Roles & Responsibilities
The Role will assume the following scope of responsibilities:
1. Market Research and Analysis
Identify Market Opportunities: Conduct market research to identify trends, customer needs, and emerging opportunities in the enterprise software space.
Competitive Analysis: Analyze competitors to understand their strengths and weaknesses, and identify areas for differentiation.
2. Lead Generation and Prospecting
Identify Potential Clients: Develop strategies to target potential enterprise customers, including identifying key decision-makers.
Networking: Build and maintain relationships with industry contacts, attending events, conferences, and networking opportunities to generate leads.
3. Sales Strategy Development
Develop Sales Plans: Create and implement sales strategies to penetrate new markets or expand within existing ones.
Target Setting: Set and track sales targets, ensuring alignment with overall business goals.
4. Client Engagement and Relationship Building
Initial Contact and Pitching: Engage with potential clients to understand their needs and present the software as a solution.
Relationship Management: Build and maintain strong relationships with clients, ensuring ongoing satisfaction and loyalty.
5. Proposal Development and Negotiation
Draft Proposals: Develop and present proposals tailored to the specific needs of potential clients.
Negotiation: Lead negotiations on pricing, contract terms, and conditions to close deals that are beneficial to both the client and the company.
6. Partnership Development
Strategic Alliances: Identify and cultivate partnerships with other companies or technology providers to expand the software’s reach and capabilities.
Channel Development: Work on building and managing relationships with channel partners, resellers, and distributors.
7. Cross-Functional Collaboration
Internal Collaboration: Work closely with product development, marketing, and customer success teams to align strategies and ensure customer needs are met.
Feedback Loop: Provide market and customer feedback to the product team to inform future software enhancements.
8. Sales Reporting and Forecasting
Track Performance: Monitor and report on sales metrics, providing insights into the effectiveness of business development strategies.
Forecasting: Develop sales forecasts based on market analysis, pipeline status, and business goals.
9. Customer Retention and Expansion
Upselling and Cross-selling: Identify opportunities to expand existing accounts through upselling or cross-selling additional products or services.
Renewals: Work with the customer success team to ensure contract renewals and long-term customer retention.
10. Continuous Learning and Improvement
Stay Informed: Keep up-to-date with industry trends, emerging technologies, and changes in the enterprise software market.
Refine Strategies: Continuously evaluate and refine business development strategies to improve effectiveness and achieve better results.
These responsibilities ensure that the BDM plays a key role in driving revenue growth, expanding the company’s market presence, and building long-term relationships with enterprise customers.
The BDM may be called upon to undertake additional duties as reasonably required by the company.
Objectives/Outcomes
Technical Skills:
1. Software Architecture: Understand high-level software architecture, including deployment models (on-premises, cloud, hybrid).
2. Enterprise Technology Ecosystems: Familiarity with enterprise software solutions (MarTech, CDP, CRM) and integration methods (APIs).
3. Product Expertise: Deep understanding of the specific software, including configuration, customization, and best practices.
4. Data Management: Knowledge of data handling, security, privacy, and basic data analysis.
Requirements
1. Educational Background
Relevant degree or diploma in Business, Marketing, or a related field.
2. Experience
Development or sales experience in enterprise software.
3. Technical Knowledge: Familiarity with enterprise software (e.g., SaaS, cloud computing). Ability to understand and explain technical solutions.
4. Sales and Negotiation Skills: Strong sales acumen and negotiation skills to close deals and create win-win outcomes.
5. Analytical and Strategic Thinking: Market analysis and strategic planning abilities to identify and pursue growth opportunities.
6. Communication and Presentation Skills: Excellent verbal and written communication skills. Strong presentation skills for pitching to C-level executives.
7. Relationship Management: Ability to build and maintain strong client relationships and industry networks.
8. Project Management: Organizational and time management skills to handle multiple projects and clients.
9. Adaptability and Resilience: Flexibility and resilience in changing and competitive environments.
10. Team Collaboration: Experience in cross-functional collaboration and leadership.
11. Technology Proficiency: Proficiency with CRM tools and business software.
12. Business Acumen: Strong understanding of business operations and customer-centric approaches.
These requirements ensure that the BDM can drive growth, build client relationships, and succeed in the enterprise software market.
