The Business development Manage r is a subject matter expert, responsible for developing developing new business across the entire cybersecurity portfolio and generate new opportunities on new or existing clients.
The Business Development Manager works directly with Sales Teams, Marketing, Partners, as well as internal subject matter experts to develop and generated new opportunities.
A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers and Strategic Partners.
This role contributes to the sales process by working with management and marketing to build and develop excellent stakeholder relationships with new and existing partners, whilst developing new business channels and territories will be a core focus of this role.
What you'll be doing Key Roles and Responsibilities: Develops and nurtures relationships with key partners to foster collaboration between sales teams and mutual benefit.
Develop business plans with strategic partners and sales team to generate new opportunities.
Main responsible for the execution of partners business plans by engaging with Vendors, Sales Teams, Marketing and Clients to generate new opportunities.
Supports with partnership agreement negotiations, ensuring terms are favorable and align with company objectives.
Collaborates with internal cross functional teams such as sales, GTM, or marketing to develop join offerings or solutions with partners.
Supports with driving marketing activities to promote cybersecurity offering on clients and market (physical or virtual events, marketing campaign, client workshops, etc) Supports on the execution of cybersecurity workshops on new or existing clients to promote NTT cybersecurity portfolio Supports with driving initiatives to integrate partner technologies or services into company's products or platforms.
Supports with management of go-to-market initiatives and campaigns to promote joint offerings or solutions.
Supports with tracking strategic partners performance against established metrics and business KPIs.
Identifies areas for improvement or expansion with existing partnerships.
Supports with optimizing processes and workflows related to partnership management to increase efficiency and effectiveness.
Supports with educating internal stakeholders on the value and benefits of partnerships.
Stays informed about industry trends, competitor activities and market opportunities that could impact partnerships.
Drive positive brand recognition on security business in-country and in-region Maintain subject matter expertise in the Security technology domain or solutions set Maintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market Contribute to the knowledge base of NTT solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set Interact and engage with clients to uncover and understand client business goals Articulate our value propositions throughout all steps in the sales process Establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets Use understanding of the client's business and depth of knowledge on the Security solutions to personalize the recommended solution in line with the client's need Work alongside Client Managers to support the sales process, position technology solutions, and close the deal Support the wider territory sales plan and execute the sales strategy, and based on that define your own plan for your solution to achieve your sales targets Work closely with sales and matrix teams to achieve the shared goal of growth Performs any other related task as required.
Knowledge, Skills and Attributes: Seasoned understanding of IT industry environment and business needs.
Seasoned knowledge of market, verticals, horizontals, business administration and business change.
Advanced ability to lead technical design workshops with the client and internal business stakeholders.
Seasoned technical, quantitative and analytical capabilities.
Seasoned ability to work with clients and business teams to create client-orientated solutions and services.
Excellent interpersonal skills with the ability to develop and maintain strong stakeholder relationships.
Seasoned ability to recognize opportunities for enhancement and continuous improvement.
Seasoned ability to establish and manage processes and practices through collaboration and the understanding of business.
Ability to manage urgent and complex tasks simultaneously.
Passion for learning about new industry trends and technology advancements.
Academic Qualifications and Certifications: Bachelor's degree or equivalent in Computer Science, Information Technology or Business or a related field.
Certified in industry relevant structured sales methodologies and negotiation skills.
Technical or sales certification in security products (Cisco, Fortinet, Check Point, Palo Alto Network, Proofpoint, Crowdstrike, F5, Zscaler …).
CISSP, CompTIA Security+, GISF Required Experience: Seasoned business experience in a technology or services environment, particularly selling Security solutions Seasoned knowledge of the Spanish cybersecurity market.
Seasoned knowledge of cybersecurity vendors ecosystem.
Seasoned understanding of Secure Cloud, Secure IoT/OT, Secure Workplace and Secure Applications and Security Operations.
Seasoned understanding of IT Managed Services environment Seasoned experience of solution-based selling with a proven track record of sales over-achievement Seasoned experience in selling complex solutions and services to C-Level clients Experience in resolving a wide range of issues in creative ways to meet targets and objectives Seasoned experience in networking with senior internal and external people in the specialist area of expertise Expert level capability and the ability to work independently with little instruction on day-to-day workload