This is an IT support group | Senior Business Development Manager
1 week ago
At Pitney Bowes, we do the right thing, the right way. As a member of our team, you can too.
We have amazing people who are the driving force, the inspiration and foundation of our company. Our thriving culture can be broken down into four components: Client. Team. Win. Innovate.
We actively look for prospects who:
Are passionate about client success.
Enjoy collaborating with others.
Strive to exceed expectations.
Move boldly in the quest for superior and best in market solutions.
Job Description:
You will be responsible for all activities that generate or affect revenue. You will own the company’s revenue targets.
Strategies:
Own and deliver the revenue strategy for the region. Creation of commercial strategies to drive Sales, Customer, Delivery and Support teams to work cohesively, optimizing each to maximize revenue and reward appropriately.
Customer Success:
Manages the Customer Success Team to drive and grow existing customer uplift and usage revenues. Identifies and grow key high value customers, drives CSAT and maintains.
You will own the Customer experience across all touchpoints in the business from their initial interaction with CrescoData marketing campaigns, the website, pre-sales, onboarding and customer lifecycle management.
You will own relationships with customer C-level contacts.
You will own and improve Customer facing processes.
You will be fully across all Customer facing legal documentation including policies + contracts in order to inform and own customer questions.
You will be the ultimate customer escalation point.
Works with each department to streamline and improve the entire customer experience.
You will lead The Customer Success team to deliver to:
Uplift + Variable revenue targets
A Churn prevention targets and strategy.
You will test and trial scalable Account Based marketing initiatives to deliver uplift eg eDM, Webinars etc.
Marketing:
Works closely with Marketing to ensure that marketing strategy matches sales requirements. Works closely with marketing to understand and build the MQL to SQL model.
New Business:
You will work with the PB social selling team to generate leads.
Partnerships:
You will own and grow strategic regional Partnerships including but not limited to TikTok, Amazon, Shopee and other technical partners across all of SE Asia.
Growth:
You will identify, own, and deliver Growth strategies across the business including:
Diverse ways to package and commercialise CrescoData products and services eg Paid Support Packages.
Review current pricing or payment terms etc.
DataBase:
You will own and commercialise the Hubspot Customer and partner relationships.
Commercialise Existing customers - eg roll out our referral programme.
Re-engage with churned customers.
Financial:
Works closely with the Managing Director and CFO to set revenue targets, optimize existing revenue models, create new revenue streams, and identify and evaluate key high value customers.
You will be responsible for ensuring customer and revenue generating projects are prioritized by Development, meet project deadlines, and meet or exceed customer expectations.
You will ensure that Support delivers to Customer SLA’s + satisfaction.
You will be the business sign off point for any customer / delivery / support comms and decisions.
Customer and pipeline database:
Team Owns CRM tool, ensures data is clean, accessible + usable.
Management Reporting:
You will own and report on:
New business revenue
Customer Revenue
CRR - revenue protection
Uplift + variable
Churn
CSAT
Sales:
Owns + grows SQL’s, Referrals. Builds and understands the SQL to conversion model.
P&L ownership, budget + business planning + forecasting.
Skills and Qualifications:
We'd like you to have the following skills:
Demonstrated sales leader and individual contributor with a proven track record of closing B2B enterprise contracts; building and growing sales teams and revenues in the SaaS enterprise space.
5+ years sales experience in the SaaS and/or Commerce space.
Experience in global international markets including Southeast Asia, Australia and Mainland Asia.
Experience (preferred) in tier 1 commerce platform vendor (Shopify, Magento, Salesforce Commerce Cloud etc.).
Outgoing:
You will need to be outgoing and comfortable dealing with C-level interactions.
Business Acumen:
Ability to measure activity effectiveness and constantly improve tactics to improve results.
Data driven creates accountability by setting the right metrics and tying performance and compensation to tangible results.
Results driven commits to results and takes accountability for success.
Communication:
Proven ability to communicate strategy clearly to multiple teams and areas of expertise to ensure the right business goals are met.
In addition, the following skills would be useful:
Ability to coordinate and work cross-functionally internally with internal teams, including Marketing, Customer Success, Finance and Sales Operations.
Up to date on digital, social and application trends, especially in the ecommerce space.
Prior experience in a startup technology company a plus.
The successful candidate will have these personal skills:
Demonstrated ability to meet or exceed sales targets.
You will have a good track record as a business development leader in a tech, geo-data, SaaS or technology and software related company.
You will have experience with data and API-based partnerships and integrations, data licensing and/or mobile integrations.
Understanding of mar-tech landscapes would be a plus.
Ability to communicate, present and influence all levels of the organization, including C-Suites.
Excellent presentation and listening skills.
Must be analytical and metrics-driven through all stages of the sales cycle.
Outstanding verbal, written and in-person presentation skills.
Excellent commercial and legal negotiation skills.
Tools:
G Suite
Hubspot
Salesforce
Mailchimp
Dotdigital
Wordpress
Microsoft Office
Performance + content marketing.
We will:
Provide the will: opportunity to grow and develop your career.
Offer an inclusive environment that encourages diverse perspectives and ideas.
Deliver challenging and unique opportunities to contribute to the success of a transforming organization.
Offer comprehensive benefits globally ( P B Live Well ).
Pitney Bowes is an equal opportunity employer that values diversity and inclusiveness in the workplace.
All interested individuals must apply online.
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