Business Development Manager - Cisco Unified Compu...

****Location is negotiable****

POSITION DESCRIPTION

Title:                                       

Business Development Manager(BDM)–Cisco Unified Computing

Department:                           Sales

Superior:                                Vice President 

Position Summary:               

This position is responsible for business development and sales growth across all Pomeroy sales regions for all Cisco Unified Computing products and services. Responsible for achieving the company wide sales goal related to Cisco Unified Computing for Pomeroy.

Liaison: Responsible for overall business & relationship between Pomeroy and Cisco. The BDM will work directly with Pomeroy’s upper management to communicate information on the developments of new and existing business and the progress being made against Business Plan objectives.  Primary Liaison of Cisco to the Pomeroy field sales team.  Assistance to the local field teams in developing relationships with the Cisco sales team in those markets.

Business Planning: The BDM will develop or utilize a business planning template and implement a strategic planning process that will be communicated to Pomeroy’s functional groups. The BDM will work with and counsel the functional groups in order to generate a master business-planning document for the company. A planning calendar and master schedule will be developed to facilitate business planning as a continuous process.

Technology Forecasting: Developments in new technologies will be tracked and a technology roadmap developed and maintained.  Recommendations for adoption of new technologies and implementation plans, along with associated ROI analysis developed.

Strategic Marketing: The BDM, on a continuous basis, will track and analyze the market for Pomeroy.  The analysis will include the evaluation of competitors, their products, and their positions in the market.  The BDM will work with marketing, sales and the practices to develop comprehensive plans and strategies that will be used to attack target market segments.  Profiles of customers in the market will be developed and this profile used to develop and evaluate marketing plans

Sales: The BDM will work with the sales organization to identify specific customers within target market segments/geographies and develop Customer Acquisition Plans for each segment. The BDM will work directly with the sales force to assure implementation of the Customer Acquisition Plans.  The BDM will exercise strategic, independent judgment in completing winning proposals, presentations and pursuits of business opportunities related to the Cisco Unified Computing.  The BDM will provide standard presentation materials and support for presentations to potential customers. This support may require that the BDM customize the presentation for the prospective client and make the actual presentation.

Technical Proficiency/Program Certifications:   Holds mid to high level technical certifications and highest level sales certifications for the Cisco Unified Computing Solution. The BDM will insure that Pomeroy holds the required certifications to maintain elite status with the Cisco.  Support of training initiatives related to the Cisco across the organization.

Requirements Overview:        The successful candidate is to be a highly motivated self starter, whom will proactively seek new business opportunities, qualifying opportunities as they arise and developing an ongoing strategy for their pursuit.  He/she will have excellent communication (written and oral), organizational and time management skills.

 Duties & Responsibilities:         

·         Plans, organizes, and develops the sales strategy and organization for business development that will generate new business, measures existing business as well as expands the share of our organizations existence with existing and new business.

·         Maintains knowledge of all aspects of assigned Cisco programs and the ability to maximize the return for Pomeroy of the programs.

·         Reviews/Strategizes sales opportunities, pipeline, and demand generation activities with field sales management.

·         Works in conjunction with field management team to provide cost effective quotes and RFP responses for potential business opportunities to satisfy customer and meet our organizations financial objectives.

·         Identifies objectives, strategies, and action plans to improve short and long term earnings related to the Cisco Unified Computing product line.

·         Responsible for meeting assigned revenue objectives and assisting others to reach theirs.

·         Establishes and maintains close personal contact with key strategic customers and directs the delivery of Cisco products and services to them.

·         Organize groups and promote team philosophy among the necessary departments to achieve completion of projects.

·         Prepare tailored presentations as required and assists/and or leads sales efforts related to Cisco Unified Computing Solutions.

·         Communicate internally program requirements, issues, opportunities and items of interest.·         Update management routinely on programs of interest.

·         Review the general process to ensure a quality product and service delivery to our customer.

·         Travel averages 40- 50%

·         Exploit services delivery for follow-on sales opportunities. 

Knowledge, Skills & Abilities: 

·         Previous experience in managing projects, selling yourself/and or ideas to a team of professionals, campaign development and management.

·         Excellent interpersonal skills combined with a consultative approach and the ability to present solutions to customer needs.

·         A high level of drive, discipline, creativity and motivation.

·         Ability to nurture solid relationships with key customers, and internal team members.

·         Solid oral and written communication skills

·         Capable of juggling multiple tasks to meet tight deadlines.

·         Job skills should reflect the following:  Analytical, Business Analysis, Drive for results, Adaptability and Attention to Detail.  All of these are required levels of importance.

·         A strong bottom line orientation and an ability to assist business units in using strategies effectively to profitably acquire and retain customers.

·         An ability to work in a team environment.

·         Ability to negotiate win- win solutions for customer and the organization. 

 Minimum Requirements: 

·         Bachelor’s degree or equivalent 3-5 years of experience in customer development and sales. Technical expertise in the Cisco product line or easily transferrable knowledge of a competitive product line. 

·         Excellent Computer skills to include (MS Word, Excel, Powerpoint )

 ·         Proven successful track record of selling Cisco and other Data Center products and Services into mid to large size corporations.

An Equal Opportunity Employer M/F/D