Business Development Manager

Job Role: Business Development Manager - US

Vertical: ERP (Solutions Selling)

Job description:

Merino Consulting Services is a global leader in IT consulting and enterprise software solutions, with a presence in over 44 countries and 6 global offices. For more than 20 years, we have been delivering intelligently simple, high-quality, and advanced enterprise solutions that empower organizations across industries to work better, smarter, and faster.

We specialize in helping businesses of all sizes navigate complex challenges in their digital transformation journey, offering cutting-edge technologies, proven methodologies, and a client-first approach that ensures measurable results every time.

Merino at a Glance:

• 410 Enterprise Customers
• 350 Expert Consultants
• 44 Countries Project Experience
• 35 Cloud Implementations across 107 Sites
• ISO 9001:2015 & ISO 27001:2013 | CMMI Level 3 Certified

Job Description:

Must have a minimum of 07 years of ERP Solution Selling experience.

Essential Requirements:

• Must have 7 years of Sales career, out of that 3 years of experience in relevant ERP Solution selling.
• In Business Development and Account Management with at least 7 years of experience in selling Enterprise Product & services or equivalent IT solutions like Infor, SAP, CRM, EAM, Application Managed Services (AMS), Analytics, Technology, and Integration areas.
• Managing relationships for mid/ large-sized Accounts and large System Integrators.
• Responsible for New Business Development and works closely with cross-functional sales/ support teams, taking optimum advantage of all appropriate resources.
• Coordinate and manage the entire sales lifecycle from opportunity identification to deal closure.
• Acts as a source of knowledge and guidance for the opportunity regarding pricing, model, and competition. Analyzes alternative business development approaches and strategies.
• Drive execution of go-to-market plans for ERP/EAM/CRM/Technology/ Product & Services sales for the NA market.
• High degree of client management skills and ability to articulate company vision to client's top management.
• Should have experience working in the North American Market as a FRONT SALES resource selling IT Services.
• Open to travel within the US (all states) as and when required needed.
• The ideal candidate will possess both a business background that will enable him/her to drive an engagement and interact at CXO/VP levels, as well as a Manufacturing Industry domain knowledge.
• Should be able to identify opportunities and open doors with customers or provide solutions/service offerings in ERP, EAM, Application Managed Services (AMS), Analytics, Technology, and Integration areas.
• Work closely with Marketing, Pre-Sales, and back-end teams to refine value propositions based on market and industry intelligence in Enterprise Domain.
• Help drive the business through industry vertical and domain-specific Go-to-Market strategy.
• Creating an opportunity pipeline that is 3X to 5X of the expected sales quota in the financial year (depending on revenue conversion potential within the financial year).

Primary Responsibilities:

• High initiative, resilience, and a “hunter mentality”—driven by results, self-motivated, and resourceful Building and maintaining a strong sales pipeline
• Acquire Net New Business as a Hunter by creating leads and opportunities.
• Effectively Drive Sales in achieving Monthly, Quarterly, and Annual Sales Quota (Targets).
• Growth of existing accounts and acquisition of new business in the US region for Clients.
• Responsible for identifying opportunities and managing mid-size/large deals in our areas of focus through interactions with key client personnel, alliances, and internal stakeholders to ensure closure.
• Key Account Management including ring-fencing and business growth strategies for allocated installed base accounts.
• Generating and pursuing leads through networking, cold calling, and attending industry events.
• Preparing and negotiating sales proposals and contracts, ensuring compliance with company policies and applicable regulations.
• Act as an Individual contributor carrying Opportunity and Individual Order booking Quota/Target.
• Ensure the sales-qualified BANT criteria is met for every opportunity added to the sales funnel (pipeline).
• Should have skills to make CXO-level customer presentations.
• Work closely with Pre-Sales and Marketing including advice on Marketing campaigns, Webinars, etc.
• Qualifying and pursuing potential opportunities from lead generation up to closure following the complete sales lifecycle.
• Using Company’s CRM and other MIS systems for recording all Market, Account, and Client information and effectively running the Sales cycle, thereby also ensuring transparency and visibility to immediate Supervisor and other business heads.
• Building strong relationships at the CXO level and at the mid-management level in an Account across various divisions and levels of hierarchy.
• Creation of effective Go-To-Market Plan and Territory Plan leading to viable and winnable leads and opportunities in new business.
• Management of Leads and Opportunity Pipeline/funnel and keep track of all ongoing leads and opportunities.
• Ensure that all Proposals (SOWs) are delivered on time to the customer after proper internal reviews and approvals and ensure internal company processes are adhered to.
• Co-ordinate and work effectively with other teams in the US and the back-office in India such as Pre-Sales, Solution Architecting, Project Management, Delivery teams, etc.