Business Development Manager

3 weeks ago

Toronto, Canada Softchoice Full time

Embark on a transformative journey into the Public Cloud

The Business Development Manager (“BDM”) role is ultimately responsible for the growth and impact of partner influenced revenue on our public cloud business. Through advocacy, influence and alignment activities, the BDM orchestrates our sell-through strategy within a given segment or territory. Their customer is the partner - inclusive of sellers, sales leadership, partner leadership and pre-sales leadership.

There are 5 key measures within the BDM management process:

- [results] segment / territorial field margin plan attainment (Total FM)
- [KPI] new partner-influenced NBAs + Balance of trade ratio
- [Supporting metrics] partner leads + partner-influenced pipeline

What you’ll do:

- Accountable for establishing and nurturing key regional relationships in Sales, sales leadership, partner leadership and pre-sales leadership within the partnership (i.e. Google Cloud or AWS)
- Responsible for “selling” Softchoice as a go-to partner based upon our solution focus and differentiated capabilities to influence the flow of leads and teaming agreements
- Responsible for the regional execution of our Partner Lifecycle Management (PLM) program to accelerate alignment with our own SLT and ELT
- Developing and distributing regional win wires
- Focal point for all outbound communications
- Organize and facilitate regional business reviews
- Responsible for the execution and governance of regional joint business plan (market attack plan)
- Responsible for field marketing strategy and oversight within region (such as RVP summits, district level events, vendor alignment activities)
- Other shared responsibilities include:

- Develop relationships and influence within Softchoice sales leaders RVPs and managers within region
- Contribute voice of the partnership to influence our GTM planning and Category operating priorities
- Primary point of escalation and mediation within territory for opportunity specific challenges
- Collaborate with vendor pre-sales and SSE communities to enable & influence Softchoice sellers and sales leadership

What you’ll bring to the table:

- 7 or more years of professional experience, preferably within the technology sector
- Demonstrable experience in solution sales and/ or business development roles with consistent year-over-year performance to plan. Preference given to sales management experience.
- Experience fostering relationships with senior executives
- Strong executive presence, effective communication skills (all levels)
- Technical proficiency with demonstrable understanding of Cloud computing

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