Head of Business Development - Tellus Solutions

San Ramon, CA 94583

Job Description:

As client's Business Development Leader, you will inspire and lead a team of Business Development Managers. Your team plays a pivotal role in spreading client's mission to revolutionize how businesses manage their technology spend.
You will be keenly focused on expanding our market presence through all avenues to new business, including the development and management of successful channel partnerships.
Along with your direct reports, you will be responsible for identifying and establishing key routes to market, maintaining relationships with key partners, driving sales initiatives, and ensuring the successful execution of joint business plans.
Your passion for sales is infectious. Your desire to cultivate a winning team is matched by your excellent communication skills, allowing you to empower and drive your team's success. You have enthusiasm for your work and take pride in your contributions to your team and to the greater org.
Your ambition and motivation to succeed is complemented by your humility and growth-mindset. You demand to be held accountable in a team-oriented environment and as a result achieve accountability from your team and peers.
You see opportunities to expand our partnership with customers and confidently bring your ideas to the table. You're driven to face challenges head on with a sense of urgency and follow through to reach resolutions.

In your first month, you'll:

In your first 3 months, you'll:

Understand competitor products and provide the benefits of client's products and solutions
Be able to competently demo our software platform, vManager
Have regular cadences with direct reports, channel partners, and internal stakeholders
Lead day to day execution of your team's sales activities
Own the responsibility for your team's forecasting and funnel activities
Lead your team in actively targeting and engaging new clients
Bring on new channel partnerships from your pipeline of potential partners
Recruit, hire, and provide professional development for your sales team

In your first 6 months, you'll:

Be fully engaged in the role, operating autonomously and collaborating with team members and other sales leaders
Hold regular reviews with your team members to ensure career development, quality funnel management, quota attainment, etc.

Responsibilities:

Demonstrate commitment to client's core values by leading, acting, and behaving in a manner consistent with these values
Proven ability to lead initiatives that enhance market presence and drive client acquisition
Produce sales reports, monthly forecasting, and track the sales funnel for your team
Evaluate sales practices and processes to determine if they are having the desired impact
Create and deliver effective sales presentations, proposals, and reports to channel partners and internal stakeholders
Work closely with internal teams, including marketing, product sales, and sales leadership, to drive successful partner engagement
Track and analyze sales performance metrics, providing regular reports and recommendations for improvement
Be one of client's key evangelists and inspire others to evangelize the value we deliver
Recruit, hire, and provide professional development for your sales team
Manage each team member to achieve successful results through activity-based metrics
Train and coach your sales team to implement client's RevGen strategy
Establish goals with each team member

What you'll bring:

5+ years in Technology Expense Management, technology sales, and/or SaaS industries
Major focus and understanding of Technology Expense Management, Spend Management Software, and Managed Services
Network of Technology Solution Distributors within our industry (TSDs, TSBs, and MSAs)
A proven track record of success in business development, channel management, and sales leadership working for a mid-sized business, including building out a winning team
Solid experience managing team members and providing career development coaching
Must be a self-starter, with a solid sense of urgency who is resourceful and willing to take initiative
Able to successfully cultivate relationships with partners and customers, understanding the needs of each unique organization
Able to maintain professional poise and comfort leading discussions with decision makers, end-users, technology professionals, and client team members
Ability to quickly become an expert in client's model and our value proposition
Excellent verbal and exceptional written communication skills, with ability to communicate complex technology concepts and application
Excellent presentation skills - comfortability with training and demos, including clear communication around products and desired outcomes
Excellent time management and organizational skills

It's also helpful if you've got:

Source : Tellus Solutions