Manager, Business Development var a 2 aconfig = a 2 aconfig || {}; a 2 aconfig.onclick = 1; Tracking Code. U 24-028 Job Location. Discovery Business Center 15211 Laguna Canyon Road, Irvine, California. Job Level. Choose One. Category. Marketing Position Type. Full-Time/ Regular. We are looking for dynamic, high-performing, and hands-on manager to oversee the day-to-day operations of our expanding Business Development team. The ideal candidate not only loves marketing but working with sales in a ... more details
Manager, Business Development
Tracking Code
U24-028
Job Location
Discovery Business Center 15211 Laguna Canyon Road, Irvine, California
Job Level
Choose One
Category
Marketing
Position Type
Full-Time/Regular
We are looking for dynamic, high-performing, and hands-on manager to oversee the day-to-day operations of our expanding Business Development team. The ideal candidate not only loves marketing but working with sales in a dynamic software industry helping customers around the world develop solutions for the automation journey from cognitive, AI-based solutions to robotics process automation. Business Development Reps (BDRs) are the front line of the sales process and spend their days generating new conversations and appointments in our most strategic accounts, markets and verticals. A successful manager of business development motivates the team, provides best practices, ensures the latest enablement, shares win stories and techniques, implements feedback quickly, has exceptional communication skills, loves the thrill of the hunt, and has a track record of exceeding targets. As the manager of business development, you will ensure BDRs are aligned with field and regional sales leadership to build a high quality pipeline and deliver on revenue goals.
Manage team of BDR to achieve or exceed team targets, including qualified monthly appointments, monthly deals in forecast, pipeline and annual revenue targets.
Engage with the team day-to-day to increase performance and provide consultative and individual coaching to effectively prospect into accounts and reach targets.
Focus on outcomes and impact by closely monitoring metrics (activities, conversion rates of leads to opportunities, opportunities to sales, and sales to close) with the aim to increase business development representative productivity, contribution to pipeline and bookings.
Work with sales leadership, Field marketing and ABM program manager to identify priority accounts and high-intent, buyer ready look alike accounts to increase focus and win rate for Business Development Representatives.
Build strong relationships and maintain ongoing communication with account executives and regional sales leadership to ensure proper service level agreements and alignment on opportunity quality
Meet with field marketing and BDRs to plan account and contact enrichment activities, ensure accurate tracking of activities, provide incentives against performance, and ensure campaigns and cadences are driving intended results.
Work with FM team to seek continuous improvement on Business Development lead management processes (e.g., lead prioritization, lead workflow, usage of fields, automation, etc.)
Provide input for BDR automation tools, campaign cadences, dashboards and reporting in collaboration with key stakeholders.
Hire and on-board new BDR team members.
Ensure proper adoption by team members of BDR technology stack. Build in-depth knowledge of our technology to better leverage our current tools and resolve issues promptly.
Identify and make recommendations for improvements around process, efficiency, skills and productivity of the Business Development team
Coordinate quarterly regional sales meetings to discuss business and sales reviews.
Demonstrate a clear understanding of Tungsten Automation portfolio as well as its positioning - the strengths and competitive advantages, the overall market and business drivers, the value proposition of the portfolio and the business value. Proactively continue to increase market knowledge.
Required Skills
You have a passion for building a quality pipeline for sales
You have an appetite for hiring, coaching, motivating and leading teams
You are committed to a high standard or integrity and work ethic
You are a people person that can build high-performing teams
You are proficient with management and reporting activities in SFDC
Required Experience
5-7 years of enterprise field sales and minimum of 3 years’ experience in a BDR leadership role
Experience selling software or IT solutions
Proven track record of goal achievement (as individual or manager), experience building and managing KPIs
Strong team player who inspires others around them, coaches individuals and builds highly motivated and successful teams
Excellent communication skills & dynamic presence.
Tungsten Automation is an Equal Opportunity Employer M/F/Disability/Vets
While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.
The base salary range for this role, across the US is $105,000 - $130,400. Your actual base pay within this range will be determined by your work location as well as skills, qualifications, experience, and relevant education/training. The range provided reflects only the base salary for the role and does not include benefits.
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