Business Development Manager / Sales Executive - IT Systems

Job Title: Business Development Manager Location: Edinburgh based with regular travel Salary: Competitive plus Bonus The company is an international IT Service Management software company headquartered in Edinburgh, United Kingdom with offices across Europe, North America and Asia Pacific and has strategic partnerships worldwide. The company develops, sells, implements and supports a high-value, top tier Enterprise Service Management solution to large blue-chip organizations and to the public sector worldwide. Job Purpose: Target and close new customer opportunities in focused market space. Achieve revenue targets from assigned territory or set of accounts Differentiate the company in the ITSM market through personal experience and the application of sales technique\process guidance given by sales leadership. Provide excellent level of service to customer through sales cycle and oversee the transition of these customers to recognition of value via solution delivery. Key Responsibilities: Proactively identify target accounts in assigned territory using market data and industry intelligence. Work with other sales resources to gain access to target accounts and identify sales opportunities that can be addressed by the company. Present the company's vales and positioning of solution in customer relevant and competitor differentiated manner Working with solution consulting resources build understanding of customer pain points, requirements and potential value that can be delivered by the company. Deliver a compelling business case to customer detailing the solution benefits, roadmap to value and reasons to buy immediately from the company. Coordinate resources to allow the customer to evaluate the company's solutions through customer \ business relevant assyst demonstrations and positioning of other offerings. Provide timely forecasts of revenues using the CRM tool. Use Account and Opportunity Management processes to ensure that all avenues and activities are being covered to move deal to closure. Report to sales manager providing relevant information relating to deal progress that can be presented up the management chain. Represent the company in market place meeting with customers and supporting marketing initiatives to build pipeline. Collaborate with other sales team members to be innovative in selling approach for the company. Key Requirements: Proven track record in business software applications sales Knowledge of ITSM market and needs of customers Sales Process understanding having using SPIN, TAS, Miller Heiman, Getting to YES or similar best practice methods. Solution selling experience including delivering revenues from license and services combined offerings. Ability to discuss complex software concepts and product capabilities in business relevant manner Competence developing and delivering presentations to large and diverse audiences Skilled in negotiation techniques and commercial understanding of contractual considerations of a software vendor similar to the company. Strong customer interactions skills to be credible and trusted in sales cycle Well organized, self-motivated and driven by success both personal and for the company. Works on own initiative without constant supervision Expert communicator, with extremely well developed skills in listening, building rapport, presenting and producing written communications Ability to develop a strong business case and quality proposal to convince customer to purchase. Technical and solution architecture understanding Sales success working in an IT focused software company Comfortable collaborating with channel partners to deliver sales and implementation services. Please click the APPLY button to send your CV and Cover Letter for this role. Candidates with the relevant experience or job titles of; Business Development Manager, Key Account Manager, Sales Development Manager, BDM, Textile Sales, National Business Development Manager, Business Development Leader, Senior Account Manager, Business Development Manager, Internal Sales Manager, Business Development Leader, Senior Sales Executive, Sales Consultant, Key Account Manager, Sales Agent, Field Sales, Senior Sales, Commercial Sales, Key Sales, Regional Sales, Sales Professional, Senior Account Manager may also be considered for this role.