ICT Business Development Manager – Managed Services

ICT - Business Development Manager  Position - Melbourne

My client helps customers to align business processes and information communication and technology (ICT) systems with a company's business goals. They are flexible by providing whole of business managed services and solutions. They can work with their clients existing environment or offer a standardised service to enable their business to remain focused on the key business goals.
Working with their customers, they can offer a fully integrated range of services and solutions. Our experience and expertise has earned them top tier partner status and accreditations with many of the world’s leading technology companies, so they can provide outstanding specialist solution, product advice and service.
This role is responsible for driving Managed Services revenues by identifying, qualifying and closing Medium to large Managed Services transactions. The role's territory will focus on the Southern Regional Market, or as otherwise directed on occasion by Management.
Responsibilities include:
- Developing specific and targeted prospecting campaigns, identifying suitable Customers, developing a strategic Customer acquistion plans, delivering Managed Services proposals and ultimatley executing managed services transactions.
- Identifying potential Managed Services opportunities, working with Account Managers, Customers and driving potential business to a successful close.
- Selling their Managed Services by fully leveraging the capacity of the Network Operations Centre, National Support Centre and various state based Data and DR Centres.
- Taking full responsibility for proposal writing, using appropriate national resources, in a virtual team environment, to assist in developing proposal content.
- Work closely with other Account Managers where more than one selective sourcing opportunity is being pitched or where the total monthly dollar value of a managed service transaction is greater than $15,000.
- Develop Strategic Account Plans for each potential managed service customer.
- Develop a strategic sales campaign, driving the sales process from account identification through completion of the sales cycle.
- Adopt a stringent sales qualification process
- Effectively manage the regional managed services pipeline ensuing accurate account forecasting.
Create a number of Managed Services awareness initiatives to targeted verticals (Legal, Finance, etc), in conjunction with Marketing and Communications.


The successful applicant will have: at least five (5) years experience and a proven track record in selling complex infrastructure and/or managed application outsourced services solutions.
The successful applicant will be a strong 'hunter', spending much of their time directed at new business.

SKILLS AND KNOWLEDGE
Essential
- Proven ability to identify 'C level' decision makers; ability to initiate and develop successful strategic customer relationships directly tied to business and industry needs.
- Proven track record in the selling of 'intangibles' and managed services (hosted application or infrastructure).
- Strong track record of accomplishment, yet have a flexibility and willingness to try new sales methods, processes, combined with a thirst for continued learning and education.
- Strong presentation and listening skills
- Exceptional set of written and verbal communication skills combined with strong presence.
- Attention to detail, a clear understanding of the customers pain/problems and the ability to articulate solutions are essential for this role.
- Self-motivated and goal oriented with a strong history of setting and achieving goals that may change as the organisation and industry change.
- Want a collaborative relationship with sales team and be open to playing a participative role in their sales function to include assuming the lead on sales initiatives.

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