Job Information
SoftwareONE Business Development Manager - Multivendor in Hanoi, Vietnam
Why SoftwareOne?
SoftwareOne is a leading global software and cloud solutions provider that is redefining how companies build, buy and handle everything in the cloud. By helping clients to migrate and modernize their workloads and applications – and in parallel, to navigate and optimize the resulting software and cloud changes – SoftwareOne unlocks the value of technology. The company’s 8,900 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in 90 countries. Headquartered in Switzerland, SoftwareOne is listed on the SIX Swiss Exchange under the ticker symbol SWON. Visit us at https://www.softwareone.com/en
The role
The Business Development Manager is a true subject matter expert with an attitude and passion for driving our Solutions & Services propositions into our current account base & prospects, co-owning sales business development, and supporting go to market activities within your assigned region, territory or customer segmentation. Working with the aligned country or federation Sales & Services leadership team, the BDM functions in a partnership with the primary Account Manager (AM) and as a result is not limited to traditional “overlay role” restrictions.
The BDM is encouraged to take a consistently proactive approach to growing, landing & expanding the aligned customer journey with current & new logo accounts. The BDM takes the initial subject matter lead in the region for pre-sales (both transactional and professional services) customer engagements and supports account managers with account planning leveraging our customer propensity data & intelligence.
The BDM also serves as the liaison between the assigned AM and technical pre-sales team and customers for new Solution & Services opportunities supporting effective & efficient handover into delivery & customer success resources.
The main responsibility of the BDM role is the planning and design of a hunting strategy to approach new and actual accounts with the owned business line. The BDM leads the full sales lifecycle in collaboration with the presale’s role.
The BDM drives new business, sales activities at a customer level partnering with the field-based account manager (AM) within the existing regional account base as well as supporting customer acquisition activities as assigned.
Lead negotiations, coordinate complex decision-making processes and overcome objections in order to maximize opportunities.
Performance and success measured by Services GP performance within a region, territory or defined account base. Performance based quarterly incentives will be structured in commission format.
To analyse & gather business requirement from complex client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on requirements, aligned to the SoftwareOne customer journey's.
Prepares cost estimates, proposals & appropriate contracts for solutions & services sales
Works with pre-sales technical teams to contribute to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and courses of action; implementing directives.
Assist and support partnership/alliance functions to assigned vendor partner relationships. This may include being primary contact for Partner/Channel Account Managers and assisting in GTM and business planning as well as driving forward programmatic initiatives.
Act as a technical evangelist for marketing activities including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.
Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.
What we need to see from you
Highly motivated and results-oriented – evidence of consistently exceeding performance metrics
Outgoing, confident and highly social
Ambitious and highly motivated self-starter with the ability to operate with urgency
Deep consulting and problem solving skills to analyse and document customer business requirements and pain points
Lead & Contribute knowledge sharing within internal & external communities (e.g. team, practice, or project).
Strong presentation and communication skills – highly engaging personality and approach
Possess foundational working knowledge of general principles of IT Industry Standards
Strong organizational, multitasking and time management skill
3- 5+ years of experience in the following areas:
Experience selling products and services across the defined subject matter, with documented successful sales of enterprise-wide solutions & services (Professional & Managed Services)
Hunter profile and proven solution selling experience with an emphasis on strong account management skills and ability to facilitate account reviews, including executive level quarterly business reviews;
Proven track record of consistently exceeding corporate objectives, quotas & targets.
Ability to:
Able to learn quickly, and keep pace with rapid changes in the defined subject matter- including but not limited to the introduction and deployment of new methods & technologies into SoftwareOne’s Solutions & Services Business.
Ability to execute cold calls to initiate new business relationships with new customers.
Ability to lead an internal multidisciplinary sales and technical customer faced team for develop an opportunity.
Ability to effectively lead the sales lifecycle.
Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel in regard to positioning complex solutions & services
Ability to build broad networks within enterprise accounts across IT operations, project teams, architects, security, software managers, procurement and commercial teams;
High level of knowledge of internal organization working and Information Technology trends
Ability to build relationships and quickly develop trust with C-level executives
Ability to operates effectively within matrix but demonstrates high pace and independence when necessary
Ability to work in a fast-paced team sales environment with minimum supervision
Job Function
Sales