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Business Development Executive

Gpac
Richmond, VA
  • Expired: over a month ago. Applications are no longer accepted.
Job Description

Responsibilities:

1. Identify and research potential channel and customer development opportunities; Conduct ongoing market research

2. Take a lead role in developing new business proposals and presentations that create and nurture opportunities and partnerships

a. Developing and presenting proposals customized for each partner's specific business needs (present and negotiate proposals; test and finalize strategies; coordinate with sales teams to develop mutually beneficial proposals + track and report on the status of proposal components)

b. Preparing and delivering pitches and presentations to potential new partners (excellent intellectual and analytical skills - ability to structure problem statements and be the catalyst for uncovering new ways to solve problems)

c. Generate new leads, identify and contact decision makers, screen potential business opportunities, select deals in line with strategies, and facilitate pitch logistics

d. Design and launch a new partner use case driven catalog/marketplace

3. Structure and negotiate partnership and joint development agreements with strategic partners (system integrators, managed service providers, furniture manufacturers, and authorized distributor/reseller)

4. Developing rapport with key decision makers

5. Translating proposals into ready-to-sign contracts (negotiate contract terms with clients and communicate with stakeholders; prepare and submit sales contracts) (capturing partner mind/wallet share through enablement, incentives, and practice building)

6. Execute early pilot initiatives, prove out the impact, then accelerate and scale

7. Communicating with partners to understand their needs and offer solutions to their problems (serve as the voice of the customers/partners, providing feedback to the product team + organize efforts for industry events to develop a clear understanding of segment drivers and customer needs + gather useful information from customer and competitor data)

8. Creating positive, long-lasting relationships with current and potential channels/partners (manage key accounts and create high-value opportunities)

9. Maintaining client activities in CRM

Requirements:

1. Deep channel development experience

2. Existing high-quality connections in one or more of the following markets: IT Systems Integrators, IT Managed Service Providers, and Authorized Distributor/Resellers of Telecom Equipment

3. Experience with enterprise account development

Skills/Experience:

1. Successful track record in B2B channel development, sales; Experience working with indirect sales channel; Successfully recruited and onboarded new channel partners; Built new sales channel

2. Experience being the lead negotiator on new deals; Directed business strategy development with focus on trends, competitive intelligence, macro-market understanding, and emerging technology to inform business decisions and product portfolio investments

3. Can craft productive partnerships that align incentives for mutual growth (optional: can interface with technology solution brokerages and upper-level management for telecom and IT opportunities)

4. Strong customer service and sales skills for generating leads

5. Advanced presentation and persuasive skills

6. Excellent leadership and teamwork skills

7. Strong communication and interpersonal skills for building meaningful relationships with clients

8. Creative, strategic mind, ability to execute with a high sense of urgency

The Following Prior Experiences Are Desired:

1. Enterprise sales experience in a technology company; Channel management experience or high-tech sales

2. Partnership development in forms of B2B OEM license agreement as well as hardware and software sales

3. Partnership development with channels such as system integrator, IT managed service providers; Managed service providers (including smaller MSP's, value added resellers, and telecommunications service providers; Have direct experience working for or with managed services organizations; Understanding of Partner/Channels, emerging Ecosystem Models & Business Drivers to scale; Understanding of Partner (VAR/SP/ITSP/MSP) business models, relationship building and capturing partner mindshare

4. Partnership development with furniture manufacturing companies

5. Partnership development with authorized distributor/integrators/reseller master agents

Please submit a resume for

Gpac

Address

Richmond, VA
USA

Industry

Business

View all jobs at Gpac