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Head of Business Development

2 months ago

San Ramon, United States Tellus Solutions Full time
Job Description:
  • As client's Business Development Leader, you will inspire and lead a team of Business Development Managers. Your team plays a pivotal role in spreading client's mission to revolutionize how businesses manage their technology spend.
  • You will be keenly focused on expanding our market presence through all avenues to new business, including the development and management of successful channel partnerships.
  • Along with your direct reports, you will be responsible for identifying and establishing key routes to market, maintaining relationships with key partners, driving sales initiatives, and ensuring the successful execution of joint business plans.
  • Your passion for sales is infectious. Your desire to cultivate a winning team is matched by your excellent communication skills, allowing you to empower and drive your team's success. You have enthusiasm for your work and take pride in your contributions to your team and to the greater org.
  • Your ambition and motivation to succeed is complemented by your humility and growth-mindset. You demand to be held accountable in a team-oriented environment and as a result achieve accountability from your team and peers.
  • You see opportunities to expand our partnership with customers and confidently bring your ideas to the table. You're driven to face challenges head on with a sense of urgency and follow through to reach resolutions.
In your first month, you'll:
  • Become fluent in client's Go-To-Market strategy
  • Familiarize yourself with our sales teams and Partner Ecosystem
  • Join our management team and collaborate on our mutual goals
  • Meet your team members and learn about their career goals
In your first 3 months, you'll:
  • Understand competitor products and provide the benefits of client's products and solutions
  • Be able to competently demo our software platform, vManager
  • Have regular cadences with direct reports, channel partners, and internal stakeholders
  • Lead day to day execution of your team's sales activities
  • Own the responsibility for your team's forecasting and funnel activities
  • Lead your team in actively targeting and engaging new clients
  • Bring on new channel partnerships from your pipeline of potential partners
  • Recruit, hire, and provide professional development for your sales team
In your first 6 months, you'll:
  • Be fully engaged in the role, operating autonomously and collaborating with team members and other sales leaders
  • Hold regular reviews with your team members to ensure career development, quality funnel management, quota attainment, etc.
Responsibilities:
  • Demonstrate commitment to client's core values by leading, acting, and behaving in a manner consistent with these values
  • Proven ability to lead initiatives that enhance market presence and drive client acquisition
  • Produce sales reports, monthly forecasting, and track the sales funnel for your team
  • Evaluate sales practices and processes to determine if they are having the desired impact
  • Create and deliver effective sales presentations, proposals, and reports to channel partners and internal stakeholders
  • Work closely with internal teams, including marketing, product sales, and sales leadership, to drive successful partner engagement
  • Track and analyze sales performance metrics, providing regular reports and recommendations for improvement
  • Be one of client's key evangelists and inspire others to evangelize the value we deliver
  • Recruit, hire, and provide professional development for your sales team
  • Manage each team member to achieve successful results through activity-based metrics
  • Train and coach your sales team to implement client's RevGen strategy
  • Establish goals with each team member
What you'll bring:
  • 5+ years in Technology Expense Management, technology sales, and/or SaaS industries
  • Major focus and understanding of Technology Expense Management, Spend Management Software, and Managed Services
  • Network of Technology Solution Distributors within our industry (TSDs, TSBs, and MSAs)
  • A proven track record of success in business development, channel management, and sales leadership working for a mid-sized business, including building out a winning team
  • Solid experience managing team members and providing career development coaching
  • Must be a self-starter, with a solid sense of urgency who is resourceful and willing to take initiative
  • Able to successfully cultivate relationships with partners and customers, understanding the needs of each unique organization
  • Able to maintain professional poise and comfort leading discussions with decision makers, end-users, technology professionals, and client team members
  • Ability to quickly become an expert in client's model and our value proposition
  • Excellent verbal and exceptional written communication skills, with ability to communicate complex technology concepts and application
  • Excellent presentation skills - comfortability with training and demos, including clear communication around products and desired outcomes
  • Excellent time management and organizational skills
It's also helpful if you've got:
  • A network for recruiting team members