1. Will this person manage an inside sales team only or will it be for BDR’s and Account Executives?
a. Yes- only the inside sales team. No AE’s. Slight tweak to the verbiage here — There is a difference between Inside Sales and Business Development/BDR. Inside sales does handle the full sales process – they just do it without interacting with the customer face to face. BDRs are the lead generation team and hand off qualified leads to Account Executives. Inside Sales and BDR tend to get used interchangeably but they really are different day to day.
2. How many BDR’s will this person be managing? Is it all one team or is there more than 1 Manager of Business Development?
a. 5-7 people within the US. One team. We are looking at the sizing of this team today and numbers may increase (they won’t decrease). There is also a UK based team of 3 that this person will work with. The UK team lead is a “peer” to this role today and may roll under them in the future — I wouldn’t oversell this piece of the job.
3. Who to the BDR’s call on in their day to day workflow? I see they are calling and scheduling meetings for the AE’s so do they have to hit a number of calls or meetings scheduled each week?
a. There are metrics they need to do. Today, they target at least 40 calls per day (actually talking with someone) and then additional goas for email/social media outreach. These numbers are under review but I don’t anticipate a big change. This person will help set these goals.
4. Where is the team now % to plan on their goals and will the team be growing?
a. Team tends to track well in productivity, but lags in setting qualified meeting metrics. However this team has gone thru a lot of shifts in leadership. Processes seem overall sound, but inconsistent leadership has had an impact. Most repos are at least 75% to annual OTE targets.
5. Why is this role open?
a. Backfill- – the person in the role got another offer. We are also upgrading the role from a Team Lead to a Manager. The previous individual was promoted from a BDR position and was light in management and strategy.
6. Is this a remote position for now and do the BDR’s work remotely?
a. This is a remote position now- however, once everything is back open, they want whoever fills it to be flexible with the office- Denver or COS.
The Manager of Business Development is a mission-critical role – you’ll motivate the BDR team to connect with as many prospects as possible, understand and explore their needs, qualify whether Cherwell is the right fit, and schedule meetings with one of our Account Executives. You will grow and develop a strong team of driven and highly effective Business Development professionals and you will implement tactical solutions that ultimately help the team identify and increase sales pipeline.
This role is key to our sales organization and provides a fantastic opportunity to work with a great team. You will be supported and encouraged to grow with every opportunity!
- Responsible for the day-to-day management of the Business Development team.
- Generate substantial pipeline of prospects to support company revenue goals
- Collect data, analyze information, and provide feedback to BDRs to improve performance, skill sets, and overall productivity.
- Conduct team meetings to disseminate information, provide feedback, and promote team activities to motivate and maintain energy
- Monitor BDR activities and provide weekly 1:1 coaching / mentoring sessions to improve results
- Establish, communicate and hold BDR team accountable for productivity metrics
- Develop processes that drive team performance to exceed quota
- Facilitate training to deepen the teams' knowledge of Cherwell products and solutions.
- Partner with Marketing and Sales leadership to execute market strategies for the BDR team.
If you have the following experience, we’d love to hear from you!
Minimum Qualifications:
- 6 years of B2B/Enterprise/SaaS experience with at least 2 years in an SDR/BDR role
- 3 years leading an SDR/BDR team to higher growth
Even Better If You Have:
- A go-getter attitude and ability to “think on your feet”! You strive to turn any “No!” you get into a “Yes!”
- Friendly, enthusiastic, thoughtful and professional communication (written and verbal).
- Aptitude for understanding how technology products and solutions solve business problems.
- Perseverance that has produced a track record of hitting and exceeding goals
- Ability to learn quickly and adapt to change
- A business professional with analytical acumen
- An ability to coach, mentor and inspire others
- Respect for data and the importance of process
- Willingness to roll up sleeves and do the job when necessary
- Tech savvy – leverage technology to create efficiencies and keep the team connected
- Hands on experience with CRM software (Salesforce preferred)
- Savvy skills at leveraging social media tools for research and outreach.
- Experience with sales prospecting tools such as SalesLoft, ZoomInfo etc.
- Experience working with marketing to align and strengthen Business Development outcomes.
- Experience in developing processes that drive results.
- A coach mentality to deliver constructive, real-time feedback to help BDRs hit and exceed their goals.
- Demonstrable ability to recruit high caliber talent.
3/19 – Great Culture! Not a heavey office, most sales rep are in their car selling on the road. This is why a more 5+ year experienced rep might be more of a fit. When the merger happened, nobody at CMI lost their job, still a family atmosphere. Keywords to look for, has the candidate sold Cloud solutions? Security?
Title: Account Executive
Location: San Francisco, WA
Position Type: Direct Hire
Summary:
We are seeking a experience Account Executive with excellent communication skills and a consistent track record of exceeding quota for our client, a leading player in the IT Solutions space. The successful applicant will have a reputation of professionalism, integrity, and a passion for winning. This individual will be called on to prospect and close targeted accounts against established competition and develop strong relationships with senior IT executives. They will assess client requirements and apply knowledge of their environment to match solutions offered to business challenges that are being faced.
Day-to-Day Job Duties:
- Have an in depth understanding of the technology marketplace including procurement processes, roles and responsibilities and IT solutions which bring value to the Client.
- Understand the uniqueness of various account types including public sector (government), commercial businesses and the hospitality/gaming industry.
- Conduct 10-15 sales calls per week with a corresponding meeting recap letter describing next steps.
- Build and manage ongoing, long-term customer relationships
- Conduct in-person and remote meetings with clients and partners
- Communicate value to maximize the profitability of every sale
- Perform lead generation and opportunity qualification within client accounts
- Work with assigned personnel including Architects, Partners and other team members to develop technology strategy for opportunities
- Create and present client proposals
- Attain and exceed expected levels of quarterly and yearly assigned goals
- Demonstrate proficiency in core products, solutions and services
- Manage CRM system with opportunities and accurate contact information
- Maintain an accurate forecast which is equal or greater than 3 times quarterly quota
- Submit product configuration requests
- Preparation of internal order documentation
- Work with Desert & Gaming Partner representatives to develop new Client relationships
- Provide coverage for other Account Executives as needed
- Participate in development and management of consistent digital marketing including, blogs, whitepapers, invitations to events, etc.
Requirements:
- 5 years of sales experience Security or Managed services, Cloud, Infrastructure, Manufacturing.
- Professional work experience in the IT Solutions space.
3/14 – While we do have a few AE reps in Seattle interviewing. I’d still like us to focus on finding someone with over 7 years of experience.
Title: Account Executive
Location: Seattle, WA
Position Type: Direct Hire
Summary:
We are seeking a experience Account Executive with excellent communication skills and a consistent track record of exceeding quota for our client, a leading player in the IT Solutions space. The successful applicant will have a reputation of professionalism, integrity, and a passion for winning. This individual will be called on to prospect and close targeted accounts against established competition and develop strong relationships with senior IT executives. They will assess client requirements and apply knowledge of their environment to match solutions offered to business challenges that are being faced.
Day-to-Day Job Duties:
- Have an in depth understanding of the technology marketplace including procurement processes, roles and responsibilities and IT solutions which bring value to the Client.
- Understand the uniqueness of various account types including public sector (government), commercial businesses and the hospitality/gaming industry.
- Conduct 10-15 sales calls per week with a corresponding meeting recap letter describing next steps.
- Build and manage ongoing, long-term customer relationships
- Conduct in-person and remote meetings with clients and partners
- Communicate value to maximize the profitability of every sale
- Perform lead generation and opportunity qualification within client accounts
- Work with assigned personnel including Architects, Partners and other team members to develop technology strategy for opportunities
- Create and present client proposals
- Attain and exceed expected levels of quarterly and yearly assigned goals
- Demonstrate proficiency in core products, solutions and services
- Manage CRM system with opportunities and accurate contact information
- Maintain an accurate forecast which is equal or greater than 3 times quarterly quota
- Submit product configuration requests
- Preparation of internal order documentation
- Work with Desert & Gaming Partner representatives to develop new Client relationships
- Provide coverage for other Account Executives as needed
- Participate in development and management of consistent digital marketing including, blogs, whitepapers, invitations to events, etc.
Requirements:
- 10 year of sales experience Security or Managed services, Cloud, Infrastructure, Manufacturing.
- Professional work experience in the IT Solutions space.
Title: Account Executive
Location: Seattle, WA
Position Type: Direct Hire
Summary:
We are seeking a experience Account Executive with excellent communication skills and a consistent track record of exceeding quota for our client, a leading player in the IT Solutions space. The successful applicant will have a reputation of professionalism, integrity, and a passion for winning. This individual will be called on to prospect and close targeted accounts against established competition and develop strong relationships with senior IT executives. They will assess client requirements and apply knowledge of their environment to match solutions offered to business challenges that are being faced.
Day-to-Day Job Duties:
- Have an in depth understanding of the technology marketplace including procurement processes, roles and responsibilities and IT solutions which bring value to the Client.
- Understand the uniqueness of various account types including public sector (government), commercial businesses and the hospitality/gaming industry.
- Conduct 10-15 sales calls per week with a corresponding meeting recap letter describing next steps.
- Build and manage ongoing, long-term customer relationships
- Conduct in-person and remote meetings with clients and partners
- Communicate value to maximize the profitability of every sale
- Perform lead generation and opportunity qualification within client accounts
- Work with assigned personnel including Architects, Partners and other team members to develop technology strategy for opportunities
- Create and present client proposals
- Attain and exceed expected levels of quarterly and yearly assigned goals
- Demonstrate proficiency in core products, solutions and services
- Manage CRM system with opportunities and accurate contact information
- Maintain an accurate forecast which is equal or greater than 3 times quarterly quota
- Submit product configuration requests
- Preparation of internal order documentation
- Work with Desert & Gaming Partner representatives to develop new Client relationships
- Provide coverage for other Account Executives as needed
- Participate in development and management of consistent digital marketing including, blogs, whitepapers, invitations to events, etc.
Requirements:
- 2 year of sales experience whether it be inside or outside sales. Security or Managed services, Cloud, Infrastructure, Manufacturing.
- Professional work experience in the IT Solutions space.
