Business Development Manager - Microsoft Security

The role

• Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s)
• Can engage with stakeholders from IT all the way to C-level
• Partners and co-owns sales activities at a customer level with the field-based account manager (Business Development Manager, or BDM)
• Performance and success are measured by GP performance of the region and individual accounts
• Analyze & gather business requirements from large & complex client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements
• Responsible for partnering with BDMs and local sales leadership to drive net new business opportunities within the existing regional account base as well as supporting customer acquisition activities as assigned
• Provide support in proposals and RFP responses in an extensive, formal and timely manner
• Prepares cost estimates for professional services as well as managed services (deployment, implementation, workshops, managed services, etc.) by studying blueprints, plans, and related customer documents; consulting with engineers, architects, practice leads and other professional and technical personnel (both internal and external)
• Develop overall solutions including high-level design (e.g.-Whiteboarding), statements of work (SOW), service design and bills of materials (BOM)
• Input appropriate information into CRM tools
• Review customer requirements and recommend options and solutions that meet customer s business goals and directives
• Contributes to account business plan development
• Develop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.) to ensure available resources are being utilised where appropriate
• Act as a technical evangelist for marketing activities, including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc
• Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging
• Represent SoftwareONE in the market with a high standing reputation
• Maintain and report on regional service delivery, sales pipeline, and project status
• Maintain and acquire advanced level technical certification in the assigned area and maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks, and participating in professional societies
• Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) to have meaningful and relevant conversations with customers and prospects
• Construct service contracts and associated commercials/cost model based on scope and customer s desired outcomes

What we need to see from you

• Strong presentation, communication, organisation, multitasking, and time management skills
• Ability to position multiple offerings from the Digital Workplace portfolio to the customer as a combined solution to the customer s business problems
• Experience and/or ability to sell Managed Services, and cross-sell business value add-ons and can up-sell to multiple attached add-ons within add-on tiers
• Solid problem solving and consultative skills required
• Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel regarding positioning, sales and solutions
• Maintain and acquire sales- and technical certifications in the assigned area and maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; and participating in professional societies
• Maintain and report on the regional sales pipeline, and project status
• Proficient knowledge in SoftwareOne services, solutions, and products

What we need to see from you

• Experience in Security sales/presales
• Microsoft 365 Security Solutions knowledge (experience with other security solutions from other vendors is a plus)
• Possess working knowledge of general principles of Security Industry Standards (such as ISO, NIS2,
• Ability to communicate the value of the solution in terms of financial return, differentiating value and impact on customer technical and business goals
• Excellent Computer Skills; Word, Excel, outlook, MS Teams, etc.
• Entrepreneurial Mindset as we constantly challenge ourselves in our mindset, portfolio and services
• Ability to effectively manage multiple field sales resources and/or engagements
• Ability to work within tight timeframes
• Excellent written and verbal communication skills
• Open-minded, passion to learn and share, flexible thinker
• Motivated, approachable, and positive team influence
• English to business level