Middle-Market Business Development Executive (Remote)

at  Blue Orange Digital

JOB OVERVIEW:

We seek an experienced business development executive to focus on middle-market accounts. The ideal candidate will have a strong background in professional services or consulting, as well as knowledge of machine learning, data science, and AI capabilities. The position requires creating and implementing sales strategies for industry, account, and needs-based sales motions.
The role suits a hunter business development professional with a passion for generating new leads and converting prospects into clients through cold outreach, networking, and relationship building. The ideal candidate should be self-motivated, results-driven, thrive in a fast-paced environment, and be skilled at establishing trust with new contacts.

REQUIREMENTS:

• Bachelor’s or Master’s degree in business, computer science, or a related field.
• At least 7-10 years of professional services or consulting experience, with a focus on business development or sales.
• At least 5 years of quota-carrying technology sales or business development experience and negotiation of complex contracts.
• At least 5 years of experience with identifying, developing, and closing technology projects with middle-market accounts or creating and implementing transformational account strategies in a customer-facing role.
• Experience with pre-call planning and research to learn about a prospect’s business, operations, needs, pain points, and critical initiatives.
• Experience responding to requests for information and requests for proposals.
• Experience with industry, account, and needs-based sales or business development motions.
• Knowledge of data science, machine learning, and AI capabilities, with the ability to effectively communicate the value of these technologies to potential clients.
• Experience developing long-lasting middle-market client and internal relationships by identifying, uncovering, and solving technology client pain points.
• Excellent communication and presentation skills, with the ability to effectively articulate complex concepts to both technical and non-technical audiences.
• Excellent organizational, time management, writing, communication, decision-making, and presentation skills.
• Hunter mentality, results-driven, and growth mindset.
• Willing to travel up to 25%, as required to support sales activities.

• Develop and execute strategic action plans to target middle-market accounts, with a focus on driving revenue growth through net-new client engagements.
• Actively participate in lead generation activities such as networking, industry events, conference attendance, meetups, partnerships with other organizations, and general business development efforts.
• Prospect and qualify potential clients, identifying key decision-makers and understanding their business needs and challenges.
• Effectively engage delivery teams in scoping discussions to bring the appropriate knowledge and skill set in order to develop appropriate solutions that fit the prospect’s needs.
• Develop and present proposals and solutions that effectively address client needs, leveraging our data science, machine learning, and AI capabilities and that effectively communicate the value proposition of our products and services.
• Collaborate with internal teams, including marketing, program management, and engineering to develop and execute customized solutions for clients.
• Work with internal cloud consultants, solutions architects, and engineers to ensure that projects have the resources and progress necessary to deliver world-class service levels.
• Deliver against sales targets in a rapidly moving environment.
• Develop and maintain a deep understanding of our products and services, as well as the needs and challenges of our clients and potential clients.
• Stay up-to-date on industry trends and emerging technologies, including machine learning, data science, and AI, and provide thought leadership and guidance to clients.
• Act as the cloud services and technology evangelist, envisioning and inspiring clients throughout their journey.