Business Development Manager, Cloud

2 days ago

Singapore THE HACENS TALENT PTE. LTD. Full time

**Business Development Manager Role Overview**

This role involves strategically aligning with Cloud Service Providers (CSP) to build demand through a defined group of Cloud Service Resellers (CSR) and Managed Service Providers (MSP). The position requires close collaboration with the Business Unit Manager - Cloud to ensure effective business planning and growth.

Key responsibilities include:

- Meeting and exceeding CSP and revenue targets by uncovering and developing net-new business opportunities with existing resellers or through new reseller partnerships.
- Managing end-user engagement, often in conjunction with a defined reseller partner, and occasionally working directly with end users to identify opportunities that can be pulled through the channel.
- Identifying initiatives to enhance profitability for CSPs and aligning with their strategic goals.
- Collaborating with the marketing team to develop sales and marketing initiatives aimed at driving incremental revenue streams for CSPs. This includes CSP-driven programs, KPI/MBO planning, channel sales enablement, and training or pre-sales support.
- Have a dedicated focus to deliver ‘Net New Sales’ revenue and margin
- Develop the ‘Net New’ pipeline and manage forecast reporting out of CRM
- Drive adoption of our BlueSky platform by all CSR’s
- Be primarily an outbound resource (up to 80% of your time) that maintains a high call cycle across our reseller and end user channel, developing and maintaining high quality relationships with key business influencers.
- Be responsible for the end to end sales cycle from inception to closure of opportunity.
- Focus on net new lines of CSP technology and actively promote these
- Own, maintain and grow strong business relationships between Westcon-Comstor, our CSP’s and our joint reseller customers
- Understand and/or build new markets for our CSP portfolio
- In conjunction with the Business Unit and Sales Managers deliver the Strategic Business plan, in consultation with key stakeholders from Westcon-Comstor and our CSP’s
- Identify and qualify strategic channel partners for our CSP’s in conjunction with the Sales team
- Drive CSP’s take up of certification programs.
- Ensure that our CSP’s become core business for the jointly agreed channel partners.
- Utilise CSP and Westcon-Comstor resources to deliver sales and pre-sales training
- Assist in growing our CSP’s market penetration in New Zealand.
- Grow renewal and annuity revenue, where applicable.

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