Business Development Manager

Job description / Role

Client is an international IT Service Management software company headquartered in Edinburgh, United Kingdom with offices across Europe, North America & Asia Pacific and has strategic partnerships worldwide. My client develop, implement and support assyst, our sophisticated, high-value, business software solution. We specialize in delivering Help Desk and IT Service Management solutions to large blue-chip organizations and to the public sector.

The Sales Department is headquartered in Edinburgh and is divided into different teams: New Business Development, Account Management, Channel Development, Pre-Sales and Tele-Marketing.

The Business Development Manager is responsible for targeting and closing new customer opportunities in focused market space and achieving revenue targets from assigned territory or set of accounts.

The role will be required to differentiate My client in the ITSM market through personal experience and the application of sales technique\process guidance given by sales leadership.

The successful candidate will provide excellent levels of service to customers through sales cycle and oversee the transition of these customers to recognition of value via solution delivery.

Job Responsibilities:
- Proactively identify target accounts in assigned territory using market data and industry intelligence.
- Work with other sales resources to gain access to target accounts and identify sales opportunities that can be addressed by My client.
- Present My client value and positioning of solution in customer relevant and competitor differentiated manner
- Working with solution consulting resources build understanding of customer pain points, requirements and potential value that can be delivered by My client.
- Deliver a compelling business case to customer detailing the solution benefits, roadmap to value and reasons to buy immediately from My client.
- Coordinate resources to allow the customer to evaluate My client’s solutions through customer/business relevant assist demonstrations and positioning of other My client offerings.
- Provide timely forecasts of revenues using the My client CRM tool.
- Use Account and Opportunity Management processes to ensure that all avenues and activities are being covered to move deal to closure.
- Report to sales manager providing relevant information relating to deal progress that can be presented up the My client management chain.
- Represent My client in market place meeting with customers and supporting marketing initiatives to build pipeline.
- Collaborate with other sales team members to be innovative in selling approach for My client.

Requirements

- Fluent in English and Arabic
- Proven track record in business software applications sales
- Knowledge of ITSM market and needs of customers
- Sales Process understanding having using SPIN, TAS, Miller Heiman, Getting to YES or similar best practice methods.
- Solution selling experience including delivering revenues from license and services combined offerings.
- Ability to discuss complex software concepts and product capabilities in business relevant manner
- Competence developing and delivering presentations to large and diverse audiences
- Skilled in negotiation techniques and commercial understanding of contractual considerations of a software vendor similar to My client.
- Strong customer interactions skills to be credible and trusted in sales cycle
- Well organized, self motivated and driven by success both personal and for the company. Works on own initiative without constant supervision
- Expert communicator, with extremely well developed skills in listening, building rapport, presenting and producing written communications
- Ability to develop a strong business case and quality proposal to convince customer to purchase.

Desirable:
- Sales success working in an IT focused software company
- Career history involves sales experience with competitive vendor in ITSM Gartner Magic Quadrant
- Technical and solution architecture understanding
- Entrepreneurial outlook with experience of running own business would be an advantage
- Understanding of ISO/COBIT and other IT best practice concepts
- Comfortable collaborating with channel partners to deliver sales and implementation services.
- ITIL® Qualified to Foundation level
- Degree level educated

About the Company

Building businesses, changing lives

At Tandem, we’ve built a vast network of top-tier professionals across the globe. We empower businesses to thrive by delivering unmatched talent solutions. With our global reach, collaborative approach, and unwavering commitment to excellence, we drive transformative growth and shape exceptional teams.

Who we are.

We are a team of industry experts, driven by a passion for innovation and excellence. We are dedicated to providing unique talent solutions and nurturing collaborative partnerships that redefine success.