Business Development Manager

7 hours ago

Austin, Texas, United States SHI International Full time
Job Summary

A Presales Business Development Manager plays a crucial role in driving the overall growth of business for a specific OEM Original Equipment Manufacturer Partner or a category of business or service. This position will drive success for our sales teams, our partners, and our customers as well as establish target initiatives and develop new opportunities to grow our business. The Presales Business Development Manager will develop solid business relationships with the various decision-makers and influencers at all levels at each target account. The Presales Business Development Manager will provide sales support including creating strategic programs, spiffs, campaigns, creating and delivering trainings, account mapping and monitoring opportunities and deals. The Business Development Manager is also the face of the brand in their segment, representing his/her Partner(s) to company leadership, customers, and while attending industry events. This individual will report into a Manager.


About Us

SHI International Corp. has been a global provider of IT solutions and services since 1989. We've grown every year since, and today we're proud to be a $14 billion provider. Over 17,000 organizations worldwide rely on our concierge approach to help them solve what's next. Our employees are the heartbeat of SHI, and we're committed to diversity as the largest minority- and woman-owned enterprise in the U.S. We offer continuous professional growth and leadership opportunities, health, wellness, and financial benefits, world-class facilities, and the technology you need to thrive – in our offices or yours.


Responsibilities

Key responsibilities include:

  • Assisting Sales Reps with product support, program information, configurations, and competitive Partner(s) advantages for pending opportunities
  • Developing overall business growth for the specific OEM Original Equipment Manufacturer Partner, category of business or service
  • Creating strategic programs, spiffs, campaigns
  • Creating and delivering trainings, account mapping sessions and presentations to customer and teams
  • Monitoring opportunities and deals
  • Representing the Partner(s) to company leadership, customers, and while attending industry events
  • Working to build awareness of partners programs within the company's sales organization
  • Managing and reporting on a sales pipeline
  • Educating the sales force on the tools, products, and programs available from Partner(s)
  • Working closely with Partner(s) to align on sales goals and initiatives
  • Developing programs, campaigns, initiatives, and collateral to further develop brand awareness and increase
  • Leading Partner(s) customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build new business
  • Proactively working to develop and foster relationships between Partner(s) and Sellers
  • Attending all Partner field events, trainings, and account mapping sessions
  • Analyzing raw data and drawing out key trends and observations supported by relevant data points
  • Leading conversations with Regional Directors to determine issues holding the partner back from success, and working with them to resolve those issues
  • Obtaining necessary sales certifications
  • Coordinating sales training
  • Creating and maintaining 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 partners 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(s)
  • Ability to creatively develop programs, campaigns, initiatives, and collateral to further develop brand awareness and increase
  • Ability to confidently lead Partner(s) customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build new business
  • Ability to take a proactive approach in developing and foster relationships
  • Ability to lead conversations with management and other teams to determine issues and resolving 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

Additional Information
  • The estimated annual pay range for this position is $45,000 - $95,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
  • Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

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