Lume has an exciting opportunity for a Manager of Business Development at our Corporate office in Williamsville.
Responsible for developing and growing the SMB space by identifying companies that will benefit from Aleron IT Innovations offerings. This position will initiate the sales process for our IT Services Program and develop relationships with companies that result in new customer relationships as well as deeper and wider relations within existing Aleron portfolio clients. The primary focus will be to target, develop, and close high-value clients across the small to medium sized business space. Identify and establish key relationships with high level decision makers in information technology, procurement, finance and operations, initiating the discovery process of their business needs and maintaining a pipeline of qualified, prospective clients that ultimately leads to new business for the company.
Essential Duties and Responsibilities:
Working with the CIO, and Information Technology team to assist in the expansion of Aleron IT Innovations services offerings across customer base and drive strategic sales initiatives;Assess the business needs of C-level decision makers and effectively communicate the benefits our solutions- provide via in-person meetings, formal presentations and other communication channels;Drive new client development via market research, cold call prospecting, lead generation and consistent sales activities with a focus on complex sales opportunities;Partner with internal executive leaders to create alignment with their strategies and goals;Utilizing a consultative sales approach, develop creative solutions for clientele, demonstrating knowledge of industry and exceptional presentation, leadership and teaching and training skills to enable clientele to envision a new way to solve their business issues and concerns;Build and develop a high-performing Business Development strategy by establishing a professional, positive and supportive environment which creates accountability and quality outcomes;Partner with internal subject matter experts to ensure alignment of and achievement of business goals;Contribute to the overall strategic goals through thought leadership, collaboration and personal contributions;Develop and maintain a prospective customer pipeline within a targeted IT outsourcing spend category;Consistently move prospective customers through the sales cycle via organized follow up and sales activity;Meet monthly sales activity targets including cold calls, email marketing campaigns, appointments, proposal creation and targeted networking events;Attend industry conferences and lead pre- and post-conference sales and marketing efforts;Work closely with the Communications team on proposal and sales material creation, white papers and RFI and RFP responses;Work closely with the Communications team on joint sales and marketing initiatives such as email campaigns, media opportunities and social media to increase our brand and name recognition;Participate in pricing decisions and evaluate the operational and financial aspects of new business opportunities;Provide ongoing account management for new and existing customers to include client entertainment, participation in quarterly business reviews, expansion opportunities and serving as the POC for escalation as needed;Actively participate in networking opportunities to assist in identifying and seizing opportunities to develop new business;Promote company’s corporate image through participation in business organizations, community activities and customer relations; Maintain and submit timely Sales and Expense Reports in relation to various sales and customer contact activities;Tracking all leads through the process in the CRM application.
Required Skills / Qualifications: Bachelor of Science degree;8 years of success in business development, preferably with some expertise selling in a highly consultative environment into information technology departments and the C-Suite, with a robust network of key contacts.A valid driver’s license, a good driving record, and a serviceable vehicle suitable for business transportation;
Demonstrable familiarity with digital metrics;Demonstrable in-depth knowledge of integrated marketing and digital disciplines (including audience identification and analysis, targeting, experience design, digital production, and online analytics;Strong technical aptitude, and willingness to continuously learn;Strong passion for client engagement, building key strategic relationships with C level executives as well as other strategic relationships in order to build revenue across all business lines, programs and services;Experience working effectively with cross-enterprise teams and managing business relationship with external partners and third party providers, and negotiating and structuring creative solutions;Proficiency in MS Word, Excel and PowerPoint;Strong interpersonal skills, excellent written and verbal communication abilities, and present a positive and proffesional image.
Preferred Skills / Qualifications:
Upon offer of employment, candidate will be subject to a pre-employment screening process.
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EEO Employer - Minorities / Females / Disabled / Veterans / Sexual Orientation / Gender Identity.