BUSINESS DEVELOPMENT ACCOUNT MANAGER / CHANNEL SALES LUXEMBOURG Job in Luxembourg
JOB PURPOSE
To represent our client to a defined set of prospects, and to manage the business relationship at all levels in order to develop and sustain the maximum level of profitable business achievable for our client's products and services.
PRINCIPAL ACCOUNTABILITIES
Customer Related
The Business Development Account Manager leads :
- The identification, development and qualification of new business opportunities for the Grand Duchy of Luxembourg ;
- The qualified business opportunities will be handled together with the business partners;
- The BDAM is responsible for dynamic market screening, opportunity identification, development, selection and qualification of our client's opportunities;
- The BDAM owns the opportunity until engagement and may still be involved until closure, depending on the size complexity and relationships developed;
- Be an evangelist for the "solution sales" approach, maximizes deal size and services opportunities.
The BDAM should
- Exhibit exceptional business insight and executive level presence across all lines of a customers business;
- Be able to demonstrate deep understanding of the customer's business, organization, culture, pain points, and compelling reasons to act;
- To create, articulate, and sell an innovative business vision and value proposition;
- He should use the full capabilities of our client Corporation and local organisation, so that customer executives clearly grasp the short and long-term business and financial value of a relationship with our client and its business partners.
The BDAM must
- Be able to orchestrate our client's resources, and develop high-performing teams, that bring the right expertise in front of the customer at the right time;
- The BDAM should maintain an in-depth knowledge of competitive offerings, strategies, plans and effectively differentiate our client's offerings from competitive alternatives to create customer preference for our client.
Business development - responsibilities
- The BDAM role is primary a customer facing role and often involves unsolicited executive calling;
- Proactively screens the market and identifies potential large business opportunities;
- Develops executive level, visionary business value propositions encompassing all lines of business;
- Teams closely with our client and our client's partners to identify and develop opportunities;
- Develops senior management and executive contacts in client organizations;
- Develops initial financial analysis to show compelling financial rationales;
- Identifies the client's critical success factors and potential engagement risks for our client;
- Recommends opportunities to engage, disqualify, or refer;
- Assembles initial sales engagement teams to move qualified opportunities forward;
- Develops a compelling value proposition consistent with the client's critical success factors;
- Obtains broad-based client sponsorship for the engagement;
- Leads the engagement kick-off meeting and completes the handover;
- Select/create/establish and manage (at least initially) the partners with whom we would be teaming.
Background and Experience Required
- Possesses proven, professional new business account management skills including multi-level sales negotiation experience. This will include the ability to overcome obstacles in order to gain agreement and work both externally and internally to ensure agreements are reached which are satisfactory to all concerned;
- Has a minimum of 5+ years' IT experience, with at least 3 years spent selling and has preferably previously worked for a technology vendor, Software or Systems Integration Company or an IT Consultancy;
- Possesses demonstrable business awareness with the ability to adopt a disciplined and commercially approach to achieving goals and objectives including the ability to create and maintain a business plan;
- Is a strong and confident communicator and presenter capable of developing excellent working relationships and who can sell him/herself within the company and to customers and prospects. First class verbal communications, report writing and presentation skills. Comfortable operating/presenting at senior management level;
- Has a good understanding of consultative or solutions selling techniques;
- Is a self-motivated person who will be expected to work effectively without close supervision making prudent decisions without continual reference to his immediate manager. In addition, the candidate will also be expected to maintain good communication with his management and colleagues that no opportunities are lost;
- Although personally successful, will value the team and the advantages it brings;
- Has the ability to work within a support infrastructure, coordinating and motivating these resources as required;
- Possesses a personality which will respond positively to working within the structure of our client and is genuinely enthusiastic to face the challenge, which our client's offers;
- Possesses good business knowledge pertaining to vertical market alignment;
- Has a track record of sales achievement within the new business or account management environment. Appropriate candidates will possess good product and technical understanding;
- Is an accomplished influencer, able to work with customers, users, senior level management, sales and peers;
- Is able to demonstrate business credibility when exposed to Customer's executives - possibly gained in one or two vertical industry segments;
- Is confident and self-reliant, and is also able to work as a team member, demonstrating clear commitment to team objectives;
- Is innovative, actively looking for solutions to problems, a catalyst for change;
- Is well-organized, adaptable and clear thinker.
The salary package will include a fix salary, attractive result-based fees, lunch tickets, car, fuel card, mobile phone card and laptop.
Applications must be sent to francis.absil@ike.lu .Only candidates, who perfectly match with the criteria and are EU residents or currently hold a valid Luxembourg work permit, will be considered for this position.
June 24, 2009
• Tags: BUSINESS DEVELOPMENT ACCOUNT MANAGER, CHANNEL SALES LUXEMBOURG Job in Luxembourg • Posted in: General