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Business Development Managers
Northridge seeks Business Development Managers in both the Atlanta and Birmingham metro areas. The Business Development Managers will report to the Chief Business Development Officer at Northridge. The Business Development Managers will work very closely with Northridge’s regional consulting leadership and service practice lines (business intelligence, corporate portals, infrastructure, interactive), and will focus on developing and driving new Northridge business opportunities while also working closely with Microsoft field sales and partner management in the region where appropriate.
Responsibilities Include:
- Sales Lead Outreach and Qualification – Follow up and build relationships with Leads as generated by the Northridge Marketing process or other self-generated sources. Write follow up emails and place outbound follow-up phone calls to sales “suspects” in order to qualify their potential interest in Northridge offerings. Nurture and build relationships to build pipeline. Also be prepared to take actual in-bound Sales phone calls and qualify appropriately, engage additional Northridge practice leaders / subject matter experts as necessary.
- Sales Overview Presentations – Hold qualification conversations, prepare and deliver initial overview presentations to potential customers on Northridge, our consulting services and disciplines, and what enabling technologies Northridge deploys (Microsoft PerformancePoint, Microsoft SharePoint, Microsoft System Center, Microsoft Windows Server 2008, etc.).Position also may involve presenting at regional marketing events.
- Proposal/RFI/RFP Responses – Lead and “project manage” Proposals as well as RFP / RFI responses - including assembling response teams and coordinate the drafting and delivery of Proposals as well as RFI / RFP responses with multiple internal Northridge resources supporting.
- Maintaining a master list of all data potentially needed for Proposals as well as RFI / RFP responses
- Maintaining/coordinating/updating master list of Microsoft product functionality by module and latest release for use in RFI / RFP responses so that questions answered in prior RFP responses can be re-used
- Software Demonstrations– Prepare and deliver general, high-level demonstrations of MS PerformancePoint, MS SharePoint based on scripts and Virtual PC images provided through Microsoft Partner program.
- Custom Software Demonstration Preparation – “Project Manage” the preparation of “custom” software demos (MS PerformancePoint, MS SharePoint) that may be required in certain Sales situations. Coordinate Sales Demo requirements gathering and development with multiple internal Northridge resources supporting.
- Microsoft Field Sales Relationship - Build and manage relationships with relevant Microsoft field sales specialists and account executives. Participate in Microsoft District-Level Sales planning and reporting through regularly scheduled meetings, conference calls, reports and analysis. Contribute to the development, planning and management of district-level marketing / sales initiatives in conjunction with Microsoft district teams.
- Regional Marketing - Identify regional marketing event opportunities (regional conferences, guest speaking at Microsoft events, regional webinars), identify speaking topics and speakers, attend and represent Northridge at the event, follow up on leads generated by the event.
- Sales Reporting - Sales pipeline document administration and data reporting / analysis. Includes reports provided to Microsoft through our partnership.
- Position requires 30-50% travel – typically day-trips in car or air.
- Additional
- Competitive research and analysis, information sharing
- Sales PowerPoint presentation template development / coordination / updating
Qualifications Include:
- Minimum of 3-5 years experience
- Bachelor’s degree (MBA not required but a strong plus)
- Excellent verbal, written and interpersonal skills
- Strong Microsoft Office skills (Word, PowerPoint, Excel) a must
- Prior knowledge of and experience with Microsoft SharePoint and/or Microsoft PerformancePoint a very strong plus
- Prior experience in a Sales Engineer / Sales Technical Consultant / Sales Technical Specialist / Sales Technical Support role or a Business Development Manager role or Project Manager role at a Consulting / Technical Services firm and Microsoft partner a very strong plus
- Comfort and familiarity with complex analytical software (business intelligence, collaboration) a very strong plus
- Prior experience in a consulting or technology firm a very strong plus
- Prior experience in a sales roles a strong plus
- Familiarity and experience with SalesForce.com a strong plus
- Ability to work in a challenging, dynamic, and high-growth environment.
Testimonial
“Northridge is a go-to partner in the region who continually excels at helping our customers drive tremendous business value from their commitment to Microsoft.” Trey Kimball
Microsoft
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