Senior Manager Business Development

Overview

• Assisting sales people in the qualification of customer needs and performing pre-demo needs analysis
• Demonstrations of the product, both standard and tailored to suspects and prospects
• Managing pilots and prototypes
• Responding in writing to customer requirements
• Responding to Request for Information / Proposal documents
• Developing product-centric selling strategies
• Working with sales people on the execution of specific sales strategies
• Monitoring and managing the technical pre-sales environments
• Meeting customers and delivering product-centric presentations
• Developing draft MS project plans for implementation consulting
• Developing Statements of Work for implementation consulting
• Assist in selection and recruitment of suitable Pre-Sales personnel
• Ensure that Sales, Product Management and Development receive such support as they request
• Work with Product Management and Marketing to help define / refine sales messages and ensure sales packages are developed and messages communicated to sales team
• Production of responses to Requests for Information and Requests for Pricing
• Development of Industry-specific and technical whitepapers
• Work with Sales Personnel to provide product, business and technical knowledge in support of pre-sales activities
• Liaison with Product Managers and Development to understand details of product direction and design and communicate information back to sales organisation
• Responsible for staying abreast of product roadmap and understanding scenarios, features and functions within each product and how these are applied to address business and technical problems
• Interacting with Product Management and Development on an on-going basis to stay current
• Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs, etc.
• Attendance at conferences and working with Subject Matter Experts to stay on top of changes in business issues / requirements / regulations / Technology
• Responsible for staying current on competitive analyses and understanding differentiators between the company and its competitors
• Preparing for meetings and tailoring communications to address business needs of potential clients as part of the pre-sales process
• Providing feedback from the market to Product Management and Development regarding products, including coordinating gaps between product functionality and market / customer demands

Job Specification

#J-18808-Ljbffr