SHI International
Business Development Manager - EUC Evaluation Programs
SHI International, Somerset, New Jersey, us, 08875
Job SummaryA Presales Business Development Manager primarily focuses on developing overall growth of business for a specific OEM Original Equipment Manufacturer Partner or a category of business or service. This position will drive success for our sales teams, our partners, and our customers as well as establish target initiatives and develop new opportunities to grow our business.
The EUC Evaluation Programs Business Development Manager will drive sales and customer adoption of SHI's Workspace Builder platform, the Workspace Demo Depot platform, the UC Hub, and similar managed EUC demo platforms.
The Business Development Manager will develop solid business relationships with the various decision-makers and influencers at all levels at each target account.
The Presales Business Development Manager will provide sales support including creating strategic programs, spiffs, campaigns, creating and delivering trainings, account mapping and monitoring opportunities and deals. The Business Development Manager is also the face of the brand in their segment, representing his/her Partner(s) to company leadership, customers, and while attending industry events.
This individual will report into the Director of Emerging Partners for EUC.
About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.
Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next.
But the heartbeat of SHI is our employees – all 6,000 of them.
If you join our team, you’ll enjoy:
Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
Continuous professional growth and leadership opportunities.
Health, wellness, and financial benefits to offer peace of mind to you and your family.
World-class facilities and the technology you need to thrive – in our offices or yours.
ResponsibilitiesInclude, but not limited to:
Proactively drive utilization of the Workspace Builder, Workspace Demo Depot, and UC Hub
Drive revenue and GM growth for the partners participating in these programs
Drive OEM partner participation / subscription in the Workspace Builder and UC Hub
Drive customer adoption of the customer-facing version of the Workspace Builder
Develop and distribute sales trainings and enablement materials
Solicit and incorporate sales feedback and work with the development team to improve the utility of these tools
Work with PPSS Managers and Partner Marketing to ensure proper MDF allocation for these programs
Provide data analytics on OEM performance and offer guidance to OEM’s on how to maximize ROI on their participation
Work with PPSS Specialists to ensure products are properly added, categorized, and refreshed
Work with PPSS BDM's to ensure Eval sites are incorporated into sales motions, and partner engagement strategy
Develop and implement monetization strategies for the customer version of the Workspace Builder
Coordinate with 3rd party developers on site performance, features, utilization, and billing
Assist Sales Reps with product support, program information, configurations, and competitive Partner(s) advantages for pending opportunities
Develop overall business growth for the specific OEM Original Equipment Manufacturer Partner, category of business or service
Monitor opportunities and deals associated with these programs
Work to build awareness of these programs within the company’s sales organization
Manage and report on a sales pipeline
Work closely with Partner(s) to align on program goals and initiatives
Lead Partner(s) customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build participation
Analyze raw data and draw out key trends and observations supported by relevant data points
Lead conversations with Regional Directors to determine issues holding the programs back from success, and work with them to resolve those issues
Qualifications
Bachelor’s degree or relevant work experience
2 years in a Sales/Partner/Vendor Support role
Required Skills
Ability to work to build awareness of partners programs within the sales organization
Ability to manage and report on a sales pipeline
Ability to educate and train the sales force on the tools, products and programs available from Partner(s)
Ability to creatively develop programs, campaigns, initiatives, and collateral to further develop brand awareness and increase
Ability to confidently lead Partner(s) customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build new business
Ability to take a proactive approach in developing and foster relationships
Ability to lead conversations with management and other teams to determine issues and resolving those issues
Ability to coordinate sales training
Ability to create & maintain training decks and presentations
Ability to keep excellent performance reviews
Ability to be a confident leader
Strong understanding of the company structure and Sales Force and business acumen
Strong analytical, sales and marketing skills
Strong understanding of IT EUC Hardware
Ability to analyze raw data and draw out key trends and observations supported by relevant data points
Ability to be an excellent teammate
Ability to work within a high-energy sales environment and have a desire to work in collaboration manner across another team.
Exceptional communication, presentation, and influence skills—both written and verbal
Excellent time management and organizational skills
Skilled in Outlook, Excel, PowerPoint, Business Intelligence, and Customer Resource Management
Ability to work well both independently and in team environment
Ability to understand and embrace the company story and Core Values
Unique Requirements
Travel required up to 15% of to attend trainings, partner events, etc.
Extended hours are occasionally required to complete some projects
Additional Information
The estimated annual pay range for this position is $45,000 - $95,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
The EUC Evaluation Programs Business Development Manager will drive sales and customer adoption of SHI's Workspace Builder platform, the Workspace Demo Depot platform, the UC Hub, and similar managed EUC demo platforms.
The Business Development Manager will develop solid business relationships with the various decision-makers and influencers at all levels at each target account.
The Presales Business Development Manager will provide sales support including creating strategic programs, spiffs, campaigns, creating and delivering trainings, account mapping and monitoring opportunities and deals. The Business Development Manager is also the face of the brand in their segment, representing his/her Partner(s) to company leadership, customers, and while attending industry events.
This individual will report into the Director of Emerging Partners for EUC.
About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.
Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next.
But the heartbeat of SHI is our employees – all 6,000 of them.
If you join our team, you’ll enjoy:
Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
Continuous professional growth and leadership opportunities.
Health, wellness, and financial benefits to offer peace of mind to you and your family.
World-class facilities and the technology you need to thrive – in our offices or yours.
ResponsibilitiesInclude, but not limited to:
Proactively drive utilization of the Workspace Builder, Workspace Demo Depot, and UC Hub
Drive revenue and GM growth for the partners participating in these programs
Drive OEM partner participation / subscription in the Workspace Builder and UC Hub
Drive customer adoption of the customer-facing version of the Workspace Builder
Develop and distribute sales trainings and enablement materials
Solicit and incorporate sales feedback and work with the development team to improve the utility of these tools
Work with PPSS Managers and Partner Marketing to ensure proper MDF allocation for these programs
Provide data analytics on OEM performance and offer guidance to OEM’s on how to maximize ROI on their participation
Work with PPSS Specialists to ensure products are properly added, categorized, and refreshed
Work with PPSS BDM's to ensure Eval sites are incorporated into sales motions, and partner engagement strategy
Develop and implement monetization strategies for the customer version of the Workspace Builder
Coordinate with 3rd party developers on site performance, features, utilization, and billing
Assist Sales Reps with product support, program information, configurations, and competitive Partner(s) advantages for pending opportunities
Develop overall business growth for the specific OEM Original Equipment Manufacturer Partner, category of business or service
Monitor opportunities and deals associated with these programs
Work to build awareness of these programs within the company’s sales organization
Manage and report on a sales pipeline
Work closely with Partner(s) to align on program goals and initiatives
Lead Partner(s) customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build participation
Analyze raw data and draw out key trends and observations supported by relevant data points
Lead conversations with Regional Directors to determine issues holding the programs back from success, and work with them to resolve those issues
Qualifications
Bachelor’s degree or relevant work experience
2 years in a Sales/Partner/Vendor Support role
Required Skills
Ability to work to build awareness of partners programs within the sales organization
Ability to manage and report on a sales pipeline
Ability to educate and train the sales force on the tools, products and programs available from Partner(s)
Ability to creatively develop programs, campaigns, initiatives, and collateral to further develop brand awareness and increase
Ability to confidently lead Partner(s) customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build new business
Ability to take a proactive approach in developing and foster relationships
Ability to lead conversations with management and other teams to determine issues and resolving those issues
Ability to coordinate sales training
Ability to create & maintain training decks and presentations
Ability to keep excellent performance reviews
Ability to be a confident leader
Strong understanding of the company structure and Sales Force and business acumen
Strong analytical, sales and marketing skills
Strong understanding of IT EUC Hardware
Ability to analyze raw data and draw out key trends and observations supported by relevant data points
Ability to be an excellent teammate
Ability to work within a high-energy sales environment and have a desire to work in collaboration manner across another team.
Exceptional communication, presentation, and influence skills—both written and verbal
Excellent time management and organizational skills
Skilled in Outlook, Excel, PowerPoint, Business Intelligence, and Customer Resource Management
Ability to work well both independently and in team environment
Ability to understand and embrace the company story and Core Values
Unique Requirements
Travel required up to 15% of to attend trainings, partner events, etc.
Extended hours are occasionally required to complete some projects
Additional Information
The estimated annual pay range for this position is $45,000 - $95,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
Equal Employment Opportunity – M/F/Disability/Protected Veteran Status