BDM Activated Intelligence - Mid Atlantic Region (Hybrid Role)

Industry Analysts, Inc.; Bloomfield (NJ); Hybrid; USD 70,000 - 80,000; Full time

Job summary

Atlantic Tomorrow's Office in Bloomfield, NJ, seeks a Business Development Manager to drive net-new revenue for Activated Intelligence offerings, including Data & Analytics, AI-enabled automation, and business applications. This hybrid role centers on identifying opportunities, engaging executives, and coordinating with internal teams to deliver business outcomes.

The role requires selling to C-level executives, building pipelines, and owning the full sales cycle with travel up to 35%.

Qualifications

• 3–5 years of B2B sales experience in technology, IT services, or business solutions.
• Proven success selling managed services and/or complex solution offerings.
• Demonstrated ability to sell to C-level executives and senior decision-makers.
• Strong business acumen linking technology to financial and operational outcomes.
• Experience running structured discovery and qualification frameworks.
• Experience quarterbacking multi-stakeholder engagements and owning the deal through close.
• Proficiency with CRM platforms (HubSpot).
• Excellent communication, presentation, and negotiation skills.
• Self-motivated, goal-oriented, quota-carrying mindset.

Responsibilities

• Prospect and develop net-new opportunities within target accounts and industries.
• Build and manage a qualified sales pipeline sufficient to achieve and exceed quota.
• Execute outbound activities including cold calling, email outreach, social selling, and networking.
• Schedule and lead first-time meetings with senior stakeholders and C-level executives.
• Conduct structured business discovery meetings with C-suite and senior leaders.
• Identify and articulate customer business objectives, risks, operational gaps, and growth initiatives.
• Translate technical offerings into clear business value and ROI aligned to executive personas.
• Position solutions as part of an integrated technology strategy rather than point solutions.
• Own the full sales cycle from discovery through proposal, negotiation, and close.
• Collaborate with internal technical and solution teams to design and present tailored solutions.
• Maintain accurate forecasting, opportunity tracking, and pipeline hygiene within CRM.
• Close for next steps consistently (assessments, workshops, proposals, executive reviews).
• Partner with marketing, solution architects, and service delivery teams to drive successful outcomes.
• Participate in account planning and pipeline review sessions.
• Provide market and customer feedback to leadership to influence go-to-market strategy.

Skills

C-level selling

Sales leadership

CRM proficiency

Forecasting

Negotiation

Communication

Tools

HubSpot CRM

Job description

BDM Activated Intelligence – Mid Atlantic Region (Hybrid Role)

Atlantic Tomorrow's Office Bloomfield NJ

Dealer: Atlantic Tomorrow's Office · Category: Service Technician · Location: Bloomfield NJ · Department: 24 Prof SVC Services · Posted: 2026-09-30

ABOUT ACTIVATED INTELLIGENCE

Activated Intelligence is Atlantic’s technology intelligence division, formed by uniting our Data, Analytics & AI practice with our Business Applications & Intelligent Automation practice. Intelligence without execution is insight that sits on a shelf; execution without intelligence is activity that misses the point. This division exists at the intersection: activating data, embedding AI, aligning business systems, and automating the workflows that turn organizational intelligence into competitive advantage. We are moving toward selling outcomes, not projects. Through our Managed Intelligence model, we are building a truly differentiated strategy and value proposition: one where clients do not simply receive a report and decide what to do next, but they enter a partnership guided along Atlantic’s Maturity Arc framework —where progression is designed in and value compounds over time. And we’ve traveled this arc ourselves: Atlantic activated its own data, governed its own AI adoption, and built the Managed Intelligence model from the inside out before ever bringing it to a client.

ROLE OVERVIEW

The Business Development Manager (BDM) is responsible for driving net-new revenue primarily through Atlantic’s Activated Intelligence offerings, including and broader portfolio, Data & Analytics, AI-enabled automation, and Business Applications. While this role is centered on Activated Intelligence, the BDM must also understand Atlantic’s broader technology portfolio — including Managed IT Services, Document Management, UCaaS, and Managed Print Services — well enough Rather than positioning these as stand‑alone products, the BDM connects them to identify adjacent client needs, surface business outcomes and advances qualified opportunities, and engage the right internal teams when those opportunities emerge.

ROLE LOGISTICS

• Reports To: Sales Director, Activated Intelligence
• Travel: 35% within assignment

COMPENSATION

• Competitive base salary ($70k – 80k) plus uncapped commission plan.
• The compensation plan is designed to reward performance across a multifaceted target structure that may include managed services, professional services, and SaaS/software solutions, with elevated commission rates intended to meaningfully reward higher-value solution selling and overperformance

KEY RESPONSIBILITIES

New Business Development

• Prospect and develop net-new opportunities within target accounts and industries.
• Build and manage a qualified sales pipeline sufficient to achieve and exceed quota.
• Execute outbound activities including cold calling, email outreach, social selling, and networking.
• Schedule and lead first-time meetings with senior stakeholders and C-level executives. Executive-Level Discovery & Solution Alignment
• Conduct structured business discovery meetings with C-suite and senior leaders (CEO, CFO, CIO, COO, CTO).
• Identify and articulate customer business objectives, risks, operational gaps, and growth initiatives.
• Translate technical offerings into clear business value and ROI aligned to executive personas.
• Position solutions as part of an integrated technology strategy rather than point solutions.

Sales Process & Opportunity Management

• Own the full sales cycle from discovery through proposal, negotiation, and close.
• Collaborate with internal technical and solution teams to design and present tailored solutions.
• Maintain accurate forecasting, opportunity tracking, and pipeline hygiene within CRM.
• Close for next steps consistently (assessments, workshops, proposals, executive reviews). Cross-Functional Collaboration
• Partner with marketing, solution architects, and service delivery teams to drive successful outcomes.
• Participate in account planning and pipeline review sessions.
• Provide market and customer feedback to leadership to influence go-to-market strategy.

EXPERIENCE & QUALIFICATIONS

• 3–5 years of B2B sales experience, preferably in technology, IT services, or business solutions.
• Proven success selling managed services and/or complex solution-based offerings.
• Demonstrated ability to sell to C-level executives and senior decision-makers.
• Strong business acumen with the ability to connect technology to financial and operational outcomes.
• Experience running structured discovery and qualification frameworks, with the discipline to qualify and prioritize opportunities within a defined ideal customer profile (ICP) and move efficiently to a validated business case.
• Experience quarterbacking multi-stakeholder engagements, bringing in SMEs and pre‑sales to shape the right solution while retaining ownership of the deal through close.
• Proficiency with CRM platforms (HubSpot).
• Excellent communication, presentation, and negotiation skills.
• Self‑motivated, goal‑oriented, and comfortable in a quota‑carrying role.

Preferred Experience

• Background selling business transformation services involving core business applications (CRM, ERP, data platforms) or similarly complex, multi‑stakeholder technology initiatives is a strong plus.
• Experience working in a multi‑solution or portfolio‑based sales environment.

Preferred Skills

• Familiarity with consultative selling methodologies (e.g., Miller Heiman, Challenger, SPIN).
• Revenue & Quota Attainment.
• 100%+ annual quota attainment (target over‑achievement encouraged).
• Net‑new revenue generated per quarter and annually.
• Average deal size growth year‑over‑year.

Pipeline & Activity Metrics

• Pipeline coverage of 3–5x quota at all times.
• Number of qualified discovery meetings with decision-makers per month.
• Conversion rate from discovery to proposal and proposal to close.
• Sales cycle length and close velocity.

Executive Engagement & Discovery Quality

• Percentage of opportunities with confirmed C-level involvement.
• Completion of documented business discovery for each qualified opportunity.
• Identification of clear business outcomes and success criteria in opportunities.
• Forecast accuracy within defined tolerance.
• CRM data accuracy and timely updates.
• Consistent advancement of opportunities to next defined sales stage.

BTA Disaster Grant Donation

BTA established the association’s Disaster Grant Program in 1992 to provide emergency financial support to BTA dealer members who have suffered a loss due to a natural disaster.