Business Development Manager

Business Development Manager

Role:

The primary function of the BDM (Business Development Manager) is to grow Crayon business and selling them the Crayon range of products and services.

This role will target customers/Partners who are Large Corporates and will:

1. Hunt for customers on License Optimization /
2. Assess customer needs and problems on licensing
3. Advise customers on premise / cloud and licensing optimization
4. Help the customers understand and better manage licensing
5. Will work with partner to build a motion of public & private cloud
6. Able to build the GTM will partners for their offerings

The BDM does this by gathering 360 Customer insight understanding their business, IT adoption and growth plans and by building a trusted relationship with Business Decision Makers, incl. the CEO, CFO, CIO and other senior members of the customer Org.

The BDM should have good understanding of the Licencing and is supported by Cloud Presales and SAM specialist.

The BDM drives growth by Selling License Agreements, Cloud products, Solution like communication & messaging, collaborating, Virtualization ( Redhat/Microsoft/VMware), Backup products ( Veeam/Acronics/Commvault/Double Take, etc..), O365, Azure and SAM & Deployment Services.

Role Attributes:

of AWS / MS Azure (PaaS SaaS and IaaS), Public/Private Secured Cloud

2. Preferable guys from LAR (Large account reseller), VAR (Value added resellers) or any Microsoft Partner or AWS partner community

3. Understand the Microsoft Licensing Model, MCP preferred

4. Focus on long-term sustainable Growth.

5. In-depth knowledge of customers business environments and needs

6. Ability to build long-term Relationships and have solid and meaningful business impact conversations.

7. Broad knowledge of the Microsoft Platform, and the ability to map the same to create a business impact to the customer.

8. Knowledge of other software publishers is always welcome as well.

9. Collaborates with customers and the extended teams (SAM, Licensing & Deployment) to generate a comprehensive Plan (including business, organization, infrastructure, and competition) and a growth plan for accounts

10. Collaborates with vendors and the extended teams (Microsoft, Adobe etc.) to generate a co-selling joint GTM Plan.

11. Develops a plan to identify and qualify a set number of opportunities for product sales and solutions sales with customers

12. Provides analysis of overall customer IT plan and creates a plan to grow wallet share from high priority accounts

13. Execute marketing campaigns for the assigned territories

Qualifications:

1. A BE/MBA or equivalent degree
2. Candidates with relevant experience and an appetite to understand and learn SAM & Licensing for the Enterprise business will be considered. A certification for SAM/Licensing will be a plus.
3. Experience and understanding of Virtualization technologies and their licensing is also highly desirable. Service Provider experience will be preferred

Experience & Requirements:

1. Must have a good knowledge of Microsoft licensing both on Premise and Cloud.
2. Good connect with end customers and partner is essential
3. Brief knowledge about Backup , Virtualization technologies, Cloud Environment
4. Minimum 8+ years of experience in IT Software Sales. Experience in sell through model will be preferred
5. Sales & Negotiation experience is required.
6. Experience in Consultative Selling is recommended.
7. Extensive experience in working within teams is required.
8. Experience in Sales process (CRM) is recommended.
9. Prefer a certification in sales, sales management, complex sales training, sales methodologies, broad evangelism through events (presentation skills), consultative selling.
10. Candidates with additional training or education in Business, Sales or Marketing is preferable.