Business Development Account Manager

SHI International Corp. (Sydney NSW, Australia) 5 hours ago

SHI has a career advancing opportunity in our International Sales Department as a Business Development Manager (BDM), for our new Australia location, supporting some of our largest existing US headquartered customers. The Business Development Manager will help manage existing clients and ensure they stay satisfied and positive. You will be expected to call on clients, often being required to make presentations on solutions and services that meet or predict their clients’ future needs.

The BDM will work to improve SHI’s market position and achieve financial growth. This person will help define long term strategic goals, build key customer relationships, identify new business opportunities, negotiate, and close deals.

You will be expected to build a thorough knowledge of the market, the solutions we can provide and of the competition. This will be an office-based sales position, based in the Australia office, requiring occasional travel but could develop into a field-based role.

Established for over 30 years, SHI has continued to grow from once a small software only reseller to a global industry leading IT solutions provider. With our organic growth and stability within the global market, we are able to provide a variety of technology products, solutions and services to businesses including Cloud Computing, Data Centre Infrastructure, Networking and Security solutions, Configuration and Integration services, Enterprise Mobility and IT Asset Management.

With the support from our International partners and colleagues, we offer the opportunity to progress and develop a career within the IT Industry while working in a diverse and fun environment. From sales, technical and support personnel, SHI offers positions ranging from entry-level to seasoned experts.

SHI provides innovative solutions and world-class support from over 30 offices throughout the U.S., the U.K., Republic of Ireland, Canada, France, Hong Kong and Singapore.

Including but not limited to:

  • Identify key decision makers within the client organization.
  • Research and build relationships with new Line of Business owners.
  • Be knowledgeable in the IT practices of End User Computing, Data Center and Security
  • Collaborate with internal resources to develop proposals that meets the client’s needs, concerns, and objectives
  • Engage in pricing dicsucssion for the solution/service
  • Effectively position and present SHI’s portfolio of value added offerings
  • Collaborate with team and facilitate direction to Solution Architects, Product Specialists and Inside Sales
  • Drive the sales process including identifying new business opportunities, qualifying, forecasting and decision making criteria
  • Increase overall customer profitability in line with annual GM goals
  • Present company's local and international capabilities to key personnel
  • Prepare and deliver Quarterly Business Reviews with all customers
  • Demonstrate leadership to ensure company's recommended enterprise solutions are comprehensive, achieve customer expectations and meet customer business needs and planning.
  • Assess marketing opportunities and target markets
  • Account planning and performance monitoring
  • Sales Pipeline creation and management through CRM
  • Complete and maintain customer IT Profiles in CRM
  • Manage all CRM opportunities to ensure deals are closed out as Won or Lost
  • Participate in internal/external training sessions when required
  • Account retention and penetrating multiple lines of business in existing accounts
  • Develop and execute strategy set by Global Account Manager
  • 5 years Inside Sales or Outside Sales experience, or related job capacity/experience in the Information Technology Industry with proven excellent performance.
  • University Degree or equivalent.
  • Self-starter with excellent time management, planning, and organization skills
  • Has a Motivation for Sales/New Business
  • Prospecting skills
  • Ability to identify the Customer Needs Process
  • Strong organizational and planning skills
  • Strong written and presentation skills

Preferred Skills:

  • ​Working knowledge of major OEM Hardware and Services Programs is desirable (HP, Dell, Lenovo, Apple, Cisco, etc.)
  • Working knowledge of major Software License Programs is desirable (Microsoft, IBM, Adobe, Symantec, etc.)
  • Good command of both spoken and written English (Knowledge of Japanese / Korean / Asian Languages will be an advantage)
  • Knowledge of / familiarity with IBM as a customer is a plus
  • Some travel required for customer meetings
  • Business working hours are Monday to Friday, 09:00 to 18:00 with a 1 hour lunch break. However due to the nature of the role, with its international reach and shared projects, working outside of these hours to service business needs will occur occasionally, and employees are expected to be readily available in these eventualities.

Business Development Account Manager

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