| Business Development Manager | McLean, Virginia | Permanent |
 Expand |  Collapse | $40,000 to $40,000 | I'm Interested |
This HireStrategy client is a large Business Intelligence software company located in the Washington DC area.
Basic Function:
The Business Development Manager will be responsible for setting up appointments for Account Managers and Account Executives, and preferred resellers, within both existing and prospective accounts. The BDM will position our client's products and services to key decision-makers within accounts, with the goal of scheduling presentations/product demonstrations for our field staff.
Lead qualification will be accomplished via follow-up with visitors to the our client's website (Evaluation CD orders, online seminar registrants, etc) to assess level of interest, and cold-calling into named accounts owned by the Account Executives as well as non-named target accounts.
Responsibilities (include but not limited to):
Conduct business development through lead generation and qualification for a defined geographic territory. Identify technical requirements, buying influences, and project scope for departmental and enterprise Business Intelligence software implementations.
Work closely with Account Executives, and Resellers, in developing and managing these opportunities, contributing through the duration of the sales cycle.
Maintain daily activities in Salesforce.com, tracking interactions with prospects and customers.
Provide daily/weekly updates to Manager of Business Development on individual activity.
Requirements of the position:
Bachelor's degree
Prior business development experience required
Strong telephone and prospecting (cold-calling) skills (50-60 calls per day)
Understanding of high tech industry
Excellent verbal and written communication skills
Willing to work in a fast-paced dynamic environment
Goal-oriented, highly confident, self-motivated
Excellent organizational skills
Adaptable to new challenges
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 Email this Job! | ID#: 27516 |
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| Senior Account Executive | Reston, Virginia | Permanent |
| Expand | Collapse | $103,500 to $126,500 | I'm Interested |
As the leading provider of integrated health and human services management solutions, this HireStrategy client offers COTS products that enable state, local, and private provider organizations to more efficiently manage their growing case loads with existing resources. The company's integrated end-to-end suite of solutions is purpose-built for managing the delivery of services to elders and developmentally disabled persons.
The Senior Account Executive is responsible for sales of their enterprise software solutions and related services to both existing and new customers in the health and human services industry, comprised of both public sector (state, county, and local government) and non-profit organizations.
Their solutions include a distinct focus on providing comprehensive software tools for organizations delivering services to the elderly and intellectually disabled in a hosted (or ASP) environment. The total solution includes both software and professional services.
Senior account executives will be assigned either geographic territories or specific vertical market responsibility, depending upon experience and location.
Responsibilities:
Exceed monthly, quarterly and annual Sales Quotas as defined in the Compensation Plan
Development and execution of a comprehensive Territory Plan which will guide the Account Executive and VP – Sales in measuring and monitoring performance.
Close business with new and existing customers
Demand generation activities to identify prospective customers
Direct sales efforts with prospective customers throughout the entire sales process, from qualification to contract negotiation
Lead and coordinate all sales efforts, including prospect meeting arrangements, sign in sheets for attendees, agendas, identifying key Harmony staff needed for meetings with prospects, identifying competitors, leading and arranging meetings with internal staff as needed, and for defining and executing the strategy needed to win the deal.
Active participation in proposal generation including:
a. Complete and submit to Sales Management the Discovery Page, Preliminary License pricing, Service Level (Standard, Professional and Enterprise), and Assumptions for each deal in a timely manner, such that proper service scoping, proposals, contracts and pricing can be done in a reasonable timeframe.
b. Defining the scope of the project, including number and names of all required products, forms, screens, interfaces, and reports, as well as any key restrictions, dates or expectations of the prospect that may effect the opportunity.
Active participation in demonstration activities.
Collaborate with sales, professional services, customer support, and product management team members to understand and describe prospective customer requirements, as well as company offered solutions
Consistent use of sales management software to manage opportunities and maintain up-to-date information
Active participation in weekly forecast, pipeline and team meetings
Establish and maintain relationships with existing customers in the territories, for the purpose of account management, add on sales, referrals and references
Understand and articulate market needs, pain points and key solution messages as documented and provided to them by the company, when discussing opportunities with prospects
Qualifications:
Consistent overachievement of quotas
Demonstrated track record in closing six-figure + solutions; preferred experience closing $1M+ solutions
Sales of enterprise software solutions, with a distinct focus on selling to business users, for a minimum of five years
Sales to state, county, and local government preferred
Subject matter knowledge in the general health and human services space, or in a substantive vertical market within that space, including, but not limited to aging and intellectual disabilities
Travel from 40% - 70%
Preferred experience selling SaaS solutions
Raw talent, entrepreneurial spirit, stellar communication and presentation skills
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| Email this Job! | ID#: 26346 |
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