Job Summary
A Presales Business Development Manager primarily focuses on developing overall growth of business for a specific OEM Original Equipment Manufacturer Partner or a category of business or service. This position will drive success for our sales teams, our partners, and our customers as well as establish target initiatives and develop new opportunities to grow our business. The Presales Business Development Manager will develop solid business relationships with the various decision-makers and influencers at all levels at each target account. The Presales Business Development Manager will provide sales support including creating strategic programs, spiffs, campaigns, creating and delivering trainings, account mapping and monitoring opportunities and deals. The Business Development Manager is also the face of the brand in their segment, representing his / her Partner(s) to company leadership, customers, and while attending industry events.
About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.
Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy :
- Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
- Continuous professional growth and leadership opportunities.
- Health, wellness, and financial benefits to offer peace of mind to you and your family.
- World-class facilities and the technology you need to thrive – in our offices or yours.
Responsibilities
Include, but not limited to :
Assist Sales Reps with product support, program information, configurations, and competitive Partner(s) advantages for pending opportunitiesDevelop overall business growth for the specific OEM Original Equipment Manufacturer Partner, category of business or serviceCreate strategic programs, spiffs, campaignsCreate and deliver trainings, account mapping sessionsand presentations to customer and teamsMonitor opportunities and dealsBe the face of the brand in your segment, representing the Partner(s) to company leadership, customers, and while attending industry eventsWork to build awareness of partners programs within the company’s sales organizationManage and report on a sales pipelineEducate the sales force on the tools, products, and programs available from Partner(s)Work closely with Partner(s) to align on sales goals and initiativesDevelop programs, campaigns, initiatives, and collateral to further develop brand awareness and increaseLead Partner(s) customer calls / presentations / onsite meetings with Account Executives and Inside Sales Account Managers to help build new businessProactively work to develop and foster relationships between Partner(s) and SellersAttend all Partner field events, trainings, and account mapping sessionsAnalyze raw data and draw out key trends and observations supported by relevant data pointsLead conversations with Regional Directors to determine issues holding the partner back from success, and work with them to resolve those issuesObtain necessary sales certificationsCoordinate sales trainingCreate & maintain Sales-rep and customer-facing training decks and presentationsQualifications
Bachelor’s Degree or relevant work experience requiredMinimum 5 years of direct IT sales or channel business development roleMinimum 5 years of experience selling storage product lines, Pure Storage preferredMinimum 5 years of experience working with partners and the IT ChannelRequired Skills
Ability to work to build awareness of partners programs within the sales organizationAbility to manage and report on a sales pipelineAbility to educate and train the sales force on the tools, products and programs available from Partner(s)Ability to creatively develop programs, campaigns, initiatives, and collateral to further develop brand awareness and increaseAbility to confidently lead Partner(s) customer calls / presentations / onsite meetings with Account Executives and Inside Sales Account Managers to help build new businessAbility to take a proactive approach in developing and foster relationshipsAbility to lead conversations with management and other teams to determine issues and resolving those issuesAbility to keep current on necessary sales certificationsAbility to coordinate sales trainingAbility to create & maintain training decks and presentationsAbility to keep excellent performance reviewsAbility to be a confident leaderStrong understanding of the company structure and Sales Force and business acumenStrong analytical, sales and marketing skillsStrong understanding of IT Software, Hardware, Services and Cloud environmentStrong understanding of technologies and partners that drive datacenter solution salesAbility to analyze raw data and draw out key trends and observations supported by relevant data pointsAbility to be an excellent teammateAbility to work within a high-energy sales environment and have a desire to work in collaboration manner across another team.Exceptional communication, presentation, and influence skills—both written and verbalExcellent time management and organizational skillsSkilled in Outlook, Excel, PowerPoint, Business Intelligence, and Customer Resource ManagementAbility to work well both independently and in team environmentAbility to understand and embrace the company story and Core ValuesUnique Requirements
Position required 25% of travel to attend trainings, conferences, partner events, etc.Extended hours are required to complete some projectsAdditional Information
The estimated annual pay range for this position is $45,000 - $95,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.Equal Employment Opportunity – M / F / Disability / Protected Veteran Status
Salary : $45,000 - $95,000
