SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.
Job Title: Business Development Manager
Location: Melbourne
Who We Are
At SOTI, we are committed to delivering best in class mobile and IoT device management solutions. We are looking for out of the box thinkers that appreciate the art of creating great software. To us, being visionary is more important than doing things the way they’ve always been done.
What We’re Looking For
SOTI’s growth and success is a result of a commitment to innovation through entrepreneurial culture and leadership. Employees are driven to make an impact, offer a unique value and most importantly, be part of winning sales team. The Account Manager will be responsible to build long term relationship with customers and partners to drive profitable growth for SOTI. You will interact with key internal and external stakeholders in order to ensure timely execution for our customers.
What’s in it for you?
The People - From our humble origins in our founder’s basement to our industry-leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun.
The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!
The Technology - You’ll get the chance to work with leading-edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies.

What you will do -

• This is essentially a new business role with a focus on winning new logos in enterprise and government
• Operate as the lead point of contact for any and all matters specific to your customers
• Use your network and contacts with key decision-makers to create opportunities for SOTI offerings and own the end-to-end sales cycle.
• Build relationships with hardware vendors, ISVs, System Integrators to build pipeline
• Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors
• Be able to articulate key value proposition and differentiation to partners and customers
• Forecast and track key account metrics
• Identify and grow opportunities within territory and collaborate with sales engineering, operations to ensure growth attainment
• Assist with high severity requests or issue escalations as needed
• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

Experience you will bring -

• 5-10 years of experience in Sales or Business Development within the High-Tech industry. SaaS/cloud ideal.
• Track record of success in direct selling into Tier 1 accounts in Utilities, Health, Emergency services, construction.
• Ability to learn key concepts and present the value to customers.
• Proven success in developing and managing partner relationships and driving ongoing revenue results
• Knowledge of Enterprise Mobility Management or comparable market space, competitors, trends and related industries
• Extensive Strategy Development, Partnership Management or Business Development experience
• Proven ability to work independently in a dynamic sales environment
• Strong analytical and reasoning skills with respect to technical, contractual, and financial negotiations
• Demonstrate a desire to learn and grow within position, and proactively pursue such growth and learning opportunities
• Experience meeting and exceeding sales quota
• Ability to excel in a team-oriented, collaborative, and fast-paced environment
• Bachelor’s degree in a business, marketing or engineering discipline or equivalent industry experience.

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If you want to bring your ideas to life, apply at SOTI today.
Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee

• This is essentially a new business role with a focus on winning new logos in enterprise and government
• Operate as the lead point of contact for any and all matters specific to your customers
• Use your network and contacts with key decision-makers to create opportunities for SOTI offerings and own the end-to-end sales cycle.
• Build relationships with hardware vendors, ISVs, System Integrators to build pipeline
• Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors
• Be able to articulate key value proposition and differentiation to partners and customers
• Forecast and track key account metrics
• Identify and grow opportunities within territory and collaborate with sales engineering, operations to ensure growth attainment
• Assist with high severity requests or issue escalations as needed
• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts