Development Manager

Company Overview

Our client is dedicated to driving customer success and accelerating the adoption of their platform. The Customer Outcomes team plays a crucial role in achieving this goal by offering a comprehensive portfolio of products and services. These offerings are delivered through world-class consultants, training professionals, best practices, methodologies, tools, and an extensive partner ecosystem.

Job Description

As a Service Development Manager (SDM), you will be at the forefront of promoting a range of services designed to help customers adopt and maximize the use of the products they have invested in. This includes the Impact success offering and product adoption services aimed at driving the customer’s desired business outcomes.

In this pivotal role, you will work closely with the regional sales team, Services Account Executives (SAEs), and customers to ensure the successful implementation and utilization of these services. You will carry a sales quota and partner with SAEs, the broader sales team, and partner network to create and execute service sales opportunities for large accounts and new customers.

Key Responsibilities:

Collaboration: Work alongside digital, field, and partner sales teams to identify and execute success and adoption services opportunities in partnership with Services Account Executives and their territories.
Sales Prioritization: Collaborate with the regional SAE to prioritize sales activities based on specific opportunities and clearly defined role responsibilities.
Revenue Opportunities: Identify and develop additional revenue streams from existing engagements, including change orders, in collaboration with the Expert Services delivery team.
Pipeline Management: Participate in district activities to create, manage, and close a pipeline of opportunities that align with assigned service quotas.
Proactive Services Creation: Develop new Impact and Adoption Service opportunities for both new and existing customers.
Deal Ownership: Take full responsibility for any Impact Guided deals within the SAE's territories.
Relationship Management: Manage sales opportunities and business relationships with influential contacts across large accounts and new prospects, coordinating with support and delivery teams to develop packaging strategies and service proposals.
Request Management: Prioritize and handle inbound services sales requests efficiently.
Sales Methodology: Implement value-based selling techniques for Impact and Adoption services opportunities.
Sales Targets: Consistently meet or exceed monthly, quarterly, and annual sales targets.
Forecasting: Provide accurate information for forecasting and quarterly business reviews to management.
Compliance: Ensure adherence to operational standards and effective customer relationship management practices.

To succeed in this role, you should possess:

Authorization: Must have legal authorization to work in Japan.
Relationship Building: Strong skills in building relationships and effective senior-level communication.
Sales Insight: A solid understanding of sales and decision-making processes within large organizations.
Enterprise Experience: Demonstrated experience in enterprise software or consulting services.
Sales Performance: Proven track record of accurate forecasting and achieving sales quotas.
Technical Aptitude: Ability to understand business outcomes and translate them into service capabilities that can be delivered.
Solution Selling: Experience in selling enterprise-class solutions or services, either in person or remotely.
Sales Cycle Knowledge: A thorough grasp of sales processes and the ability to navigate complex, short-cycle sales effectively.
Technology Proficiency: Knowledge of sales force automation, ERP, or IT infrastructure management tools is a plus.
Presentation Skills: Ability to deliver impactful presentations using web-based tools.
Dependability: A persistent, reliable, and accountable work ethic.
Concise Communication: Skill in summarizing key points effectively in English.
Collaboration: Strong teamwork skills, working closely with Services Sales Executives to drive business.
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If you are passionate about customer success and have a strategic mindset, this role offers the opportunity to make a significant impact while working with industry-leading technology and a talented team.

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