Business Development Manager - Fire and Security
Who You Are
You have a passion for providing world-class service to customers, colleagues, and communities. You are a person of integrity with a commitment to growth, accountability and delivering results. You want to join an organization with a positive culture that embraces inclusion and allows everyone to be the best version of themselves at work and home. You want to grow with us and deliver results as an exceptional business development Manager.
Who We Are
With 20 years of proven growth and exceptional performance, our mission is to be our customer’s best service provider. We realize the importance of diversity in achieving that goal. Our company was built upon a solid foundation of 10 Values and Beliefs which drive our unmatched culture, making us the #1 global, serviced-based systems integrator in the industry. We take immense pride in protecting the lives and assets of our customers and their communities with the solutions we provide.
Job Purpose:
The Business Development Manager (BDM) is responsible for overseeing the success of major accounts within their region. The BDM is focused on ensuring strong relationships with customer stakeholders, driving new business opportunities, and supporting the inside sales engineer to align with best practices and commercial viability. This role is key to driving the strategic growth and operational efficiency of data centre accounts across the region.
Key Responsibilities
*Responsible for the overall success of the account from a regional perspective.
*Act as the primary regional point of contact for account escalations, ensuring issues are resolved efficiently.
*Develop and maintain strong relationships with regional and local customer stakeholders.
*Build and nurture relationships with regional supply chain partners to leverage business opportunities.
*Collate and report regional performance data for global reporting purposes.
*Develop and maintain commercial performance data for the region, ensuring the sales and leadership teams are informed.
*Develop and maintain a robust regional opportunity pipeline to support business growth.
*Provide regular updates and insights to regional leadership on the opportunity pipeline to assist in resource allocation and decision-making.
*Responsible for hosting regional QBRs with key stakeholders, ensuring transparency and collaboration across teams.
*Host and own pre-bid review calls to ensure that all proposals align with regional standards and customer expectations.
*Provide guidance and oversight to the Inside Sales Engineer, ensuring the commercial position of projects is consistent with best practices and global standards.
*Ensure that CTCs align with the commercial viability of the project.
*Review and validate project bids to ensure financial soundness and alignment with regional market conditions.
*Identify and pursue new business opportunities by developing relationships with ecosystem partners within the Fire and Security industry.
*Explore partnerships and strategic alliances to grow the business and expand into new markets.
Qualifications and Skills:
Proven experience in business development, sales management, or account management within the data centre or technology sector.
*Strong understanding of commercial processes, opportunity pipeline management, and strategic sales practices.
*Exceptional relationship-building and networking skills with both internal and external stakeholders.
*Proficiency in data analysis, pipeline reporting, and presenting performance metrics.
*Experience in managing large accounts or regional portfolios.
*Understanding of data centre market dynamics, customer requirements, and industry trends.
*Knowledge of project estimation and RFP processes.
Key Competencies:
*Ability to lead and influence cross-functional teams to achieve regional goals.
*Strong understanding of financial metrics and how to balance technical and commercial objectives.
*Commitment to developing lasting relationships with customer stakeholders and partners.
*Ability to foresee and capitalize on opportunities for growth within the regional market.
Performance Metrics:
*Measure through customer satisfaction, regional revenue growth, and successful project delivery.
*Health of the regional opportunity pipeline and contribution to sales targets.
*Quality of engagement and actionable insights delivered through regional QBRs.
*Number of new business opportunities generated through ecosystem partnerships.