Business Development Manager
4 weeks ago
Job Summary ***This is a remote/home office position with travel required***
The Business Development Manager will help us grow our Services line of business. This is a sales position with the opportunity to pursue and sell services across all Practices and Mainline's trusted partners. The Business Development Manager focuses on large, complex services opportunities and reports directly to the Vice President - Services Center of Excellence. This position partners with our field sales executives, our practice leads, and our enterprise architects to drive new services business at existing accounts and to identify and acquire new services accounts.
Core focus will be to position services offerings (both internal and partner delivered), develop and articulate value propositions, and lead services sales efforts to business closure. The primary metrics being revenue and gross profit growth while supporting quality service delivery and customer satisfaction for this rapidly expanding part of our business. This position will be instrumental building upon and growing services sales across our diverse services lines and will work closely with our account executives, practice leads, and enterprise architects to identify and pursue profitable services opportunities that make a difference to our clients and to the growth of our business. Leading services sales pursuits and managing the sales process to closure is an essential part of this role.
The right candidate will bring sales savvy, energy, and business expertise to this services sales position. A bias for action, strong communication skills, deep understanding of consulting and IT solutions and services are all part of our culture and essential for the role. The right individual will enjoy the energy and demands of a high growth environment and be able to support a positive team culture in spite of rapid growth.
In this role you will work remotely as part of a dynamic and experienced services leadership team. We will provide you with the digital tools to be together with your team members and to collaborate successfully even when we are apart. We do encourage in person "meet-ups" throughout the year so small groups of our team members can collaborate, connect, celebrate, and share knowledge. We also like to recognize and celebrate our team members' achievements - whether that's delivering an outstanding client experience, helping the team out of a jam after hours, covering for a peer when a family situation has pulled them away, or marking a major career achievement or milestone
Essential Duties and Responsibilities
- Experience leading consulting and services sales pursuits with IT solutions and services organizations.
- Ability to successfully collaborate with a multi-disciplinary team (field sales, systems architects, and services delivery teams) to drive services sales.
- Develop services sales strategies and growth plans at key and target accounts in select regions.
- Develop business development plans and sell Mainline services that support the chosen practices areas: Managed Services, Enterprise Computing, Data Center Services, Networking & Security, DevOps & Automation, Cloud Solutions, Storage.
- Collaborate with account executives and architects to help position and sell multi-year services deals that meet our client's needs.
- Able to foster and develop relationships with strategic Mainline services partners / subcontractors and negotiate pricing & terms with key contractors that augment our services portfolio.
Knowledge, Skills, and Abilities
- Proven track record of leading a consulting sales practice or Services team and accomplishing key objectives around sales, quality delivery and client satisfaction
- Experienced in effectively leading in a matrixed environment, working across multiple disciplines of sales, professional services, and other IT practice organizations
- Demonstrated ability to source, contact, conduct presentations, conduct financial marketing, negotiate, close sales, and meet established growth objectives
- Ability to establish, maintain and retain loyal relationships while successfully managing service requirements of clients is critical for success in this position
- Knowledge of the following:
- Managed Services - systems programing, operations, and data center hosting + DRaaS (Disaster Recovery as a Service)
- Outsourcing - Infrastructure, Operations and Applications
- Dev Ops, Automation, Cloud Services
- Data Center / Infrastructure Services supporting a variety of OEM platforms
- Design of Fixed Fee or outcome based Projects
- Time and Materials ( Staff Augmentation ) engagements
- Ability to articulate a value proposition from the customer's perspective
- Ability to call on senior executives (C-level) and deal with both business and technical issues.
- Demonstrated analytical, quantitative, problem-solving skills
- Ability to work extended hours when required
- Ability to travel. Various means of travel will be required, including air travel
Education and/or Experience
- MBA or equivalent preferred; BA/BS required. An emphasis on Business and/or Information Technology disciplines is preferred.
- Past employment with mid-to-large IT Solutions and Services organizations with experience in sales, account/territory management and managing a multi-faceted team. It is preferred that the candidate would have a minimum of 7 years of sales leadership experience usually found in roles such as Managing Director or Principal, having led cross functional pursuit teams to drive services business
- Must have successful experience selling and delivering large, complex Services engagements, and working with C-Level clients in mid-sized to large organizations
Environmental Factors and Physical Requirements
- Physical environmental factors of this position include those found in typical business office environment or home office environment.
- Requires use of general office equipment and personal computer equipment.
- May be required to work irregular schedules including but not limited to as applicable: Nights, weekends, holidays, and/or on-call.
- Ability to travel. Various means of travel may be required, including auto and air travel. This position requires travel: Frequently
EEO/AA Employer/Vet/Disabled
Job Posted by ApplicantPro
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