Business Development Manager - Drones
ZainTech, United Arab Emirates
Job Description
JOB PURPOSE
The Business Development Manager (BDM) is a key role to drive new business opportunities in UAE, through identifying, qualifying, nurturing and winning strategic customers for Zaintech, in support of our rapidly growing business, in a high growth and competitive market, with focus on Drones and Robotics solutions.
The ideal candidate will possess both a business background that enables him/her to drive engagements and interact at the CxO/Leadership level, as well as sufficient technical knowledge that enables him/her to comfortably and effectively interact with CTOs, Technical teams and architects.
He/She will have to demonstrate the ability to think strategically and analytically about business, product and technical challenges, with the ability to build and convey compelling value propositions and work cross-organizationally to build consensus.
The BDM is expected to hit his/her targets and KPI, by undertaking new projects, engaging with existing and new customers and business partners, to fulfil on all his/her business targets.
He/She, in cooperation with the business units and line of business teams, shall ensure successful customer implementation, by liaising between external customers and internal Zaintech teams.
ROLE AND RESPONSIBILITIES
- Articulate Zaintech value proposition to decision-makers across multiple industries to assess buying interest, owning the Primary relationship with the Customers.
- Develop co-approved Portfolio business development plans, alongside Strategy, Business Units amp; vendors stakeholders.
- Map, build and deploy a long-term relationship with Cloud Vendors (AWS, Microsoft, Oracle,) with the extensive experience of partnering with Service Providers and MSSPs, across the region.
- Develop account plans that focus on client relationship development and account growth/retention, within install base and net new customers/partners.
- Master the market knowledge, to direct and establish Drones and Robotics strategies, with specific sales plays and industry expansion targets.
- Identify and develop high value opportunities directly with customers for core industries and verticals, leveraging Zaintech multi-business units’ complete offering.
- Drive end-to-end sales cycles including lead generation, lead qualification, sales presentations, coordinate technology demonstrations, running simulations and evaluations on client site, commercial proposal submissions, contract negotiations, revenue generation and account receivables.
- Manage and develop a long-term sustainable pipeline of new deals, into both install base and net new partners/customers and current partners, to ensure predictable revenue management and target achievement.
- Own the region/portfolio’s business development, TCV and quota targets, for the relevant LoB.
- Develop a trusted advisor’s relationship with client stakeholders, executive sponsors and proactively assess, clarify, and validate client needs on an ongoing basis to convert client needs into enterprise contracts.
- Orchestrate resources and work cross-functionally with Product Pre-Sales, Solution Architects, LoB, Technical and Finance teams, to support customers’ successful project landing and going live.
- Track and report market and competitor activities and provide relevant updates/reports for fine-tuning Zaintech offering and positioning.
- Collaborates with the CSP on development of a global growth roadmap and create differentiated solution plays, based on ZainTech Business Units’ Sales plays.
- Actively supports company change programs and acts as a role model for solution selling.
- Create compelling value propositions Solutions leveraging ZainTech Sales Plays.
Requirements
- Bachelor’s degree or higher in Computer Science, Information Technology, Information Systems, Commerce, Engineering, Business Management or related field.
- 3-5+ years of experience in commercial Drones and Robotics services business development in a technology company with proven track record of successful closing deals in the $1m to $20m range.
- Advanced skill sets for driving system integrations, gathering requirements, writing SOWs, documenting RFI/RFPs, submitting commercial proposals and cross-functional project management
- Excellent written and verbal communication skills and ability to persuade, influence, negotiate and make formal presentations in meetings.
- Confident, dynamic working persona, which can bring fun to the team; sense of humour is a plus.
- Strong organizational skills, judgment and decision-making skills and ability to work with quota/target-based sales.
- Ability to hunt into brand new accounts via various sales techniques and account entry strategies and build