GCP Indigo Business Development Executive

Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others. Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit. Provide support to Account managers and provide input regarding business development and solution expertise. Development of quota objectives and future direction for defined product category. Some specialists also responsible for selling outsourcing deals. Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry. May invest time working with and leveraging external partners to deliver sale. For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals. Directs or coordinates supporting sales activities. University or Bachelor's degreeDirectly related previous work experience. Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface. Extensive selling experience within industry and on similar products. Typically 8-12 years of advanced sales experience. Project management skills required. 2-3 years of product sales in the desired specialty. Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions. Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling. Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit. Account planning and accurate account revenue forecasting skills. Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities. Excellent project management skills. Establishes a professional working relationship, up to the executive level, with the client. Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals. Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers. Deep knowledge of products, solution or service offerings as well as competitor's offerings. Utilizes Siebel as an expert and accurately forecasts business. Understands and sells high value software solutions. Understands selling of services sales. Leverages services as part of strategic product sales. Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions. Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.