The Opportunity
The Mid Market/Mid Enterprise Business Development Manager will play a vital role in the growth of market penetration of Infotrust’s products and services. You will become a sales expert in our solutions and will combine product and industry knowledge with enterprise sales skills, to be a primary resource for the Sales team to expand new and existing accounts, specifically through opportunities you have identified.
You will need to target, prospect, qualify and close sales opportunities, develop relationships with our partners as well as build relationships with key internal and external stakeholders, to extend your pipeline. You will be comfortable in a complex selling environment, positioning Infotrust as a thought leader, articulating and promoting the company's values, value proposition and offerings.
You will be results driven, confidently presenting to customers and have the ability to talk through complex solutions and discuss use cases, to help customers solve their challenges. You will excel at solution-based sales techniques, identifying and driving new business opportunities in the Mid Market/Mid Enterprise space, either through a process of discovery or leveraging your key existing relationships.
Key Accountabilities
- Prospecting
- Maintain a prospect list within assigned territory and manage regular outreach to generate opportunities, including phone, email, and social
- Collaborate with internal marketing teams to identify new campaigns, events or other strategies – to drive new business engagement
- Demonstrate value to potential customers, by articulating the ROI that Infotrust is able to provide in terms of products and services
- Initiate customer meetings, to understand new customer requirements and pain points and keep customers informed of Infotrust’s cyber-capabilities
- Qualify new business opportunities, with a diligent methodology to generate and close new business pipeline, on an ongoing basis
- Position Infotrust as an extension of the customer’s cyber security posture by being contactable and escalating issues, incidents and events where necessary
- Account Management
- Maintain and grow account revenues and margins associated with each customer across their account base
- Create, build and maintain Customer Account Plans - including identifying whitespace, buying structures, key contacts and engaging at senior level within a defined account set
- Establish regular customer meeting cadence, to understand ongoing customer requirements and keep customers informed of Infotrust’s cyber-capabilities
- Act as an extension of the customer’s cyber security posture by being contactable and escalating issues, incidents and events where necessary
- Customer Focus
- Deliver value to existing customers through bleeding edge products and services and ongoing value add partnership capabilities
- In conjunction with the Professional Services team, conduct regular Operational Reviews and Health Checks for products and solutions purchased
- Ensure maximum ROI for current investments with Infotrust is achieved
- Solution Positioning
- Utilise SPIN or other effective questioning methodology to understand pain points
- Utilise Challenger methodology to evangelise new emerging technologies and approaches
- Ability to pivot from product-based sales to services and consulting-based sales
- Position Infotrust Tier-1 products and services at an expert level to solve customer pain points and address customers’ strategic requirements
- Effectively engage with and utilise virtual team members (internal and partner) in customer engagements and solution positioning
- Solution Proposal
- Identify and develop strong engagement with vendor partners, to execute on win strategies
- Assess and create written proposals and quotations, with attention to detail
- Assess and create RFP/RFQs
- Opportunity Progression
- Drive sales through the use of strong qualification and sales methodology
- Understand customer objections through active listening and respond appropriately
- Achieve key milestones in the sales cycle by proactively and continually gaining customer 'buy in' and
- Conduct POCs and achieve technical sign-off
- Position solutions within customer budget
- Work cross-functionally with multiple departments and stakeholders – resulting in commercial and legal sign-off.
- Manage deal closures through use of strong negotiation skills at every point of the sales cycle)
- Manage multiple accounts and deals on a daily basis, utilising effective organization skills
- Record Keeping
- Salesforce / Mission Control – Accurate logging of ALL relevant customer engagements and information,
- Customer phone calls recorded with relevant notes
- Customer meetings recorded with relevant notes
- Maintain accurate account information, including key contacts and white space
- Maintenance of opportunity information, including deal values and next steps
- Email – Timely and relevant follow-up emails completed after all customer/prospect engagements.
- Email calendar/diary – specific meeting agendas set for all meetings
- Accurate and Timely Forecasts
- Manage and maintain SFDC – forecasts
- Deliver weekly new business forecasts during Monday Sales meetings +/- 10% of quarterly finish number
- Delivery churn forecast on an on-going annual basis, during Monday Sales meetings
- Virtual Team Engagement
- Ensure customer satisfaction is maintained at all points during the sales cycle and post-sale, through on-going and effective communication and engagement with the Delivery team
- Maximise the effectiveness of the sales strategy, through on-going collaboration with Delivery and Marketing divisions
- Continually improve Sales processes through ongoing cadence with Virtual Team members
- Identify and align resources with vendor partners, to accounts and opportunities, where required
- Identify new revenue streams – utilizing either internal or external Virtual Team member
Outcomes and Measures
- Revenues – maintaining and growing revenue in line with prescribed quota
- Margins – achieving new business margins in line with current margin levels
- KPIs – achievement of weekly call, meeting and pipeline addition KPIs
- Customer retention – maintaining customer retention levels, in line with prescribed quota
- Accurate forecasting
Skills and Qualifications
- A minimum of 3-5 years’ experience in IT and minimum of 2 years in Cyber Security
- Ability to work in a multi-facetted, fast-paced environment
- An aptitude for technology and its applications
- Experience both in SaaS and services/consulting organisations, highly desired
- Track record of strong achievement and over-performance of quotas
- Mid Market/Mid Enterprise level experience selling complex solutions, strongly desired
- Collaborate with team to continually improve value added services to customers
- Manage deal closures through strong negotiation skills at every point of the sales cycle
- Effective and organized management of multiple accounts and deals, on an on-going basis
- Drive sales through the use of strong qualification and sales methodology
- Ability to deliver strong presentations in multiple formats (PowerPoint, whiteboard, etc) that address identified customer needs
Personal Attributes
- Excellent communication skills at all levels
- A personable/approachable style
- Desire to learn about cyber technology and its business applications
- A self-starter who is able to manage multiple tasks effectively within time constraints
- An analytical ability
- The ability to remain resilient
- A courageous approach to be able to influence and negotiate
- Strong organizational skills
- Excellent problem solving and decision-making skills
Personality Core Values
- Customer Experience
- Excellence
- Community
- Passion
- Integrity
Health and Safety Responsibilities
All employees are responsible for ensuring the health, safety and welfare of all employees and others in the workplace:
- Comply with WHS legislation
- Work in accordance with safe working practices
- Ensure that any hazard or injuries are reported to your manager
- Environmental awareness is followed in daily performance of duties
HOW TO APPLY
Please send resumes to: ffrances.lawes@infotrust.com.au
