Would you like join our team? Etcetera Edutainment is always looking for creative and talented individuals to become a part of our growing company. Interested parties should send electronic copies of their resumes to: careers@etcedu.com.

Business Development Manager

Essential Job Functions

• Manage the entire sales cycle from start to finish for delivery of all products and services.
• Initiate and develop strategic business relationships with Fortune 500 clients including key decision-makers and influencers throughout each organization.
• Identify, evaluate, qualify and close business opportunities within assigned channels/ clients.
• Deliver profitable revenue to meet/exceed short and long term company and personal targets.
• Develop and deliver business growth plans for existing and new channels/clients to support the company’s long term strategic vision and business requirements.
• Interface with internal stakeholders providing the “voice of the customer” to integrate into strategies and plans.

Additional Duties and Responsibilities

• Maintain, document and share deep understanding of each client including their business, organization, key personnel, culture and challenges; develop compelling value propositions and rationale for action.
• Obtain, coordinate, lead and follow through on customer meetings/demonstrations effectively promoting the company’s capabilities, products and services.
• Lead major, complex client projects that increase the strategic value of the company and its products and services including coordination of all internal departments and resources.
• Convert transactional business relationships into strategic business partnerships with recurring revenue.
• Understand and translate the clients' requirements, challenges, culture and environment internally within the company.
• Work closely with marketing/product management and other internal resources to manage the sales process and ensure a very high level of client satisfaction.
• Remain highly informed of and regularly expand knowledge on forums, opportunities and competitors relevant to clients and potential clients that could impact business development.
• Ensure expertise in technology relevant to the position and products; proactively use most current technology to further teamwork, client service and efficiency.
• Consistently and accurately forecast monthly and annual revenue.
• Maintain lead, account, and opportunity updates in CRM system.
• Produce regular lead, account, and opportunity reviews in conjunction with Sales & Marketing leadership.
• Participate in trade shows and represent company at client and channel events.
• Craft effective and persuasive business correspondence, presentations and proposals.
• Manage and negotiate standard business agreements (non-disclosure, master services, scopes of work, contracts, etc.) with limited direction and oversight.
• Focus on 100% client satisfaction, driving reference-able accounts and advocates.
• Leads and delivers additional business development opportunities as assigned.

Education

• Bachelor's degree in business administration, computer science or related field
• MBA a plus

Experience

• 7+ years of overall sales and business development experience with Fortune 500 clients.
• 3+ years of consultative selling of enterprise-based software products and/or related IT services
• Successful sales experience into one or more of the following channels is required; existing industry relationships are a strong plus:
  • Industrial manufacturing
  • Environmental Health & Safety
  • Medical devices
  • Corporate training/LMS

Qualifications

• Consistent track record of meeting and exceeding annual targets
• Experience working in large as well as small corporate environments; early stage company experience strongly preferred
• Track record of developing customer sponsors, identifying influencers and decision makers; navigating and leveraging into sales success
• Successful experience selling to a broad spectrum of decision-makers including "C" level executives, functional leaders and operational managers in Fortune 5000 companies
• Independent self-starter that balances initiative with team orientation and cooperation
• Ability to thrive in a dynamic and fast moving, “white space” environment where the company offerings are novel and disruptive
• Leadership skills and bandwidth to advance to increasing levels of responsibility over the next 2-3 years
• Excellent verbal and written communication skills with presentation “gravitas”
• Excellent project and time management skills with proven track record of managing heavy workload, prioritizing responsibilities and delivering exemplary customer service
• Must be willing and able to "roll up the sleeves" and handle any aspect (from administrative to strategic) of the task at hand to accomplish the job
• Understand deal financials, terms and conditions and be experienced in managing and negotiating business agreements with clients
• Prior people management experience a plus
• Willingness to travel overnight up to 40-50%

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