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Business Development Manager

2 months ago

Austin Texas, United States SHI International Corp. Full time
About SHI International Corp.

SHI International Corp. is a global provider of IT solutions and services, dedicated to helping organizations achieve their goals through technology. With a commitment to diversity and a focus on employee growth and development, SHI is a leader in the industry.

Job Summary

A Presales Business Development Manager plays a critical role in driving business growth for a specific OEM Original Equipment Manufacturer Partner or a category of business or service. This position requires a strong understanding of the company structure and sales force, as well as excellent analytical, sales, and marketing skills.

Key Responsibilities
  • Assist Sales Representatives with product support, program information, configurations, and competitive Partner advantages for pending opportunities.
  • Develop overall business growth for the specific OEM Original Equipment Manufacturer Partner, category of business or service.
  • Create strategic programs, spiffs, campaigns, and trainings to support sales efforts.
  • Monitor opportunities and deals, and provide regular updates to management.
  • Represent the Partner to company leadership, customers, and at industry events.
  • Work to build awareness of Partner programs within the company's sales organization.
  • Manage and report on a sales pipeline, and provide insights to inform business decisions.
  • Educate the sales force on the tools, products, and programs available from Partner.
  • Work closely with Partner to align on sales goals and initiatives.
  • Develop programs, campaigns, initiatives, and collateral to further develop brand awareness and increase sales.
  • Lead Partner customer calls, presentations, and onsite meetings with Account Executives and Inside Sales Account Managers to help build new business.
  • Proactively develop and foster relationships between Partner and Sellers.
  • Attend all Partner field events, trainings, and account mapping sessions.
  • Analyze raw data and draw out key trends and observations supported by relevant data points.
  • Lead conversations with Regional Directors to determine issues holding the partner back from success, and work with them to resolve those issues.
  • Obtain necessary sales certifications, and coordinate sales training.
  • Create and maintain Sales-rep and customer-facing training decks and presentations.
Qualifications
  • Bachelor's degree or relevant work experience.
  • 2 years in a Sales/Partner/Vendor Support role.
  • Required Skills:
    • Ability to work to build awareness of Partner programs within the sales organization.
    • Ability to manage and report on a sales pipeline.
    • Ability to educate and train the sales force on the tools, products, and programs available from Partner.
    • Ability to creatively develop programs, campaigns, initiatives, and collateral to further develop brand awareness and increase sales.
    • Ability to confidently lead Partner customer calls, presentations, and onsite meetings with Account Executives and Inside Sales Account Managers to help build new business.
    • Ability to take a proactive approach in developing and fostering relationships.
    • Ability to lead conversations with management and other teams to determine issues and resolve those issues.
    • Ability to keep current on necessary sales certifications.
    • Ability to coordinate sales training.
    • Ability to create and maintain training decks and presentations.
    • Ability to keep excellent performance reviews.
    • Ability to be a confident leader.
    • Strong understanding of the company structure and sales force and business acumen.
    • Strong analytical, sales, and marketing skills.
    • Strong understanding of IT software, hardware, services, and cloud environment.
    • Strong understanding of technologies and partners that drive datacenter solution sales.
    • Ability to analyze raw data and draw out key trends and observations supported by relevant data points.
    • Ability to be an excellent teammate.
    • Ability to work within a high-energy sales environment and have a desire to work in collaboration manner across another team.
    • Exceptional communication, presentation, and influence skills—both written and verbal.
    • Excellent time management and organizational skills.
    • Skilled in Outlook, Excel, PowerPoint, Business Intelligence, and Customer Resource Management.
    • Ability to work well both independently and in team environment.
    • Ability to understand and embrace the company story and Core Values.
Unique Requirements
  • Position requires 15% of travel to attend trainings, conferences, partner events, etc.
  • Extended hours are required to complete some projects.