Director/Manager of Business Development-United States
sdawson_at_bluelime.ca
Date: 03/05/04
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Date: Thu, 4 Mar 2004 18:02:51 -0500
Director/Manager of Business Development-United States
Scope
The Business Development Manager's role is to source and sign-up new ISP customers to deploy our client's value added security service platform, in a business relationship that creates maximum value for the ISP, while meeting the financial requirements of our client. With the support of a team comprised of a sales engineer, account manager, and implementation manager, the Business Development Director/Manager will lead the ISP customer through the six phases of the sales process, from Introduction through to Signing. The Business Development Manager is expected to easily identify with the business needs and drivers of the ISP customer, while adhering to the strategic goals of our client and furthering the market value of platform-based Value-Added Security Services.
Reports to
Senior Director of Global Business Development, who reports to the Senior Vice President of Global Client Services. The Business Development Manager will have no direct reports but rather will work closely with the Client Services team on a daily basis.
Responsibilities
- Source out and identify ISP target customers
- Develop a solid understanding of the ISP's:
o Organizational structure
o Business, marketing, and current security strategy
o Competitive industry position
o Marketing, Sales, Engineering, and Support capabilities and infrastructure as they impact the VASS
- Quickly understand ISP business drivers and needs and be able to quickly map our client's products/services to those needs as part of a "Business Solution"
- Develop a thorough and comprehensive understanding of the our client's business model and be able to consistently apply that to all stages of the business development process.
- Lead and leverage the Client Services team to develop an internal financial business case for each ISP customer that meets the financial guidelines
- Lead and leverage the Client Services team to develop a solution proposal for the ISP
- Guide the ISP through each stage of the sales cycle through to contract negotiation and closure
- Contribute to the successful implementation and ongoing ISP relationship
Skills and expertise required
- The ideal Business Development Manager will have:
o a minimum of 5+ years experience selling products and/or services to the Service Provider industry (ISP, Telco, Cableco);
o ISP solution selling experience (or solution selling in general)
o experience in and complete understanding of the consumer security software market
o the ability to initiate, develop and strengthen relationships at decision-making senior levels;
o understands complex sales situations;
o has excellent communication, presentation, and negotiation skills and can effectively articulate the value proposition to ISP's;
o must be able to convey our client's solutions and value proposition as it relates to the ISP in a positive, clear, and concise manner in both on-site presentations and presentations given over the phone;
o must possess the requisite skills to open doors and progress accounts through the sales funnel
o a proven record at closing deals and must have carried a quota in his/her prior jobs, and been successful at meeting/exceeding quota commitments.
If interested and feel strongly that you meet or exceed all the requirements, please send along your immediate
resume, cover letter highlighting the above criteria and your salary expectations.
-- Sean Dawson Partner Bluelime Consulting Inc. 416.963.9780 sdawson@bluelime.ca www.bluelime.ca
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