Business Development Manager (BDM)

Position Summary:

Burwood Group, Cisco's Gold Partner and Partner of the Year in Security Solutions for the Central Region is looking to add to its growing team. This objective of this position is to:

• Sell Burwood professional services, and hardware and software products developed by Burwood partners
• Lead the consultative sales process across Burwood Group service delivery and business operation teams
• Gather business requirements from clients
• Assist Burwood personnel on various activities in the Sales and Service Delivery business processes
• Drive regional business lead generation and response activities
• Facilitate communication amongst partners, service delivery teams, and clients on the delivery of our products and services

Roles/Responsibilities

90%:

• Generate, identify, and qualify business leads
• Develop account and territory sales plans
• Partner with inside Business Development Managers, Sales, and Consulting personnel to sell Burwood products and services
• Develop client profiles to undestand clients business and fit with Burwood
• Develop opportunity profiles to outline the business opportunity and requirements
• Research and learn business and technology solutions
• Gather the Objective and Scope from clients based on their business requirements
• Facilitate the development of Product Quotes and Proposals for Services and deliver to clients
• Partner with Consulting team members to develop solution Approach and Deliverables
• Negotiate business and financial terms and conditions with clients
• Understand the details of and manage local relationships with partners
• Facilitate communication amongst partners, clients, and Burwood teams on business deals
• Team with marketing, partnerships, and other teams to drive business

5%:

• Provide coaching and mentoring to Burwood Group sales personnel and/or consultants to help them be successful in selling and delivering excellent solutions for our clients

5%:

• Work on internal projects such as recruiting, sales training development, knowledge management and other strategic internal initiatives
• Attend team and company meetings

Qualifications / Skills

• Excellent technical knowledge: needs at least 4 - 6 years of technology sales or service delivery experience. Experience may include delivering, or designing and implementing technology solutions for medium to large businesses. Specific internetworking and infrastructure technology experience a plus.
• Excellent interpersonal skills; ability to interact and establish working relationships with many different personality types
• Must be able to work with business and technical managers at our clients to instill confidence about the company's/consultant's skills and experience
• Excellent customer service skills; ability to work with customers to set expectations about the products and/or services that we deliver
• Ability to understand customer's expectations and be able to exceed those expectations
• Excellent written communication skills; must be able to communicate thoughts, ideas, and concerns in a logical approach
• Must be able to articulate business and technical related topics that are tailored to the audience's needs
• Excellent verbal communication skills; must be able to articulate clearly to the listener messages about technical and business related topics and tailor the messages for the audience
• Needs to be able to organize and complete tasks on schedule based on agreed timeframes
• Manage sales goals and forecasts
• Ability to influence and lead virtual teams (3-6 people)
• Needs to communicate and inspire teams to meet the goals and objectives of our projects and the goals of the company
• Coach and mentor team members and peers at Burwood. Provide feedback that helps others improve their performance and recognizes them for their strengths.
• Ability to help guide Burwood team members in their careers and professional development. Provide direct feedback as required.
• Think outside the box. Innovate. Develop creative sales solutions to meet the needs of our clients. Look for ways to enhance our current business goals and processes. We expect our people to communicate any new ideas on how we can improve and provide even more value to our clients and their businesses.
• Must be able to negotiate the products and services that we provide our clients to best meet their needs and meet the needs of Burwood.
• Must be able to negotiate the rate at which Burwood Group will provide these products and/or services
• Ability to guide others with your thoughts, recommendations, and opinions based on a logical thought process
• Excellent problem solving skills; Ability to identify a problem and develop a methodical approach to solve that problem, and use available resources to solve problems or challenges
• Excellent analytical skills; need to have the ability to break down problems or solutions into different parts. Then based on this, conclude and explain how each of these parts affects each other in the overall problem or solution.
• Need excellent personal time management skills. Needs to effectively manage multiple people’s tasks and set expectations on how and when to complete those tasks.
• Excellent decision making skills: need the ability to analyze a situation, collect all the information required for a decision, then make decisions that support the overall goals for our clients, Burwood, and our people. Need the ability to understand when and who to use for assistance with decisions.
• Ability to identify needs and sell the value of Burwood products and services that will address the needs of our client's business

Other Details:

• Reports to: a Director, Client Solutions or VP Business Development
• External customers include clients and partners. Internal customers may be Burwood business units, sales, or service delivery teams.
• Typical work week: 45-55 hrs. per week
• Up to 50-80% at client or partner sites, and the remaining time in the office or home office. Out of market travel could be up to 20%

Burwood is the infrastructure solutions provider that delivers business-aligned, end-to-end solutions to organizations whose success depends on information technology.

Send all resumes to: work@burwood.com. Remember to indicate which position and city interests you in the subject line.