Our client is a small, rapidly growing software company with a very "hot" offering in one of the largest growth areas of technology today. We are seeking a driven candidate with strong initiative and a proven track of high-level corporate and field sales engagement experience focused on working with large system integrators to drive and be responsible for revenue initiatives with a focus on a specific vendor. If you are one that has this specific experience interface with sales organization in go-to-market, joint value proposition type activities to help drive revenue then this is your opportunity to join a hot company that is in acceleration mode!
Position title: Director of Business Development
Location: Anywhere in the U.S.
The Director of Business Development is responsible for direct revenue goals for a very large and specific vendor/system integrator and the overall business success and alignment between the two companies. This position drives company revenue by ensuring program and product alignment across product development, marketing, and sales between the two companies. The individual will own the joint business plan and build company awareness of vendor corporate and field organizations, and ensures the field organization is fully prepared to engage in joint sales activities
Position responsibilities:
• Field
--Execute focused sales activities between the two companies on large enterprise sales
opportunities. Train field sales on joint value proposition and marketing programs
between the vendor and company
-- Communicate across core team to ensure unified messaging
-- Lead and participate in training efforts at field events
• Business planning
-- Design, build and drive to completion end-to-end go to market partner plans
-- Own/develop joint materials – whitepapers, positioning papers, blogs, opinions, etc.
-- Build strong, personal business relationships with vendor counterparts
-- Meet with vendor counterparts on a regular basis and report progress
• Product
-- Identify and assess potential opportunities & overlaps – business / technical
-- Understand partner vendor technology roadmaps and impact to the company
-- Work closely with technology leadership to hone technology alignment
Required/desired skills:
•7+ years of enterprise software business development/sales experience Recent and direct
experience in a revenue generating role calling on large system integrator(s).
•Knowledge of the server based computing and IT security markets considered advantageous
•Successful track record in SI/Channel/Partner sales development role
•Dynamic high energy approach
•Ability to self-motivate and work independently
•Proven ability to develop and execute 'go-to-market' plans
•Ability to inspire confidence with the team, the business, and industry partners
•Willingness to travel and spend up to 50% of time away from home where required
•Ability to train both Sales and Technical Sales people
•Relationship Skills – Must have the ability to communicate with all levels of a large, complex
organization. Must be able to identify, analyze, and coordinate the closure of large opportunities
as well as potential relationship issues and address them effectively. Must have excellent both
communication and written skills.
•Selling expertise – Must understand the sales process, what a pipeline is and how it's managed.
Ideally would have been in sales or part of the selling process in past roles. Must be
comfortable working with various field personnel both inside and outside the company. Should
understand the deal process, closing and how to produce effective materials and joint programs
to achieve them.
For consideration send cover letter and resume referencing job#BDD222
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