Salesforce Business Development Manager

Sales Remote, United States


Description

Position at Infostretch

The Salesforce Business Development Manager (BDM) is a senior salesperson responsible for closing new business for delivery by the Salesforce Practice. This new business could be a new logo or a new piece of business with an existing client. The BDM is the quarterback of the sales process, working with practice and pre-sales resources to discover, propose and win Salesforce implementation business. As a Salesforce domain expert, the BDM speaks the customer’s business language and translates their needs into proposed Salesforce solutions. This person is business savvy, is a great communicator, and is willing to work hard to build rapport and trust with clients. A key facet of the BDM’s job is managing opportunity data in our Salesforce Org to keep managers and company leaders informed of pipeline status and next steps. The BDM’s annual performance objectives include revenue and profit targets.

 Responsibilities

  • Work assigned opportunities from the Salesforce Global Head
  • Based on the size of the opportunity, the BDM will either be responsible for the full pursuit or be assigned resources to assist.
  • Build a client pursuit strategy that includes positioning of value proposition and enhancing win probability based on solution selling
  • Build first call, proposal and SOW’s materials to support pursuit strategy
  • Collaborate with the presales team to build winning solutions and proposals
  • Work with Global Head to build effective go-to-market and account specific plans
  • Work with non-Salesforce Practice BDMs and AMs to execute go-to-market efforts and demand generation
  • Participate in joint pipeline development and management activities with Salesforce for assigned areas of responsibility
  • Work with Salesforce Practice Center of Excellence Leads to build and effectively promote offerings for assigned areas of responsibility
  • Build relationships with Salesforce Account Executives and Partner Sales teams to strategize and execute on joint opportunities to maximize impact and offer higher value proposition for the customer
  • Proactively facilitate joint account mining between the Salesforce Practice and the account teams to help build an execution roadmap and grow account penetration
  • Participate in alliance partner events and functions
  • Leverage executive alliance relationships to facilitate the sales process Skills and Qualifications

Skills & Qualifications

Required

  • 10 + years of experience in a software implementation or technical consulting, 5 + years in an engagement management or BDM role
  • Education: Bachelor’s Degree, MBA strongly preferred
  • Demonstrated ability to achieve consulting / professional services revenue targets for a portfolio of clients
  • A proven track record of proposing for and selling transformative business development engagements
  • Proven aptitude for maintaining margin targets through creative solution development and estimation
  • Demonstrated domain expertise in health care or financial services is a plus
  • A proven record of identifying opportunities and working collaboratively to close them
  • Established ability to develop and maintain a trusted advisor relationships with clients, Salesforce and internal account teams
  • Demonstrated effectiveness in the use of solution selling techniques to acquire and maintain customers
  • Proven aptitude to consistently drive highly-satisfied (e.g., > 90%) consulting customer relationships
  • Demonstrated organizational, communication, interpersonal, relationship building skills with the ability to work well in a cross-functional environment
  • Ability to lead onshore and off-shore teams independently in all aspects of sales pursuit
  • Willingness to travel up to 50%

Preferred

  • Certified Salesforce Sales Cloud and/or Service Cloud Consultant certification is a plus