Business Development Manager
SITA
United Kingdom, London
4d ago

Description

Business Development Manager

As a Business Development Manager, you will be responsible for engaging with Sales across their assigned Territory or Market Segment to achieve retention, revenue, new business growth and client satisfaction goals within the designated territory and accounts on the Value Added Services, covering infrastructure, voice, contact center, and security services.

You will be accountable for engaging with the Sales team in a consultative selling approach throughout the course of a deal building customers' and sales reps' awareness of offerings and helping reps improve their confidence and capabilities

Reporting to the Solution Engineer, Senior Manager, you will be part of the Value Added Services team, responsible for a variety of products comprising but not limited to, unified communication and contact center services, wireless and mobility, and LAN services.

At SITA, we achieve more together. Are you ready to join us?

What you will do

  • Work with Sales Reps to achieve profitable sales growth in the assigned Business Lines. Generate new leads and opportunities within assigned existing customer accounts via upsell and cross-sell, including the identification of opportunities in new buying centers.
  • Maintain a pipeline of qualified, active opportunities and manage them to close. Ensure there is a strategic fit between the opportunity and SITA capabilities.

  • Increase the number and frequency of interactions with key customer and industry personnel, especially executive buyers, business partners, and industry associations.
  • Build trusted relationships with executive buyers across market segments, customer accounts, and vertical business areas.

  • Work to raise prospect awareness and consideration through presentations, webinars and other outreach events on infrastructure, voice and security services.
  • Engage with Sales Reps in high & early customer meetings to build pipeline, in customer opportunity reviews and workshops, and assist solution designers and product managers with developing complex solutions to meet buyer needs.
  • With Sales Reps drive the increase in the number and value of qualified sales opportunities. With a view across multiple prospect interactions, suggest tactics, pricing, competitive positioning and ideas for sales reps to incorporate into their selling strategies.
  • Maintain a pipeline of qualified, active opportunities and manage them to close. Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application.

    Accurately report on forecast / pipeline.

  • Assist sales reps with active opportunities, ensuring that the appropriate product or business solution is included in sales proposals.
  • Respond to requests for information and requests for proposal. Serve as a source for current collateral, reference guides, value statements and presentations.

  • Arm sales reps with knowledge, messaging ideas and suggested tactics to help win in competitive situations. Demonstrate mastery of competitors' products, tactics, strategies and pricing.
  • Leverage the organization's existing communication and collaboration tools to share frequently asked questions, competitive intelligence and frequently used / successful content.

  • Capture and communicate common buyer objections and outline the ideal responses to frequently asked customer questions helping reduce unproductive sales engagements, strengthen field marketing outbound messages and influence product development to create future offerings.
  • Provide assistance on specific nuances of product features or customer experiences.

  • Work with suppliers and the bid management team on building the offer to the customer and answering RFP / RFI requests.
  • Drive sales campaigns with the support of the geographies and sales reps.

  • Support the project management and technical teams on the handover of a new project or proof of concept to deployment after signing the contract and follow up.
  • Who you are

  • Bachelor's degree required, Master's degree / MBA preferred
  • Knowledge of the infrastructure, voice and contact center technologies
  • Knowledge of the cybersecurity products and services in the market
  • 5+ years proven success in generating revenue growth in a sales and / or business development role
  • 3+ years relevant ATI industry experience preferred
  • Track record of achieving / exceeding sales targets
  • Track record of building client relationship at Senior Management level
  • Track record of building and implementing business development plans incl. assessing, analyzing, tracking & consolidating market data
  • What we offer

    SITA’s workplace is all about diversity : many different countries and cultures are represented in our workforce, and colleagues who’ve been working here for decades collaborate with those just out of college and early in their careers.

    SITA is a place of change and constant improvement, where we're always pushing ourselves to find better ways of doing things : smarter, quicker, easier, for us and our customers and for their customers too.

    And we offer all the good stuff you’d expect like holidays, bonus, flexible benefits, medical policy, pension plan and access to world-class learning.

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