Business Development Manager, USA

Indigo is a leading telecommunications company specializing in cutting-edge technologies. They are seeking a Business Development Manager responsible for generating and converting opportunities, building customer relationships, and executing regional growth strategies.

Responsibilities:

• Proactively identify and develop new opportunities to sell Indigo’s services in your region, with a primary focus on the telco and hyper-scaler sector. Developing a strong and credible pipeline of opportunities
• Developing excellent relationships with new and existing customers to identify opportunities and drive growth
• Establish and build key peer relationships within the nominated accounts with the objective of supporting new opportunities to sell and provide incremental services to existing customers
• Maintain a thorough appreciation of our customers’ business and strategies and propose solutions to add value for both current and future requirements
• Take full end to end ownership of sales opportunities ensuring excellent and timely responses are received by the customer. This involves partnering with various teams in Indigo (Commercial, Operations, Resourcing etc) to ensure that the bid reflects best of Indigo and if won will be delivered to an excellent standard and will deliver a strong margin and profit performance
• Ensure all steps of the Companies governance and administration process are followed for every sales opportunity
• Serve as the primary point of contact for customers through the sales process, proactively addressing their issues, needs and challenges promptly and effectively, ensuring timely resolution and maintaining positive relationships
• Continually keeping the Indigo team updated on the progress of bids and staying close to the customer throughout
• Following a sales win, partnering with commercial, legal and corporate services to get customer contracts approved and signed in a timely manner- proactively highlighting and mitigating commercial and operational risk as needed
• Assist the Regional Sales Director with the development and execution of the regional sales strategy
• Contributing to and executing our customer relationship matrix. Making sure Indigo has multiple contact points into our customers. Proactively and intentionally arranging meetings and interventions when needed to cement these relationships and to help convert opportunities
• Staying informed about our product offerings and industry trends to effectively communicate value to customers
• Act as a brand ambassador for Indigo; promoting customer confidence in Indigo as a professional and competent supplier of telecommunications services
• Provide accurate and timely information and forecasts including regular and ad-hoc reports as required by management including, but not limited to, sales pipeline, quotes, margin analysis, purchase order status and accrued revenues
• Keeping Salesforce (our sales management system) updated so we have an accurate and live view of the pipeline, opportunities, wins and losses at all times
• Represent the Company in a professional manner at all times, both externally and internally and support the adoption of Indigo’s corporate culture
• Promote the highest level of customer service internally and externally at all times
• Communicate relevant company information in a timely manner
• Continuously comply with health and safety standards across the business at all times, seeking advice on specific safety systems and requirements if necessary
• Complete other ad-hoc duties as required

Requirements:

• Experience in business development in the telco and hyper-scaler market in your region
• Proven track record of delivering business growth through the development and conversion of a pipeline
• Good understanding of networks, connectivity and infrastructure
• Good understanding of Managed network and FLM proposition / structure
• Good understanding of the competitive market – network managed service providers / FLM providers
• Ability to very quickly translate quotes and scopes to operational requirements
• Previous experience of developing and maintaining excellent customer relationships
• Target and results driven
• Works at pace
• Excellent facilitator of internal stakeholders- knows how to bring the right people together to move things forward and get the job done
• Very strong communicator with demonstrable customer relationship skills
• Must be an excellent communicator and ‘networker', with the ability to work with, and be respected by both peers and customers
• Excellent presentation skills and self-assured in contact with customers and internal resources
• A self-starter, requiring little or no supervision with a positive attitude and outlook
• Ability to take ownership of an issue and see things through to the end
• Ability to prioritise and co-ordinate many activities simultaneously
• Trustworthy and honest; implicit in the employment contract
• Able to establish and maintain excellent working relationships with people at all levels
• A strong understanding of the importance of health, safety, compliance and governance procedures
• Professional and confident – representing Indigo positively at all times
• Able to work independently, set and manage own priorities to deliver results
• PC literate, especially Microsoft Office suite