Business Development Mgr

Role and Responsibilities

• Work closely with ibml’s General Manager & VP – EMEA to develop sales strategies to sell Capture Solutions to prospective clients in the high-volume scanningand data capture market.
• To present and sell the full ibml portfolio (hardware, software & services)
• To generate ‘Net New’ accounts for ibml (you will account manage any net new accounts thereafter and benefit from any BDM generated follow-on business)
• The GTM (Go To Market) will be 100% direct to End User (to exclude BPO’s and any end user accounts supplied via our Reseller channel)
• The BDM active sales territory will be UK & Ireland
• Develop prospecting and sales plans in conjunction with the General Manager.
• Develop and maintain an understanding of all ibml products and services.
• Engage and assist the sales engineering group during the sales process to collect accurate requirements from prospective clients.
• Clearly articulate the value of ibml’s software products to C-Level upper management and middle management executives.
• Respond quickly and thoroughly to prospect inquiries and issues.
• Develop system configurations and price quotations.
• Initiate, create and conduct sales/ product presentations both in person and via the web.
• Maintain close contact with the client and ibml’s implementation team during the implementation process.
• Ensure overall customer satisfaction with ibml products and services.
• Attend, participate and support ibml marketing events.
• Maintain up-to-date activity and opportunity (pipeline and forecast) reports (via SalesForce).
• Exceed quarterly and annual sales objectives

Preferred Skills, Qualifications and Education Requirements

• Minimum 2 years selling software and/or hardware-based solutions to prospective clients; Hunter sales approach
• Bachelor’s level degree (or equivalent) in a technical or business field preferred
• Experience in Financial Solutions, Banking and Insurance markets would be considered a plus
• Experience in intelligent document recognition, electronic content management or related area would be considered a plus
• Consultative selling or solution selling business-to-business is crucial
• Ability to travel in DACH (& more widely in Europe when needed)
• Excellent oral and written communication, planning, presentation and organization skills
• Strong consultative problem-solving skills with a client service orientation
• Realistic scheduling and observance of deadlines
• Integrity, creativity, intellectual curiosity, persistence, and achievement oriented
• Ability to work collaboratively in a team-based environment
• Ability to prioritize and work independently without well-defined tasks
• Proficient knowledge in the following areas: Microsoft Office (PowerPoint, Word, Excel)Salesforce.com CRM (desired)
• Fluent in English (including written) – any additional language skills a benefit

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