Business Development Manager
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Job Description
Business Development Manager growing ATS Digital Trust revenue through Microsoft, SaaS and compliance products. Coaching sales associates and expanding mid-market client relationships.
Responsibilities:
- Generate revenue and expand the market for the Digital Trust business
- Carry a personal sales quota while mentoring two Business Development Associates
- Drive growth for Microsoft 365, SharePoint, Power Platform, QMS|share and REALTY|share
- Build long-term relationships with mid-market and regulated organizations
- Align with ATS segment sales leaders across Testing, Inspection and Consulting
- Achieve personal sales quota and team growth targets
- Set activity goals, review pipeline and support deal strategy for two associates
- Identify and qualify opportunities through prospecting, referrals, partner channels and marketing campaigns
- Lead discovery conversations and coordinate demonstrations with consultants
- Develop proposals, statements of work and pricing; negotiate to close deals
- Expand recurring subscription and project revenue from existing clients
- Build joint account plans and a repeatable referral motion
- Develop Digital Trust pipeline within the ATS and SGS client base
- Partner with Sales & Marketing on campaigns, messaging and lead flow
- Maintain accurate pipeline, forecasts and activity in CRM software
- Represent Digital Trust at industry events, webinars, trade shows and partner events
Requirements:
- 5–7 years of proven experience in B2B technology sales, with a strong track record of meeting or exceeding quota selling Microsoft solutions, SaaS or IT services
- 2+ years of experience leading, coaching or mentoring sales representatives or business development staff
- Experience selling within a multi-segment or matrixed organization
- Bachelor’s degree preferred, or equivalent work experience in professional technology sales
- Strong understanding of Microsoft 365, SharePoint and Power Platform
- Experience selling software products or subscriptions
- Experience selling to mid-market and regulated organizations
- Ability to convey technical solutions clearly to business and IT decision-makers
- Excellent communication, negotiation and interpersonal skills
- Proficiency in CRM software and Microsoft Office Suite (Word, Excel, PowerPoint)
- Ability to work effectively in a remote environment
- Able and willing to work necessary hours to meet deadlines
- Ability to travel up to 25%
- Reliable high-speed internet and a dedicated home workspace
- Must be a U.S. Person under applicable ITAR requirements
Benefits:
- Opportunity to earn personal sales quota and team growth targets
- Remote work from a home office
- Periodic travel to client locations, industry events and company offices
- Up to 25% travel for client meetings, industry events and team sessions
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