Job Summary

A Presales Business Development Manager primarily focuses on developing overall growth of business for a specific OEM Original Equipment Manufacturer Partner or a category of business or service. This position will drive success for our sales teams, our partners, and our customers as well as establish target initiatives and develop new opportunities to grow our business. 

The EUC Evaluation Programs Business Development Manager will drive sales and customer adoption of SHI's Workspace Builder platform, the Workspace Demo Depot platform, the UC Hub, and similar managed EUC demo platforms.

The Business Development Manager will develop solid business relationships with the various decision-makers and influencers at all levels at each target account.  The Presales Business Development Manager will provide sales support including creating strategic programs, spiffs, campaigns, creating and delivering trainings, account mapping and monitoring opportunities and deals. The Business Development Manager is also the face of the brand in their segment, representing his/her Partner(s) to company leadership, customers, and while attending industry events. This individual will report into the Director of Emerging Partners for EUC.

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

• Continuous professional growth and leadership opportunities.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours.

Responsibilities

Include, but not limited to:

• Proactively drive utilization of the Workspace Builder, Workspace Demo Depot, and UC Hub

• Drive revenue and GM growth for the partners participating in these programs

• Drive OEM partner participation / subscription in the Workspace Builder and UC Hub

• Drive customer adoption of the customer-facing version of the Workspace Builder

• Develop and distribute sales trainings and enablement materials

• Solicit and incorporate sales feedback and work with the development team to improve the utility of these tools

• Work with PPSS Managers and Partner Marketing to ensure proper MDF allocation for these programs

• Provide data analytics on OEM performance and offer guidance to OEM’s on how to maximize ROI on their participation

• Work with PPSS Specialists to ensure products are properly added, categorized, and refreshed

• Work with PPSS BDM's to ensure Eval sites are incorporated into sales motions, and partner engagement strategy

• Develop and implement monetization strategies for the customer version of the Workspace Builder

• Coordinate with 3rd party developers on site performance, features, utilization, and billing

• Assist Sales Reps with product support, program information, configurations, and competitive Partner(s) advantages for pending opportunities

• Develop overall business growth for the specific OEM Original Equipment Manufacturer Partner, category of business or service

• Monitor opportunities and deals associated with these programs

• Work to build awareness of these programs within the company’s sales organization

• Manage and report on a sales pipeline

• Work closely with Partner(s) to align on program goals and initiatives

• Lead Partner(s) customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build participation

• Analyze raw data and draw out key trends and observations supported by relevant data points

• Lead conversations with Regional Directors to determine issues holding the programs back from success, and work with them to resolve those issues

Qualifications

• Bachelor’s degree or relevant work experience

• 2 years in a Sales/Partner/Vendor Support role

Required Skills

• Ability to work to build awareness of partners programs within the sales organization

• Ability to manage and report on a sales pipeline

• Ability to educate and train the sales force on the tools, products and programs available from Partner(s)

• Ability to creatively develop programs, campaigns, initiatives, and collateral to further develop brand awareness and increase

• Ability to confidently lead Partner(s) customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build new business

• Ability to take a proactive approach in developing and foster relationships

• Ability to lead conversations with management and other teams to determine issues and resolving those issues

• Ability to coordinate sales training

• Ability to create & maintain training decks and presentations

• Ability to keep excellent performance reviews

• Ability to be a confident leader

• Strong understanding of the company structure and Sales Force and business acumen

• Strong analytical, sales and marketing skills

• Strong understanding of IT EUC Hardware

• Ability to analyze raw data and draw out key trends and observations supported by relevant data points

• Ability to be an excellent teammate

• Ability to work within a high-energy sales environment and have a desire to work in collaboration manner across another team.

• Exceptional communication, presentation, and influence skills—both written and verbal

• Excellent time management and organizational skills

• Skilled in Outlook, Excel, PowerPoint, Business Intelligence, and Customer Resource Management

• Ability to work well both independently and in team environment

• Ability to understand and embrace the company story and Core Values

Unique Requirements

• Travel required up to 15% of to attend trainings, partner events, etc.

• Extended hours are occasionally required to complete some projects

Additional Information

• The estimated annual pay range for this position is $45,000 - $95,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

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Job Locations US-NJ-Somerset

Requisition ID 2024-17934

Approved Min (Total Target Comp) USD $45,000.00/Yr.

Approved Max (Total Target Comp) USD $95,000.00/Yr.

Compensation Structure Base Plus Bonus

Category Presales/Post Sales Support