Business Development Manager - Quest

The goal of the Software License Presales Business Development Manager is to provide in-depth customer technology solutions across a wide variety of IT products and services to new customers and grow partner relationships and business in existing accounts. This position will drive success for our sales teams, our partners, and our customers as well as establish target initiatives and develop new opportunities to grow our business. The Presales Business Development Manager will develop solid business relationships with the various decision-makers and influencers at all levels at each target account. This position will report to the manager.  

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
• Continuous professional growth and leadership opportunities.
• Health, wellness, and financial benefits to offer peace of mind to you and your family.
• World-class facilities and the technology you need to thrive – in our offices or yours. 

Include but not limited to:

• Create and execute on a business plan with the goal of growing the business within the company, meeting Partner set metrics, enabling Sales Campaigns and related activities, and aligning the partner goals with the Sales Business Unit goals 
• Help align SHI Sales and Marketing goals and objectives with your Partner goals if applicable  
• Host and Attend Marketing Calls regularly to drive internal and external events, activities, and accountability for your Partner
• Design collateral, host webinars, conference calls, or in person meetings to Sales and Customers Manufacturer, their offerings, and how we can win with their solutions.  
• Provide Partner Updates and Changes out to our Company. 
• Create and execute marketing campaigns and sales plays mutually developed by our company and our Partner Account Managers to develop ways to bring a set of specific products to a specific set of customers. 
• Maintain relationships with current Clients, Partner and SHI Field Sales as well as identify through partners or reporting new prospects within the segments you have been assigned   
• Identify through emails and phone conversations customer needs/requirements and recommend appropriate solutions by analyzing purchase history, renewal reports, data mining, or conversations directly with customers 
• Conduct calls/meetings with Partner reps, and customers on ways to drive engagement and revenue  
• Be able to provide licensing expertise on partner-related products/solutions if required or applicable 
• Follow the latest industry trends and developments as well as stay up to date with competitors and new product technology offerings  
• Align with management on certifications requirements, request training, track progress, and ensure and communicate that we are maintaining our Certification Status with our Partners and what steps are needed to maintain those certification requirements  
• Attend partner sales training courses, advisory councils and sales meetings as required and Host Business Reviews with your Partner and Sales 
• Maintain an in-house developed solution directory application with updates
• Create, Develop, and Manage a systematic sales pipeline on an ongoing basis in collaboration with your Sales Specialist and Channel Account Manager 
• Run account mapping sessions between Sales and their Partner counterparts to begin collaboration on customer relationship strategies 
• Work with partners on road mapping future updates and product news that can be relayed to Sales and Customers via various communication methods, internal site, emails, and Newsletters. 
• Actively promote the partnership value of both Company and the Partner respectively 

• Bachelor's degree OR relevant work experience
• 1 year in a Software Licensing Specialist level role and/or a minimum of 2+ years or previous Sales Experience 
• Proficiency working with Microsoft Dynamics, Enterprise Mobility & Security, Customer Resource Management, Business Reporting

• Superior presentation and communication skills, both written and verbal
• Proficiency in working with internal systems 
• Proficiency in Microsoft Office, Outlook, PowerPoint, SharePoint
• Strong, dedicated work ethic focusing on the willingness to provide world class support
• Ambition and creativity
• Ability to follow industry trends and keep current on partner and product offerings
• The ability to stay self-motivated and self-directed
• Ability to communicate comfortably and professionally with a wide variety of internal and external leadership contacts
• The ability to work in a fast-paced team environment
• Ability to teach others clearly & effectively
• Strong problem solving and conflict resolution skills

• Based on partner requirements must be maintained during employment if it applies  

• Position requires no more than 15% of travel

• The estimated annual pay range for this position is $45,000 - $95,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status