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Communications Engineering - Augusta, GA

posted 4 days ago

Full-time - Mid Level
Augusta, GA
Computer and Electronic Product Manufacturing

About the position

The Business Development Manager (BDM) drives new logos into the assigned vertical at CEC. They have a target list of enterprise-level accounts assigned to them within their defined vertical with the goal of developing those prospects into new customers for CEC. The BDM utilizes the consultative selling model to determine an ROI for an account to switch to CEC for its security and communication technologies. The BDM attends industry trade events and has a deep understanding of their vertical so they can position themselves as an expert within the vertical. In the average year, the BDM brings in at least two new enterprise-level accounts and expands solutions to the accounts that have become customers at CEC.

Responsibilities

  • Moves New Enterprise Logos through the Sales Process: The BDM drives new presentations, assessments, and ROI analysis conversations in an effort to get an enterprise-level account to switch to CEC.
  • Prospects in the vertical: Actively seek out new sales opportunities through cold calling, networking and referral-based strategies. Utilizes consultative selling model to create new opportunities.
  • Marketing Collaboration: Works with the marketing team to develop strategic campaigns to support prospecting work in the assigned vertical.
  • Works closely with the Enterprise Account Manager to ensure great hand offs as a new logo comes into CEC.
  • Build strong customer relationships, personally and as a group. Understands customer's business and leverages technologies to assist in optimization.
  • Develop and submit comprehensive proposals based on individually or team assessed needs of potential clients.
  • Develop a deep understanding of the assigned vertical. Attend relevant trade shows, work with existing accounts to understand the challenges of the vertical, help to create solutions that meet the verticals demands.
  • Using a consultative selling approach to properly qualify and align the needs of the customer with the value of CEC services.
  • Presents the highest level of professionalism and passion through presentations, marketing material/events, quotes & proposals.
  • Develops and presents an action plan on all of their targeted enterprise prospects to their Sales Director.
  • Promote the full CEC Experience to provide the maximum value to our customers.
  • Interact with a vast amount of accounts and contacts each week and document those interactions through SalesForce.
  • After bringing in a new logo, work with the Enterprise Account Manager to develop a five-year road map for technology within the account.
  • Other duties as assigned.

Requirements

  • High school graduate
  • At least three years of successful sales experience in enterprise sales
  • History of leadership in sports, civic clubs, or academic organizations.

Nice-to-haves

  • Technology Sales Background
  • Managed Services background
  • Knowledge of specific challenges within the assigned vertical
  • At least 3 years of selling in the assigned vertical
  • History of managing a sales cycle in excess of one year.
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