ScanSource has a great opportunity available for a Cloud BD Specialist that enjoys and excels helping clients go through transformation and develop new practices in high value business. If you have a successful track record helping organizations navigate their SaaS journey, this opportunity is a great chance to excel at what you love doing. If you look forward to helping your clients cut through short-term challenges to attain long-term goals, becoming a Business Development Specialist is your next great career move.
Essential Job Duties:
Define sales strategies and act to generate long term and short-term customer success and business results.
Exceed quarterly sales targets by primarily selling SaaS solutions.
Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
Pipeline development through a combination of cold calling, email campaigns and market sector knowledge/intelligence. Adequate pipeline to ensure over-achievement within the designated territory.
Engage with prospect organizations to position products through value-based selling, business case definition, ROI analysis, references and analyst data.
Manage the end to end sales process through engagement of appropriate resources including sales engineers, senior executives and partners.
Periodic update of the sales reporting and pipeline reports including hosting of Quarterly Business Reviews (QBRs). This includes accurate monthly forecasting and booking delivery.
Continuous improvement in self-research, learning and readiness on the new product offerings.
Working closely with services and Azure customers to ensure they are gaining high value from their investments.
Reporting Relationships:
Direct supervision given from Manager or Director, Supplier Business Development or VP, Supplier Services
Daily contact with supplier(s) representatives, sales reps, and ScanSource management
Will occasionally make presentations to supplier(s), customers and ScanSource Senior Management
Requirements:
2+ years applicable technical sales experience selling public cloud solutions or services with an emphasis on SaaS. Previous sales experience with Microsoft or competitive vendor in cloud services strongly preferred.
Successful track record of new business sales, with the ability to prove consistent over achievement against targets.
Ability to build reciprocal relationships with different parts of the business, partners and customers and identifies synergies across lines of business (LOBs) and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CxO.
Solid understanding of the IT industry, cloud landscape, collaboration and security market.
Strong competency in building value proposition and positioning strong proposals
Strong interpersonal skills with proven ability to communicate across all levels and effectively adapts to varied situations.
Be creative with strong problem-solving skills and the ability to adapt and succeed in a fast-paced
Proven ability to work well as part of an extended sales team and travel as sales engagements require.
Preferred:
Four-year degree from an accredited college or university; preferably in business or management
Prior sales or account management experience
Supplier certification(s)
Salesforce.com experience
Physical Requirements:
Ability to sit a computer terminal for long periods of time
Ability to be physically in attendance at workstation at designated company office location or remote location during normal business hours designated for the position
Ability to travel up to 30% of the time
Ability to lift 20 pounds
Compensation:
Base Range : $60,000 - $67,500 and total compensation range $80,000 - $90,000
Actual annual salary offered to a candidate will be based on a number of variables including work experience, education and skills/ achievements, and will be mutually agreed upon at the time of offer.
For non-sales roles and sales roles with a variable component, total compensation reflects both a base salary and variable targets.
While we're committed to providing top-tier solutions, we're just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, and a 401(k) plan with matching provision. Outside of CA, ScanSource grants 128 hours of paid time off (PTO) each calendar year (prorated for date of hire). In the state of CA, employees accrue a set number of hours each pay period equaling the same 128 hours of PTO. ScanSource also celebrates 8 paid company holidays.
