Top 3 Skill Sets 1) Knowledge and experience of Federal Government
2) 3-5 years acquisition experience with customers
3) Demonstrated expertise and experience with enterprise mobility, mobility solutions, and mobile device managed Android devices.
Bachelor's Degree
10+ years of solution procurement or engineering experience is required
5 days/week, US Remote
Position Description
We are looking for an experienced Business Development Manager (BDM) to help us grow our Transportation, Logistics & Utilities (TLU) Mobile B2B vertical market share over a 12-month period.
Role & Responsibilities
The Business Development Managers role will focus on acquiring new business opportunities, customers, strategic partners, and solutions within the large enterprise segment supporting the B2B TLU vertical. The Business Development manager will focus on establishing new business in new green field accounts, while ensuring an excellent client experience, at all times. The role will require the development of new business leveraging existing GTM strategies, marketing approaches and product roadmaps. Critical to success will be a growth mindset and ability to execute on account plans.
The role will be key in the development of selling near-term and long-term solutions and GTM strategies, execution of marketing approaches and collaboration on product and technical roadmaps through VOC - fact/requirements, insights and plans. This role requires deep experience prospecting, and closing multi-year strategic customer acquisition, customer experience, digital transformation, digital innovation, and/or product engineering engagements.
As the Business Development manager, the individual will qualify, develop, and help close opportunities within existing and new B2B accounts. Individual will work closely with Senior Leadership, Product, Marketing, and Innovation teams to develop and execute go-to-market strategies to drive growth within TLU.
Specific responsibilities:
• Responsible for securing new revenue and growing market share within green field and established TLU vertical accounts for the Mobile B2B Business Unit.
• Position mobile portfolio to customers, strategic partners, TLU ISVs and resellers to generate leads and increase market share and revenue in target accounts quarterly and annually.
• Partner with the Managing Director to identify, prioritize, and develop go-to-market plans and vertical specific use cases with emphasis shaping opportunities, prospecting efforts, and service offerings to address critical clients needs within our Ideal Customer Profile, ultimately leading to multi-year, strategic engagements
• Must be an industry expert with deep understanding of solution selling best practices
• Advise internal teams on voice of customer to assure solutions align with market needs
• Create and execute account plans to meet or exceed annual goals and objectives in the areas of growth and profitability across all vertical solutions offered
• Continually develop new client business by pursuing business opportunities with strategic targets and cultivating relationships with existing customers (e.g. Channel / Partner Initiatives)
• Work closely with the senior management team to ensure all solutions and sales propositions are operationally, commercially and economically viable
• Develop and maintain key relationships with customers and other vertical constituencies
• Uncover and solve the most strategic challenges facing C-suite in TLU vertical
• Develop and maintain strong business relationships with TLU industry end customers/users/decision makers and influencers of - mobility operations to Large Enterprise decision-makers in customer technology, operations, marketing and talent teams and within partner base.
• Clearly articulate the value that brings to enterprise customers and technology partners.
• Research and provide key insights on market and customer issues, vertical trends and competitive analysis from OEMs within the space to inform Solution development, Sales and Product Teams.
• Identify, qualify, track and report on net new business opportunities critical to growing pipeline leading to market share and revenue growth in B2B TLU vertical
• Identify customers mobile/technology priorities, and requirements to inform GTM strategies
• Lead development of win strategies, and tailored customer value propositions with Product Team and Industry Partners (Technology and Services).
• Develop and maintain industry relationship with large and small business technology and services partners; drive effective teaming to increase Probability of Win.
• Partner with Marketing and Management Teams to drive win messaging into market.
Minimum Qualifications
• Bachelor's Degree and 10+ years of solution selling is required
• Knowledge of and experience in supporting technology requirements of customers in vertical segments- trucking, logistics, aviation, cruise ships and utilities is a plus
• 3-5 years acquisition experience with customers
• Demonstrated expertise and experience with enterprise mobility, mobility solutions, and mobile device managed Android devices.
• Meticulous attention to detail
• Outstanding verbal communication skills; candidate must be authentic, disciplined and persuasive, and comfortable presenting to executive level audience in marketing and technology
• Strong reasoning skills; ability to analyze data, trends and provide recommendations that drive strategic account/business plan development and action Microsoft Office skills - PowerPoint, Word and Excel skills are a must. Must be able to develop detailed PowerPoint presentations that tell a story; advanced Word & Excel use
• Ability to generate customer-facing strategy, TCO and ROI models
• Ability to work collaboratively with all departments, management levels within the company
• Ability to work independently, while maintaining an organized tracker of projects, programs and promotions
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