Enterprise Business Development Executive

at  SoftwareONE

Job Function: Field Sales The role:
A BDE is a solutioning expert against customer problems/ business needs. The BDE is responsible for accelerating time to value for our customers and supporting them in their cloud and digital transformation by aligning our solutions. Good technical understanding and the ability to transform our customers challenges into commercial solutions.
The BDE identifies, develops, and lands opportunities for defined portfolio elements in cooperation with Account Management. The BDE’s focus is new business with both new and existing customers.
For existing customers, the Sales cycle is started by the Account Management. New customers must be hunted by the BDE, but BDE’s always work in a team with the AM.

SALES PROSPECTING & QUALIFICATION-ADVANCED

Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.

EXPERIENCE IN SELLING HYPERSCALER’S-SKILLED

Understands differentiators of the major hyperscale platforms available to customers to run SAP, including GCP, AWS & Azure. Could be certified in the hyperscale platforms.

NETWORKED IN THE SAP ECOSYSTEM-SKILLED

Builds strong network in the SAP ecosystem to increase his/her visibility on market opportunities and uncover leads early. Takes a relationship-focused approach to each deal as an effective strategy for driving revenue.

SALES PROSPECTING & QUALIFICATION-SKILLED

Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.

IT ASSET MANAGEMENT & DIGITAL SUPPLY CHAIN-SKILLED

IT Asset Management is a set of business practices that incorporates IT assets across the business units within the organization. It joins the financial, inventory, contractual and risk management responsibilities to manage the overall life cycle of these assets including tactical and strategic decision making. DSC portfolio consists of a set of modules, each with their unique business outcomes for our customers, that address the various aspects of the Software Lifecycle, from product categorization to request and demand management, sourcing and procurement execution, through to ongoing renewal management and optimization.

FINOPS-SKILLED

FinOps ensures customers get the most value out of every dollar they spend in the Cloud and at its core, it is a cultural practice. It is not only about saving money. It is an evolving cloud financial management discipline and cultural practice that enables organizations to get maximum business value by helping engineering, finance, technology and business teams to collaborate on data-driven spending decisions.

CLOUD SERVICES-SKILLED

The Cloud Services practice advises, migrates and operates infrastructures and platform services in public cloud structures as a “Center of Excellence”. It is relying on strategic cloud providers Amazon Web Services (AWS), Microsoft Azure and Google Cloud Platform (GCP). The “AMG” platform services are enriched by industry-specific third-party tools. Software & Cloud-Skilled Understands Software Licensing and can evaluate software contract spend and utilization in a given organization in order to optimize spending patterns, technology usage, and implementation strategies. Basic understanding all vendor related incentive and funding programs.

FOUNDATIONAL SKILLS – SWOMIES

Derives skills from the mission, vision, values and organizational strategy

CUSTOMER EXCELLENCE-SKILLED

We consistently exceed expectations through great discipline, empathy and respect, ensuring a best in class customer experience.

IMPACT DRIVEN-SKILLED

We are committed to achieving exceptional outcomes by working with speed, passion and discipline. We take the initiative and constantly raise the bar of sustainable high performance and employee happiness.

ADAPTABILITY-SKILLED

In order to successfully achieve your work goals while interacting with others, you understand the need to first focus on your own mindset, skills and behaviors in order to stay relevant. You are both approachable and accountable when working with others inside and outside the company. You are also flexible and adaptable while doing your job. You embody our values, intrinsically modeling them to all around you. You invest in increasing insights on your strengths and development areas, seek feedback and always have a development plan in progress. You are constantly ‘work in progress’.

COMMUNICATE WITH IMPACT-SKILLED

You work collaboratively and communicate powerfully with others towards the successful execution of team goals that are fully aligned to organisational outcomes. You influence others to gain support and commitment and drive collaboration for best results. You positively support and advocate our culture and values, bringing them to life with colleagues and customers.

BIG PICTURE FOCUSED-SKILLED

You execute your job knowing exactly how it helps move SoftwareONE towards its goals via the strategic drivers. You fully understand your role in your team and within SoftwareONE. You always anticipate what is potentially going to happen and embrace opportunities to bring plans into reality. You see both the big picture and the details and never freeze in the face of adversity and risk.

What we need to see from you:

• Existing full-time work rights in Australia
• Ability to commute to our office/visit clients either in Sydney or Melbourne.
• Min. 5 yrs of relevant experience in Australia

• Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s)
• Drive the entire Sales Cycle from initial Customer Engagement till Contract Closing for new customers. For existing customers, Sales Cycle is started by Account Manager
• Work with Account Managers to ensure that the overall account strategy and goals will be followed and achieved
• Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) in order to have meaningful and relevant conversations with customers and prospects
• Work with Pre-Sales Consultant / Technical Architects / Practice Leaders to ensure that we design the right solutions for our customers
• Owns the proposal and Statement of Work (SoW) overall and engages pre-sales consultant for more complex content related to the specific practice
• Provide feedback to Account Management on ways to decrease the Sales Cycle, enhance Sales, and improve company brand and reputation

What we need to see from you:

• Existing full-time work rights in Australia
• Ability to commute to our office/visit clients either in Sydney or Melbourne.
• Min. 5 yrs of relevant experience in Australia.

Functional Skills