Business Development Manager

2017-2325
# of Openings
1
CZ-Prague

Overview

IDC is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community make fact-based decisions on technology purchases and business strategy. More than 1,100 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For 50 years IDC has provided strategic insights to help our clients achieve their key business objectives. IDC’s Insights businesses provide industry-focused advice for IT buyers in the Financial, Government, Health, Retail, Manufacturing and Energy verticals. IDC is a subsidiary of IDG, the world's leading technology media, research, and events company. You can learn more about IDC by visiting www.idc.com.

Responsibilities

  • Achieve / exceed budgeted bookings (quotas) in FY18;
  • Sell and generate demand for whole IDC portfolio
  • Increase market penetration through expansion of IDC products within your assigned territory to new prospects and new buyer’s centers at existing customers 
  • Identify new business opportunities
  • Establish and maintain strong and extensive relationships based on knowledge of customer requirements and IDC commitment to add value 
  • Interact frequently with customers through face to face visits, call and mailing campaigns, follow up after the contact
  • Prepare high quality proposals and other impactful customer-facing content
  • Provide customer care in pre- and post-sales, manage customer satisfaction
  • Communicate openly with and support other members of sales team
  • Monitor IDC competitors, competing products and events
  • Understand IDC’s unique value proposition and effectively position IDC solutions against competition
  • Recommend improvements to pricing and products development
  • Provide consistent and reliable updates on the pipeline, maintain SFDC system with accurate customer (contact, etc.) and opportunity (product, sales stage, closing date etc.) 
  • Submit timely monthly forecast and other reporting to management
  • Undertake regular business reviews with management 
  • Demonstrate commitment to submitted forecasts and plans
  • Contribute to sales contact database
  • Be proficient in all IDC offerings including consulting project referrals and emerging solutions (e.g. EVP)
  • Attend sales training, product training and SIG (special interest group) workshops to grow knowledge, share ideas, and develop IDC best practices

Qualifications

  • University Degree is essential
  • Minimum of 5+ years of experience in Sales or Business development role focused on selling to the ICT industry 
  • Proven experience in building excellent client relationships, offering value added, insightful and strategic insight into their business 
  • Ability to develop and conduct effective presentations with contract decision makers 
  • Familiarity with ICT technologies, providers and vendors
  • Excellent written and oral communication skills in English language
  • Comfortable in writing proposals
  • MS Excel and PowerPoint intermediate level experience required
  • A strong desire to succeed and the ability to work independently
  • Dynamic and enthusiastic person geared towards commercial thinking and business opportunity
  • Ability to work under pressure 

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