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Reports To

Managing Director, APAC / Head of Channel Sales

Overall Purpose of Job

The role is to develop new relationships in the Channel sector closing new businesses selling our key solutions. The Business Development Manager (BDM) will work with Marketing and Sales Development Representatives (SDR) to drive an outreach strategy to secure meetings with new prospects. The BDM is also required to self-generate meeting opportunities to drive relationships that lead to business wins/orders.

Key Responsibilities

The Business Development Manager is responsible for initiating and building dialogue with new Channel sector customers. The goal is to position Epsilon as a partner and provider of Network services that enable and underpin digital transformation strategies, WAN capabilities and access to major cloud providers and partners.

  • Ensure outreach KPIs are met: contact, follow-up, engagement.
  • Ensure meeting generation KPIs are met.
  • Build a pipeline to x times the target over a ramp-up time-frame and maintain a set pipeline value versus target to ensure success.
  • Hit a new business new MRC (monthly recurring charge) sign up target.
  • Provide coaching, guidance and support for allocated SDR, ensure SDR KPIs are met for
  • Outreach and meeting bookings

Job Requirements

  • More than 5 years of experience in APAC for Telco/IT industry
  • Experience in selling disruptive and transformative technologies to Channel that enables digital transformation and cloud strategies.
  • Evidence of successfully hitting and exceeding new business targets. Proven experience in gaining new business with Channel customers.
  • Understanding and knowledge of social selling, using tools such as LinkedIn and managing workload, outreach, prospecting and pipeline via a key platform such as Salesforce.
  • Experience in selling SDWAN and virtualised network services as well as traditional managed WAN. Some exposure to network security products.
  • Ability to hold CIO level meetings, prepared and deliver pitch and RFP response presentations to CIO, senior and technical customer representatives.
  • Experience and ability to drive bid responses for RFPs.
  • Understand how to close and create close events and strategies for Channel business
  • Possess excellent communication skills
  • Good analytical skills, capable of doing in-depth analysis and able to think strategically when making decisions.
  • Sales oriented
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