Sr. Business Development Manager

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Job description

Description

Momentum Consulting Corporation is an Information Technology professional services firm that delivers comprehensive process and technology-based solutions to address business challenges. For over two decades, our IT professionals and consultants have helped more than 100 medium-sized, Fortune 500, and 1000 companies succeed with robust business process and technology solutions. Our experts focus on devising solutions that use industry-leading software, making us best-in-class in our core practice areas: Digital Transformation, Data and Analytics, Project Delivery, and Managed Services.

The Sr. Business Developer Manager is a "hunter" sales role introducing our vendor software product portfolio and services to prospective clients and building upon existing client relationships. The Sr. Business Development Manager's primary responsibility will be driving sales in our vendor software product portfolio, focusing on enterprise as well as mid-market accounts. A secondary focus will be selling consulting services. Momentum has strong relationships in the South Florida market and is well-poised for continued growth. As this function grows and matures, this position will eventually coach and manage other sales reps.

Essential Duties and Responsibilities

• Cultivate a book of business of mid-market to enterprise accounts and overall client base
• Annual quota responsibility within a territory of mid-market through enterprise-sized client accounts
• Close business to exceed monthly, quarterly and annual revenue targets and business development objectives
• Build and agree the vendor software product sales and services business plan with Momentum Executives and the Group Director of Sales Operations
• Prospect, identify, qualify, build, maintain and report on an accurate pipeline of sales opportunities
• Understand and apply sales methodologies to:
  • Create initial interest
  • Identify, define and document critical business needs
  • Create a vision of the potential solutions to critical business needs
  • Effectively justify return on investment
  • Qualify, control and close opportunities
• Conduct telephone and in-person meetings with key managers and senior-level executives for the purpose of marketing our vendor software product portfolio and services to prospective clients and building on existing client relationships
• Build Momentum's presence in the local marketplace through consistent participation in networking organizations, our vendor partners' events, trade shows, and other opportunities for exposure
• Manage and document in CRM sales cycle from beginning to end: Lead generation, needs identification, negotiating and finalizing contracts, and post-sales activities
• Undertake quarterly reviews of the business plan against agreed targets with milestone metrics to track achievement and/or develop alternative strategies and tactics to bring the get back on to agreed plan
• Maintain competitive knowledge & focus
• Develop strong knowledge of the products & services provided
• Fiscal responsibility with regards to expense management
• Set proper expectations in sales cycles that result in clients who can be used as positive references for future prospects
• Provide the highest quality customer service to both clients, partners, and internal teams

Skills and Professional Qualifications

• Minimum of 10 years successful track record in a complex IT solution sales environment, preferably focused on software and services
• Successful account management with outcome of increased customer satisfaction and increase in retention & account growth
• Deep Florida and regional networks; global networks a plus
• A record of overachieving against your quota
• Passionate about exceeding expectations; a competitive, driven sales professional with a high activity rate
• An ability to articulate, educate and sell business value to businesses of all sizes
• Proven track record of selling to C-Levels
• Rigorous Sales Methodology and Sales Process, proven by accurate forecasts and clear communication throughout the deal cycle
• Proficient in account planning and understanding of territory management
• Manage forecast accuracy on a monthly/quarterly/annual basis
• Although not expected to be a technical expert; this position requires ability and comfort in representing a technology company and working with CTOs, executives, managers, engineers, etc.
• CRM experience required, preferably SalesForce
• Strong technical, product and market knowledge are preferred
• Strong communication, presentation, and interpersonal skills
• Team player
• Bachelor's degree in a relevant field, other relevant degrees or experience will be valued

LocationThis position is based in Florida, ideally in South Florida. The sales territory covers all of Florida with potential expansion outside of Florida. Travel is required.

Physical Requirements

• Ability to climb stairs, sit, operate a computer and light to moderate lifting as needed.
• Physical ability to accomplish travel by car and plane.

Momentum Consulting Corporation is committed to an equal opportunity hiring policy and work environment.