Snr Spec: Business Dev

2 weeks ago

Centurion, Gauteng, South Africa BCXP Full time
Business unit, Department, Reporting
Business Unit
Digital Platform Solutions
Department

BDM
Reports To

Managing Executive:
Business Development & Dotted to MicroStrategy Channel Director
Grade
S4 Core Description

Responsible for driving and winning new business for the Business Intelligence line of DPS through the identification and evaluation of Sales opportunities, driving sales targets, new sales opportunities within existing and new accounts where BCX's DPS presence is not well established.

Sell MicroStrategy Business Intelligence software products and services to new and existing clients. Key Deliverables / Primary Functions

Participate in the sales management process by driving and owning sales opportunities from a technical perspective from opportunity identification throughout the BCX's sales process until the contract is signed and the client handed over to the delivery team.

Actively drive the lead generation and lead qualification process by proactively attending meetings with existing and potential clients to understand their technical and business challenges/requirements and demonstrate how a product/ solution set would be best fit to meet their requirements.

Provides presales technical / functional support to prospective clients and customers.

Implements entire life cycle of pre-sales / solution engineering activities including custom data engagements (CDEs) and proof-of-concept (POC) scenarios where customers or prospects evaluate in an on-premise or cloud development environment.

Supports off-site and/or on-site POC projects to address a customer's business matters
Drive the identification and the development of product/solution specific sales pipeline. Work with the account managers, other internal teams and the MTSR Team to develop the account specific sales pipeline.
Develops and delivers outstanding presentations and demonstrations that range from standard to custom demonstrations.

Effectively communicates with key IT and Business decision makers and influencers whether in a formal presentation or a casual conversation.

Develops expertise in MicroStrategy software and other required software within the BCX or customer environments through product training classes and unsupervised work assignments.

Arranges and conducts face-to-face client/customer meetings as necessary to support presales activities (e.g., discovery, requirements analysis, presentation/demonstration).
Ensures a solid understanding of business objectives associated with projects and/or programs to which he or she is assigned
Develops an awareness of the competitive landscape including key differentiators and competitive positioning
Confident even in tense or adversarial situations. Well prepared, themed value-based approach to all presentations.
Ensure compliance to all relevant internal and vendor/OEM's governance policies, frameworks, standards, processes, systems and tools.
7 years' experience in the complex consultative Business Development Manager, of which 2 years is at a senior level.

Incumbent must have proven business acumen and a successful track record of meeting sales targets, with experience in C-suite stakeholder engagement.

Specific specialisation of Digital related solution/ technical sales required.
Proven technical expert capabilities
Proven or demonstrably outstanding presentation skills
Proven ability of creating go-to-market solutions and delivering the value proposition of this to clients or prospective clients
Understanding of sales process and the ability to drive a sales cycle
Self-motivated and responsible in a position that grants autonomy
Ability to translate technical advantages into business benefits and solutions
Ability to articulate complex topics as business solutions to novice or technical audience
General knowledge of RDBMS, OLAP, client/server, and Web/Internet technologies
Or
If the highest qualification is grade 12, 9 years of experience of which at least 2 years on magement level Certifications Professional Memberships in Relevant Industry Business Development Association of Southern Africa Level of Engagement & Span of Control
Span of Control
None
Level of Engagement
Interact with similar levels, Chiefs and various stakeholders within and outside BCX Special Requirements / Employment Condition Valid Drivers license Required to travel locally and/or internationally Workplace / Physical Requirements Hybrid Remote Worker Revenue Generating Non-Billable

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