Business Development Manager, Digital Trust

Great that you're thinking about a career with BSI! Job Title: Business Development Manager, Digital Trust West Reports to: Assurance US Sales Director Location: West USA, remote position FLSA: Exempt We are looking for a West Coast based BDM to join our Team in this exciting new opportunity. Overview The BDM, Digital Trust maintains and expands relationships with strategically important large customers and coordinates BSI global engagement with a variety of customers with needs in the area of information security, privacy, business continuity and more. Responsible to work with large customers, the individual is responsible for achieving sales targets to grow share of wallet with existing customers and expand into new accounts by discussing BSI’s products and services offerings within the BSI Assurance portfolio. Leads the customer account planning cycle and ensures assigned customers’ needs and expectations, as they pertain to the assigned portfolio, are met by BSI. The BDM expands the client base by pursuing sales leads and prospective clients, building client relationships, maintaining internal relationships across BSI streams, delivering presentations and proposals, maintaining extensive knowledge of current market conditions, and negotiating and closing business deals. The BDM is also responsible to bring thought leadership and involvement in industry-related associations, conferences and shows across the US. The BDM is responsible also to influence and support various Sales professionals across the country with their efforts to promote and sell BSI’s digital trust and information security portfolio of solutions. Essential Responsibilities: Meet assigned targets for profitable sales volume and strategic objectives. Develop and manage relationships with targeted accounts and their business leaders. Coordinate with BSI’s Global Information Security Marketing and Product Development teams and other internal stakeholders to understand service and organizational priorities and strategy. Participate in cross-stream marketing and sales initiatives. Maintain existing accounts engaged through partnership with the Operational/Delivery teams at BSI. Providing regular engagement for retention. Expand the client reach of BSI through prospecting and pursuing new business. Closes new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations. Support other sales professionals across the Americas in their own efforts to sell the portfolio of information security audit services to their own clients and prospects. Locates or proposes potential business deals by contacting potential partners, discovering and exploring opportunities. Drive successful closure and ensure future utilization of BSI’s auditing services. Understand BSI’s Assurance Services solutions (including management system certification, assessments, software solutions, training and more) and how they may be used to solve issues that clients face related to their internal and supplier audit efforts. Proactively assess, clarify, and validate customer needs on an ongoing basis. Maintain a sales forecasting capability which will in the short-term make possible efficient scheduling, provide superior customer service, and controlling costs and in the long-term, provide information for business planning, resource planning and budgeting. Manage, maintain, and update key stakeholders’ information in Salesforce CRM system to ensure current contacts remain relevant. Collaborate with sales professionals within and outside of the Americas in managing multi-site accounts. Keep well informed on industry changes, participates where possible in organizations/associations directly involved with our prime markets, and continually works to improve sales techniques and sales knowledge. Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel. Attend customer business reviews and sales presentations with customers and the BSI operational delivery teams. Facilitate any day-to-day issues raised by managed clients. Perform health check reviews of assigned accounts and annually review account pricing, fees, and any scheme related fees. Manage the development of responses to RFP’s, participate in and support sales meetings. Provide thought leadership, business planning and the provision of high-level contract and relationship management to the client. Analyze and provide objective, in-depth understanding of customers, competitors, and product performance to improve sales performance as well as act as liaison with various internal departments to solve issues as they arise with both customers and account managers. Responsible for client retention and growth Support other sales professionals in achieving competency codes. Build and maintain relationship with other BSI divisions (Regulatory Services, Consulting Services, Knowledge Solutions) to maximize opportunities. Education/Qualifications: BS/BA Business or related field (or equivalent job experience) Minimum 8 years of sales experience in a business-to-business sales environment Minimum 5 years solutions sales experience (can be combined with the above) Minimum 5 years business development experience (can be combined with the above) Experience working or selling assessment / audit solutions in a professional services environment. Skills & Knowledge: Sr. Level Engagement – ability to engage with senior level management in strategic accounts. Ability to undertake the orchestration of multinational clients’ processes. Executive sales — Knowledge of principles and methods for showing, promoting, and selling products or services in a solution selling environment. Understands role of key functions and how to engage to meet customer needs. Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction. Computer and Software skills – Full proficiency in Microsoft Office and Salesforce.com (preferred). Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times. Speaking — Talking to others to convey information effectively. Persuasion — Persuading others to change their minds or behavior. Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action. Reading Comprehension — Understanding written sentences and paragraphs in work related documents. Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do. Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making. Influencing – capacity to have an effect on the character, development, or behavior of someone or something, or the effect itself, building trust through relationship. Travel: Expected up to 50% domestic air and land travel with the possibility of international travel as required. Languages: English fluency. Spanish, French and Portuguese are nice to have. What we offer: The salary for this position can range from $74,800.00 to $102,850.00 annually; actual compensation is based on various factors, including but not limited to, the candidate’s competencies, level of experience, education, location, divisional budget and internal peer compensation comparisons BSI offers a competitive salary, group-sponsored health and dental, short-term and long-term disability, a company-matched 401k plan, company paid life insurance, 11 paid holidays and 4 weeks paid time off. #LI-Remote Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business. BSI is an Equal Opportunity Employer and we are committed to diversity. BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team. Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business. BSI is an Equal Opportunity Employer and we are committed to diversity. BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team. BSI continues to support our people and clients to make a difference during this challenging time. Our focus on Innovation in the way we support the COVID 19 effort, continue to deliver to clients and adapt through agile working methodologies are helping us navigate these unique times. We are still recruiting especially in areas that are Client facing and Business Development , and you can find vacancies advertised on Workday – Career – Find Jobs. We are conducting Virtual Interviews and Inductions, it’s amazing how positively people are embracing new ways of working and staying connected. Stay safe. Our ambition is to be recognized and valued globally as a best-in-class company; a client-driven, efficiently-run, growing business. BSI has come a long way since being founded in 1901. Today, we're a global business services organization, respected world over for the development of standards; assessment of management systems; testing and certification of products and services; providing software solutions; and the delivery of training courses. We offer diverse career paths from auditing to sales, product development to finance, and from IT to marketing.

Salary : $74,800 - $102,850