Business Development Executive

7 months ago

Sydney, Australia SoftwareOne Full time

Job Function: Field Sales The role:
A BDE is a solutioning expert against customer problems/ business needs. The BDE is responsible for accelerating time to value for our customers and supporting them in their cloud and digital transformation by aligning our solutions. Good technical understanding and the ability to transform our customers challenges into commercial solutions.

The BDE identifies, develops, and lands opportunities for defined portfolio elements in cooperation with Account Management. The BDE’s focus is new business with both new and existing customers.

For existing customers, the Sales cycle is started by the Account Management. New customers must be hunted by the BDE, but BDE’s always work in a team with the AM.

**Role and Responsibilities**
- Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s)
- Drive the entire Sales Cycle from initial Customer Engagement till Contract Closing for new customers. For existing customers, Sales Cycle is started by Account Manager
- Work with Account Managers to ensure that the overall account strategy and goals will be followed and achieved
- Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) in order to have meaningful and relevant conversations with customers and prospects
- Work with Pre-Sales Consultant / Technical Architects / Practice Leaders to ensure that we design the right solutions for our customers
- Owns the proposal and Statement of Work (SoW) overall and engages pre-sales consultant for more complex content related to the specific practice
- Provide feedback to Account Management on ways to decrease the Sales Cycle, enhance Sales, and improve company brand and reputation

What we need to see from you:

- **Existing full-time work rights in Australia**:

- ** Ability to commute to our office/visit clients either in **Sydney or Melbourne**.**:

- ** Min. 5 yrs of relevant experience in Australia.**

**Functional** Skills**

**Business Development-Advanced**

Improves organization's market positions and revenue growth through identifying and acquiring new clients and business opportunities.

**Value based Selling-Advanced**

Provides customers with a value-added perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility in front of the customer.

**Sales Methodology-Advanced**

Implements the organisation's philosophy or framework of selling services and solutions to customers. Understands how to approach each phase of the sales process.

**Cross-Selling-Advanced**

Encourages the purchase of an additional related product or service to an existing customer. Supplements or complements the purchase and provides additional benefit to the customer.

**Sales Platforms-Advanced**

Processes daily sales tasks using the SWO’s CRM and preferred sales platform. Keeps data like contacts, leads and opportunities updated, integrates colleagues in the sales process. Observes and updates the weekly forecast and checks daily bookings.

**Upselling-Advanced**

Encourages the purchase of a comparable higher-end version of what the customer intended to purchase.

**Sales Prospecting & Qualification-Advanced**

Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.

**Building commercials for customers-Expert**

Can build innovative commercial constructs while having a solid understanding of competitor rates and win price. Demonstrates a solid understanding of general business strategies, the concerns and challenges of leaders, customer acquisition and retention, and the financial metrics that matter to executives.

**Experience in selling hyperscaler’s-Skilled**

Understands differentiators of the major hyperscale platforms available to customers to run SAP, including GCP, AWS & Azure. Could be certified in the hyperscale platforms.

**Networked in the SAP ecosystem-Skilled**

Builds strong network in the SAP ecosystem to increase his/her visibility on market opportunities and uncover leads early. Takes a relationship-focused approach to each deal as an effective strategy for driving revenue.

**Funnel of opportunities-Expert**

Manages a funnel of opportunities to meet or exceed his sales target including managing pipeline on various horizons, investing in long-term big bets and building a good mix of leads in pipeline to increase predictability of sales closed.

**Sales Prospecting & Qualification-Skilled**

Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.

**Portfolio Knowledge - Subject Matter Expertise**

**Digital Workplace-Advanced**

Digital Workplace Services deliver deep technical and licensing knowledge base

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