What are the responsibilities and job description for the Business Development Manager (BDM) position at Charter Global?
Job Description, Day To Day, Education, Certification, Etc.
Job Title – Business Development Manager (BDM)
Classification – Salaried
Salary Grade- Category 1- Regular Full-time employee
CGI aligns agent titles with the client taxonomy and staffs appropriately. The titles of:
xOMs receive Sales Qualified Leads (SQLs) from xDR agent roles. Prior to xDR pipeline being built they will source prospects until their book is full. xOMs build relationships with prospects, nurturing while identifying and expanding to other prospect roles within the account. The xOM role owns the opportunity until closed and handed off to CG Contracting.
EOM / IOMs / OM (xOM) Roles
Job Title – Business Development Manager (BDM)
Classification – Salaried
Salary Grade- Category 1- Regular Full-time employee
CGI aligns agent titles with the client taxonomy and staffs appropriately. The titles of:
- Business Development Manager (BDM)
- Enterprise Opportunity Manager (EOM)
- Inside Opportunity Manager (IOM)
- Opportunity Manager (OM)
- Collectively 'xOM'
xOMs receive Sales Qualified Leads (SQLs) from xDR agent roles. Prior to xDR pipeline being built they will source prospects until their book is full. xOMs build relationships with prospects, nurturing while identifying and expanding to other prospect roles within the account. The xOM role owns the opportunity until closed and handed off to CG Contracting.
EOM / IOMs / OM (xOM) Roles
- Own the sales engagement to 'close' (as defined by the campaign), including engaging with CG Contracting.
- Maintain Use Case / Need State-level knowledge about the client offering and underlying domain.
- Aware of, and understand competitive offerings in the underlying domain.
- Accept and validate incoming leads from xDR roles.
- While filling pipeline, assist xDR roles by making initial connections to prospective end customers.
- Depending on the campaign, this may include cold calls, warm calls (trials and assets), emails and accepting inbound calls.
- Engage in positive feedback with the xDR as to lead quality and prospect targeting.
- Establish rapport, deepen and nurture the engagement.
- Navigate within accounts to uncover other stakeholders, higher-level decision makers, identifying their roles both in the company and in the purchasing process.
- Improve prospects in the CRM system through outreach and navigation.
- Facilitate meetings with prospects for Discovery, Demonstration, Scoping and Enablement in campaigns where these motions are deployed.
- Engage ATT Members (CTAs, TSMEs, SIOMs, etc.) in campaigns where these roles are deployed.
- Qualify leads as defined by the campaign, routing to the next sales stage
