Business Development Manager

Black Box; City of Melbourne; On-site; AUD 150,000 - 210,000; Full time

Job summary

Black Box in Melbourne is seeking a seasoned sales professional to acquire new clients and own RFQ/RFI/RFP responses. You will develop quotes with the Solutions team, manage key accounts and renewals, and drive client value through roadmap sessions and demos.

You bring at least 6 years of quota-driven CX sales experience, strong negotiation and communication skills, and a solid understanding of CCaaS and cloud transformations. This role is office-based in Melbourne.

Qualifications

• Experience selling CX technologies including CCaaS and cloud transformation.
• Strong business acumen with CX industry knowledge.
• Knowledge of value-based selling principles.
• Ability to translate client needs into opportunities for Black Box.
• Excellent communication and negotiation skills.
• Ability to manage multiple priorities in a fast-paced environment.
• 6+ years’ sales experience with quota attainment.
• Bachelor’s degree in business, marketing and/or IT preferred.

Responsibilities

• Acquire new clients.
• Own and respond to RFQs, RFIs and RFPs.
• Develop quotes and proposals with Black Box Solutions team.
• Manage selected key accounts and renewals.
• Maintain active account plans and client relationships.
• Lead innovation and roadmap sessions with clients.
• Pitch solutions and services; drive value.
• Coordinate with Solutions and Innovation team for demos and discovery.
• Maintain Salesforce; keep opportunities up to date.
• Achieve revenue and gross margin targets.

Skills

Value-based selling

Relationship building

Negotiation

Consultative selling

Education

Bachelor’s degree

Tools

Salesforce

Job description

Job Description

Key Responsibilities of the role include;

• Acquiring new clients
• Owning, managing and responding to RFQ’s, RFI’s and RFP’s
• Developing quotes and proposals in conjunction with the Black Box Solutions team
• Managing selected key accounts
• Establishing and maintaining client relationships across all levels of the organisation
• Managing contract renewals for selected existing clients
• Development and maintaining an active account plan for key clients
• Running regular innovation and roadmap sessions with clients
• Pitching solutions and services
• Engaging the Solutions and Innovation team to assist with client demonstrations, discovery workshops, RFP responses, presales design, client roadmaps
• Selling value to avoid discounting
• Achieving and maintaining Vendor certifications
• Rigorous maintenance of Salesforce, ensuring that all opportunities are documented and up to date on a regular basis
• Achieving quarterly and annual Revenue and Gross Margin targets.

You will have the following skills and experience;

• Understanding of the business benefits delivered by integrated CX technologies, including Contact Centre, Contact Centre as a Service (CCaaS) platforms and cloud transformation solutions and their associated consulting, integration, professional services, and ongoing annuity support, and has experience in selling these solutions
• High level of business and commercial acumen with an in-depth knowledge of the CX industry (contact centre) and its current events
• Understanding of, and abides by, the principles and practices of strategic, value-based selling
• Identifies client needs and translates these into sales opportunities for Black Box
• Develops and maintains productive relationships with clients, prospective clients, consultants and vendor partners
• Exceptional interpersonal, presentation and negotiation skills to engage clients at all levels
• Excellent Communication skills – both written and oral
• The ability to handle pressure and meet tight deadlines
• Strong organisational skills and attention-to-detail with the ability to multi-task and prioritise well in a fast-paced, dynamic work environment
• 6+ years’ experience with proven track records of exceeding quota and key performance metrics.
• Qualification: Bachelor’s degree in business, marketing and/or IT preferred but not essential