Business Development Manager, Enablement - Incubation

Axis Communications•Chelmsford, MA

2d•$165,000 - $180,000•Hybrid

About The Position

Axis is seeking a Business Development Manager, Enablement in the Americas. This role sits within the Incubation team and owns the enablement handoff from Incubation to the broader organization to understand, position, and sell emerging solutions and initiatives. The current focus is Business Intelligence and the scope will expand to include future topics such as Analytics, AI, Services and other new initiatives as they mature. In this role you’ll take complex topics and make them transferable and actionable with the growing Axis sales, partner and marketing organizations. You will credibly lead customer conversations, but your primary job is making the sales organization self-sufficient. The role is based in Chelmsford, MA. Remote consideration for candidates proximate to an international airport and willing to work Eastern Time Zone hours. Travel up to 50%, including internationally.

Requirements

Proven ability to take complex or unfamiliar topics and make them understandable and actionable for non-expert audiences
Strong presentation and facilitation skills focused on knowledge transfer, not just delivery
Ability to learn new domains quickly and enable others on them
Resiliency, a driver of change, self-motivated, flexible & adaptable
Builds strong relationships and credibility across internal teams, partners, and customers, and operates through trust and influence
Builds consensus across stakeholders with varying levels of familiarity with the subject matter
Strong written communication: can produce clear playbooks, one-pagers, and internal materials

Nice To Haves

Bachelor’s degree in computer science or related field
A minimum of 8+ years’ experience in business development or similar related experience
Security and/or IT industry commercialization, technical and product knowledge
Familiarity with data platforms, cloud services, analytics, or AI concepts
Experience enabling a salesforce or channel to sell new or unfamiliar solutions is strongly preferred
Physical security market experience valued

Responsibilities

Drive the enablement handoff for solutions and initiatives graduating from Incubation into the broader Axis organization: BI initially, expanding to new incubation areas in the future which may include new business models, sales methodologies, technologies, partnerships or other emerging areas
Develop messaging, training, playbooks, talk tracks, and tools that make new solution areas accessible and actionable
Design and deliver structured enablement programs for field sales, sales engineers and channel partners
Provide relevant and timely education and messaging to the industry via association involvement, tradeshow participation, thought leadership, public speaking and press engagements
Serve as internal resource and subject matter expert by supporting sales & marketing initiatives, educational services, demos, competitive intelligence, and then transition to the broader sales organization
Work with cross-functional teams to reduce or remove perceived hurdles for developing business
Define and report on enablement KPIs: adoption, pipeline sourced by enabled sellers, and time-to-self-sufficiency