SMB Business Development Manager

This is a lead role responsible for developing and growing the SMB business through different initiatives, programs, and partnerships. The person is expected to work with different channel partners including telecommunication operators (Telco) to enable them to become SMB channel partners.

The individual will maintain partner account plans for sales growth, share complex information regarding the organization’s offerings, and foster strong partner relationships. The role handles intricate contract negotiations, tailors solutions to customer needs, and converts leads into joint sales activities while managing the sales funnel. The role recruits new partners and conducts training sessions to ensure effective representation of the organization.

Responsibilities

• Lead sales plans across the organization involving multiple teams and disciplines.
• Develop and execute strategies to create and grow business through telco and other channel partnerships.
• Serve as the expert to the partners for advanced information regarding the organization’s offerings, promotions, and configuration.
• Build strong relationships with telco operators and stakeholders at various organizational levels, including senior executives, to strengthen collaboration and align business goals.
• Handle contract negotiations and manage terms and conditions to ensure they meet both partner and organization expectations.
• Collaborate with partners to tailor solutions that meet specific customer needs, including customization of products and services to align with client requirements.
• Collaborate with seniors to develop and maintain partner account plans to promote sales growth.
• Identify new partners that align with the organization's strategic objectives and foster their integration into the sales ecosystem.
• Transform potential leads into joint sales activities with partners while managing the organization’s sales funnel.
• Work with a team of sales professionals to achieve assigned quotas while engaging in transactional and relationship selling in adherence to legal requirements.
• Conduct training sessions for partners on the latest products, services, and industry trends, empowering them to effectively represent the organization to clients.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, IT or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 4-7 years of work experience, preferably in enterprise selling, channel & alliance, or a related field.
• Relevant experience in developing business through telco partnerships and the ability to connect and discuss at high levels.

Knowledge & Skills

• Account Management
• Business Development
• Business Planning
• Business To Business
• Channel Sales
• Customer Relationship Management
• Market Share
• Marketing
• Merchandising
• Outside Sales
• Product Knowledge
• Sales Management
• Sales Process
• Sales Prospecting
• Sales Strategy
• Sales Territory Management
• Salesforce
• Selling Techniques
• Value Propositions

Cross-Org Skills

• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Impact & Scope

• Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.

Complexity

• Responds to moderately complex issues within established guidelines.

Disclaimer

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.