, and call campaigns.
• Submits accurate and timely forecasts, on a weekly basis, that are aligned with assigned sales targets.
• Properly log all client activities, opportunities and contacts in CRM and designated sales and call reports.
• Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining vendor certifications and professional accreditations.
• Accountable for ensuring SoftwareONE meets all customer contractual obligations and manage the escalation process if required.
• Accountable for ensuring customers deliver on SoftwareONE contractual terms, including paying on time.

Sales Knowledge, Skills and Abilities: Required

• Degree level preferred and/or demonstrated ability to quickly learn through experience.
• Deep consulting skills to analyze and document customer business requirements and
• pain points.
• Ability to build broad networks within enterprise accounts across IT operations, project teams, architects, security, software managers, procurement and commercial teams.
• Strong account management skills, with ability to maintain relationships and facilitate account reviews including executive level quarterly business reviews.
• Travel may be required.