Business Development Manager - EUC Evaluation Programs
SHI International Corp. - Somerset, NJ
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APresales Business Development Managerprimarily focuses ondeveloping overall growth of business for a specific OEMOriginal Equipment ManufacturerPartner or a category of businessor 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 EUC Evaluation Programs Business Development"¯Manager"¯will drive sales and customer adoption of SHI's Workspace Builder platform, the Workspace Demo Depot platform, the UC Hub, and similar managed EUC demo platforms. The 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 the Director of Emerging Partners for EUC.Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services. Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees - all 6,000 of them. If you join our team, you’ll enjoy:Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S. Continuous professional growth and leadership opportunities. Health, wellness, and financial benefits to offer peace of mind to you and your family. World-class facilities and the technology you need to thrive - in our offices or yours.Include, but not limited to:Proactively drive utilization of the Workspace Builder, Workspace Demo Depot, and UC HubDrive revenue and GM growth for the partners participating in these programsDrive OEM partner participation / subscription in the Workspace Builder and UC HubDrive customer adoption of the customer-facing version of the Workspace BuilderDevelop and distribute sales trainings and enablement materialsSolicit and incorporate sales feedback and work with the development team to improve the utility of these toolsWork with PPSS Managers and Partner Marketing to ensure proper MDF allocation for these programsProvide data analytics on OEM performance and offer guidance to OEM’s on how to maximize ROI on their participation Work with PPSS Specialists to ensure products are properly added, categorized, and refreshedWork with PPSS BDM's to ensure Eval sites are incorporated into sales motions, and partner engagement strategyDevelop and implement monetization strategies for the customer version of the Workspace BuilderCoordinate with 3rd party developers on site performance, features, utilization, and billingAssistSalesReps with product support, program information, configurations, and competitivePartner(s)advantages for pending opportunitiesDevelopoverallbusinessgrowth forthespecific OEM Original Equipment Manufacturer Partner,category of business or serviceMonitor opportunities and deals associated with these programsWork to build awareness of these programs within the company’s sales organizationManage and report on a salespipelineWork closely with Partner(s) to align on program goals and initiativesLead Partner(s) customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build participationAnalyze raw data and draw out key trends and observations supported by relevant data pointsLead conversations with Regional Directors to determine issues holding the programs back from success, and work with them to resolve those issuesBachelor’s degree or relevant work experience2 years in a Sales/Partner/Vendor Support roleAbility to work to build awareness of partners programs withinthesales organizationAbility to manage and report on a salespipelineAbility to educateand trainthe sales force on the tools, products and programs available from Partner(s)Ability tocreativelydevelop programs, campaigns, initiatives, and collateral to further develop brand awareness and increaseAbility to confidently lead Partner(s) customer calls/presentations/onsite meetings withAccount Executivesand Inside Sales Account Managersto help build new businessAbility to take a proactiveapproach indevelopingand foster relationshipsAbility to lead conversations withmanagement and other teams todetermine issuesandresolvingthose issuesAbility to coordinate sales trainingAbility to create & maintain training decks and presentationsAbility to keep excellent performancereviewsAbility tobe a confidentleaderStrong understanding ofthe company structure and Sales Forceand business acumenStrong analytical, sales and marketing skillsStrong understanding of IT EUC HardwareAbility to analyze raw data and draw out key trends and observations supported by relevant data pointsAbility to bean excellent teammateAbility to work within a high-energy sales environment and have a desire to work in collaboration manner acrossanotherteam.Exceptional communication, presentation, and influence skills—both written and verbalExcellent time management and organizational skillsSkilled inOutlook, Excel, PowerPoint, Business Intelligence, and CustomerResourceManagementAbility to work well both independently and in team environmentAbility to understand and embracethecompanystory and Core ValuesTravel required up to 15% of to attend trainings, partner events, etc.Extended hours are occasionally required to complete some projectsThe 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
Created: 2024-09-07