Business Development Manager

POSITION SUMMARY

The Business Development Manager ('BDM') is primarily responsible for driving revenue growth through strategic acquisition of new clients, expanding business within existing accounts, diversifying the company's product offerings, re-engaging and recovering previous clients, and executing joint initiatives with internal go-to-market teams. Industry network, discovery skills and solution selling are key.

Reporting to, and working closely with the VP of Sales, the BDM will focus on selling our award-winning solutions into large enterprise clients.

This is an Independent Contributor role.

KEY RESPONSIBILITIES

This includes but is not limited to:

• Driving GP $ via sales to new logos and upsell / cross-sell of material deals to a large portfolio of existing clients
• Driving market and channel expansion
• Developing, executing and regularly updating a territory Go To Market Plan, including identification of key accounts to target in key market segments and regular tracking of progress against opportunities
• Achieving and maintaining Key Performance Indicator's (KPI's) set by the regional sales leader
• New Business Acquisition: generating leads and prospecting new business opportunities through a range of channels including leveraging existing networks, attending industry events, using LinkedIn Sales Navigator and other sales tools, and telephone-based prospecting
• Pipeline management: maintain an accurate and healthy sales pipeline, reporting on progress and forecasting performance
• Understanding client challenges, scoping their requirements & working with internal stakeholders (e.g. sales operations, pre-sales, product and customer services teams) to shape and sell optimum solutions
• Upsell and cross-sell to drive additional revenue within existing accounts by proactively identifying new needs and presenting appropriate solutions.
• Product Diversification: collaborating with go-to-market teams in preparing and delivering engaging and compelling software solutions proposals
• Customer win-backs: develop and execute strategies to re-engage former clients through tailored outreach
• Overseeing the transition of new clients to the Customer Success team to ensure smooth client onboarding processes and ongoing Service Delivery excellence
• Market intelligence: developing and maintaining knowledge of local industry news and related regulations, customer motivations, customer buying patterns, competitive activity and customer feedback
• Build and nurture long-term relationships with key internal and external stakeholders
• Keeping the company's CRM up to date and maintaining accurate sales forecasting as part of a cadence of internal reporting requirements
• Performing other tasks or activities as directed

SKILLS & EXPERIENCE TO SUCCEED

• Bachelor's degree in Business or in a related field. Understanding in IT, Computer Science, or Engineering highly regarded.
• 5 plus years of experience as a Business Development Manager in CPAAS/SAAS based IT or Telecommunications organisation
• Proven ability in exceeding new business targets, creating pipeline from scratch and maintaining sustainable growth.
• Experience working with Enterprise clients.
• Demonstrated experience utilizing solution selling and/or consultative approaches when engaging with clients and partners.
• Good understanding of the global Telco industry, automated communication, Artificial intelligence, and IT industry highly regarded.
• Self-driven, motivated and ability to work independently.
• Excellent MS Office skills, reporting skills.

ABOUT US

Headquartered in Sydney, Australia, and operating globally, Soprano Design is a leading global communications platform as a service (CPaaS) provider that brings nearly 30 years of experience with enterprise-level mobile messaging to each of our over 4,500 government and enterprise clients around the globe.

Soprano's flagship product, Soprano Connect, is an innovative award-winning CPaaS platform that helps customers to strategically integrate, email, SMS, voice, conversational AI, IP messaging and social channels such as RCS, WhatsApp and Google Business Messages into a seamless secure omni-channel business mobile messaging experience.

WHY WORK FOR SOPRANO

• Work for a leader in the CPaaS industry:
  We are a leading enabler for enterprise communications, with a customer-centered approach that allows us to reach significant results with our clients and partners.
• Our focus on Technology:
  We pride ourselves on building technology for the future of communication that creates richer meanings, deeper trust and better connections.
• Global presence:
  Soprano is headquartered in Sydney, but we have a global presence in Europe, North America, South America, New Zealand and Southeast Asia
• Collaborative and inclusive environment:
  We are committed to a workplace environment where every employee is respected and empowered to be their best selves at work.
• Training and Development
  : We're a small company with global presence that allows you to gain valuable insight and exposure to various markets worldwide
• Competitive salaries:
  We are a pay for performance company that values your contributions through our competitive salaries, rewards and recognition programs
• Employee Assistance Program:
  We provide confidential free of charge counselling sessions for our employees and their families in the areas of personal, legal and financial.
• Flexible Working:
  We're a lover of hybrid working, and this allows us to stay connected to our global teams while allocating time to do the things we love. Some roles are remote due to scope.
• We appreciate you in the long run:
  Our employees are rewarded with additional benefits such as birthday leave, wellness subsidy and additional parental leave.

People are at the core of what we do and Soprano Design Pty Ltd is committed to a safe, diverse and inclusive workplace where we all thrive and succeed together. We encourage applications regardless of age, gender, nationalities, backgrounds and cultures. Please let us know if you require any adjustments to the recruitment process.

All successful applicants will need to providing two professional reference checks and is subject to satisfactory background checks