Softtek

Compensation

Full Description

Duties and Responsibilities • BDMs must focus on hunting and signing business: new logos (Clients), pursuing new opportunities, and/or expanding existing accounts with the potential to double current revenue or wallet share. • Responsible for TCV Attainment. Achieve at least 50% of the specified annual goal. • Identify sales opportunities with NEW Clients. • Lead efforts to prepare and deliver Client presentations, working jointly with Sales Engineering. • Review backlog information and sales forecasts for new sales, ensuring updates are consolidated into the monthly revenue forecast (in CRM) • Prepare annual sales plans, including targeted prospects, sales and revenue projections, and a strategic plan to achieve sales goals • Develop 30-60-90-day sales plans with specific activities aimed at generating and nurturing new sales opportunities. • Schedule calls, face-to-face meetings, and roadshows with key contacts. • Consult with clients on technology-driven business opportunities by proposing Softtek delivery solutions. • Create, review, and deliver proposals to clients, including conducting contract, pricing, and scope negotiations required to close sales. • Identify and address any strategic issues impacting the Client/Account • Understand and be knowledgeable with Softtek's service offerings, its capabilities, strengths, weaknesses, threats, and opportunities, as well as Softtek's Client portfolio and target market. • Based on that understanding, create a business plan to develop innovative proposals for both existing and potential clients, using a value-driven, consultative selling approach • Work with the existing sales team to identify untapped business opportunities within the current client portfolio; collaborate with your leader/supervisor to prepare and pursue these opportunities • Coach Account Managers and BRMs on how to analyze an existing account (client), understand their business processes and key metrics, and, more importantly, detect untapped new business opportunities • Support BRMs in mapping Client's organizational charts and identifying key contacts for prospecting. • Research client business drivers, strategic initiatives, and potential projects to create an internal account plan in the appropriate platform/tool. • Lead negotiation efforts and coordinate with the Legal team to close sales. • Enter new Opportunities in CRM and update periodically as they progress. • Create quotes in CRM, including PVTool, and submit them for proper approval prior to delivering business proposals to clients • Lead efforts to collaboratively create accurate Statements of Work (SOW) with the Solutions and Operations teams • Ensure all paperwork and documents (i.e. contracts and agreements) relating to engaging a Client are fully signed and dated by the appropriate representatives of Client and Softtek; the fully executed paperwork and documents are saved in the appropriate repositories; and any follow-up duties to formalize/finalize the engagement of the Client is completed by the applicable deadline(s). • Create Orders in CRM and submit for approval for all new sales confirmed by Clients, including required documentation such as revised PVTool, SOW, and Purchase Order or Task Order. • Work with Operations (Delivery Managers and Account Delivery Managers) to ensure billable time is being accurately and fully captured and invoices are timely and accurately created. • Assist the Account Receivables team by following up with Client representatives to ensure timely collection of invoices. Requirements and Qualifications Educational Requirements: • BDMs must hold an undergraduate degree. • Senior BDMs (BDM Sr) are preferred to hold a master's degree. Sales Experience Requirements: • Senior BDMs (BDM Sr) must have a minimum of 10 years of sales experience in selling IT Professional Services and IT solutions. • BDMs Proficient (BDM Pr) must have a minimum of 5 years of sales experience in selling IT Professional Services and IT solutions. Reporting Structure: • BDMs must report to a Vice President (VP), Senior Vice President (Sr VP), or Industry Managing Director (iMD). Role-Specific Guidelines: • A BDM cannot transition from one market to another without demonstrating the necessary skills, experience, and understanding of the sales strategies required for the new market. • Each BDM is associated with only one variable compensation model, specific to their role. • A personalized letter outlining the terms and conditions of the variable compensation model will be shared annually. • Double roles/positions are not permitted; each sales executive holds a single role.