Cloud Business Development Specialist - Southeast

Summary:

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.


* This role will be covering the Southeast region.

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 competen...