Overview
We are looking for an incredible, self-motivated Senior Business Development Manager to join our sales team. The role is to engage and sign-up strategic partnerships between us and potential partners. Initially this is in the water treatment industry, with possible expansion to other target industries in the future. The ideal candidate will proactively prospect into a defined set of target customers, across multiple senior roles, to build consensus on a new strategic direction for their company. This will result in a strategic commitment to remote monitoring as an operating model for the company, sign-up for a partnering framework and agreement on the first customer deployment for remote monitoring. This is not an account management role, as a Partner Account Manager will take on the ongoing management of the new partner. In situations where the partners’ sales team have a large, complex opportunity and require help, the BDM will support these opportunities as a collaborative sales resource to help them close this business.
Responsibilities
* Hunt/Prospect for new partners in the water treatment industry (initially, may expand to other industries).
* Follow up on leads created in the marketing process for new accounts/partners.
* Engage with multiple stakeholders in the decision process at management and executive levels (Operations, Sales, Compliance and Financial executives).
* Use consultative selling to understand the prospective partner’s business model and co-create with the partner a business case for the use of IoT solutions with our company.
* Demonstrate and present the company’s value proposition/partner offer to individuals and groups inside the prospect to position the value of working with us as a partner.
* Close the partnering agreement and the first customer order with the partner.
* Handover the partner to the designated Partner Account Manager.
* Provide hands-on support for the partner’s sales team in pursuing big opportunities, including direct "sell-with" activities where relevant.
* Coordinate company resources to support growth (e.g., Partner Account Manager operations, executives, Pre-Sales Engineering).
* Maintain a good pipeline/forecast and qualify opportunities to focus on winnable opportunities and partners.
* Develop strategic prospecting plans at least quarterly to focus activities.
Qualifications
* At least 5 years’ success in a channel-oriented Business Development role.
* Proven record of acquiring strategic partners in the water treatment industry.
* Thorough understanding of – and appreciation for – the sales process.
* Prospecting – willing and able to hunt for new partners aligned with the target customer profile.
* Ability to engage successfully with senior executives across multiple functions and build senior relationships in line with the partner’s buying process.
* Ability to ask great questions to understand the business value of our solutions and adapt to complex buying processes in channel partners.
* Commercial acumen and comfort discussing financial aspects of a business case in the context of partnering.
* Clear, confident presentation of value to individuals and groups to initiate the partner relationship.
* Ability to position mutual success of the partner and their end customer as a foundation for growth.
* Growth mindset and openness to coaching and learning as part of the team.
* Degree-level education is desirable but not essential.
What you will receive
* Competitive Salary + Commission
* Annual Leave – 29 days per year
* Birthday Leave – A fully paid day off to celebrate your birthday
* Up to 24 days per year flexible work from home policy
* Annual Leave Purchase Scheme – Buy up to 10 additional days
* Employee Assistance Programme
* Weekly Company Events
* Free On-Site Parking
* Company events once per month
* Opportunity to join a great, friendly team in a fast-growing organisation with a promising future
How to apply
Interested candidates are invited to submit their CVs outlining their qualifications, relevant experience and why they consider themselves to be right for the role.
Note: Only shortlisted candidates will be contacted for interviews. We value diversity and are committed to creating an inclusive workplace that embraces and celebrates differences. We encourage applications from individuals of all backgrounds and experiences. We take data protection seriously; any personal information you provide will be processed securely and safely, and we will never provide your personal information to a third party. A copy of our Job Application Privacy Policy is available on request.
#J-18808-Ljbffr