Works directly with Account Managers and Sales Managers to identify sales opportunities in the practice area through book of business reviews
Develops focus accounts in practice area (eg. active accounts but under-penetrated or inactive/declining accounts)
Partners with sales and engages in customer calls to help identify, develop and close where applicable
Collaborates with vendor or partners inside and/or field team to jointly target specific accounts
Engages on and reviews deal registrations and manages open pipeline for additional opportunity to help close
Drives vendor or partner promotions and programs with the sales teams
Collaborates on business development and communicates with the sales teams
Strategizes with sales management on tactics for success related to growing the related business segment and practice area
Frequently dialogues with Account Managers and the sales management team on plan progress and strategies on tactics for success
Increases knowledge of technology in respective practice area, keeps abreast of changes, and maintains or achieves certifications for professional development
Attends applicable industry and manufacturer training
Achieves vendor certifications through online or onsite training
Assists in the creation and presentation of technical training to our selling organizations
Coaches Account Managers on practice area technologies.
Performs all other duties or special projects as assigned.

24 months in Business Development Specialist role (BDS)
100% cumulative revenue goal in the last 12 months in the BDS role
Recommendation for promotion by direct manager
Proficient use of Microsoft Excel, Cisco WebEx and relevant internal business systems
IT aptitude with strong desire to continually learn and apply latest technologies
Fully competent knowledge of vendor specific technology
Fully competent knowledge of respective practice area technologies and related product solutions
High aptitude to stay current and train on related technology areas
Fully proficient account planning skills with experience in up-sell and cross-sell strategies
Proven experience managing projects and delivering expectations, both internally and with clients
Action oriented with strong executional skills
Strong interpersonal and proactive communication skills with ability to collaborate with Account Managers and to engage customers
Highly self-motivated and results-driven
Excellent time management skills.

Senior Business Development Specialist, VMware

Key skills