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Business Development Manager, APAC

About the company

VOSS develops a range of products that are used by the world’s largest communications service providers and enterprises. These market-leading tools are paired with professional services to help our customers achieve the most from their digital workplace platform. We operate in a very dynamic industry and leverage the latest technologies to keep our software at the forefront of the market.

VOSS is a global team with offices in Cape Town, Dallas, London, and Sydney. Our engineers are encouraged to travel and work directly with our customers to gain real-world experience. Read more about VOSS and what we do, on our website.

Purpose of the position

VOSS is seeking to hire a seasoned, successful Business Development Manager to join our existing sales team in APAC to drive new business sales and growth within the region. The successful candidate will be responsible for winning new logos through sales of all VOSS’ portfolio products and services. They will have at their disposal a team of domain and solution specialists, as well as a highly experienced executive team, motivated to make this role successful.  If selected, you will be responsible for selling our leading flagship products: VOSS Insights and VOSS Automate solutions into assigned accounts and new customers. You will be the point person for these accounts and opportunities, providing leadership and direction to other team members.  You will be responsible for defining account plans, deliverables and working with the Customers and various entities across VOSS to deliver solutions to delighted clients.  The Business Development Manager role will require a combination of persistence, being result focused and strong sales leadership and professionalism.

The successful candidate will be required to work closely with all areas of the Company to drive Revenue and Customer Success and to help drive the strategic direction of the company by communicating customer requirements concisely.

Specifically, the successful candidate will work with the VP of APAC and the broader team in VOSS focusing on the following:

  • Focus on meeting and exceeding sales goals (Revenue and New Name-based)
  • Work closely with marketing to support marketing campaigns that will drive qualified leads into the sales pipeline
  • Maintain and develop new business with existing Channel Partners, including sales enablement and go-to-market initiatives
  • Take a lead role in the development of proposals and presentations for new business materials to create and nurture business opportunities and partnerships
  • Identify trends and customer needs, building a short/medium/long-term sales pipeline in accordance with targets
  • Develop strategies and positions by analysing new venture integration
  • Assist in the coordination and implementation of marketing strategies, and delegate tasks that achieve strategic goals
  • Drive New Enterprise opportunities.
  • Sign up New Channel Partners

The new Business Development Manager will maintain a Sales Dashboard that will dynamically track:

  • Sales success vs targets (Salesforce)
  • Sales Opportunity Analysis (Salesforce)
  • Sales Qualified Leads (Salesforce)

Duties and responsibilities

  • Owning the account engagement & new opportunity planning
  • Generating and following up on leads
  • Maintaining key account contacts and contact plans
  • Leading contract negotiations with new accounts and opportunities
  • Follow-up leads, working with Marketing on outreach and lead generation programmes
  • Reporting weekly on sales forecast including goal achievement planning
  • Owning partner and new deal profitability
  • Working with Services and Support teams to drive successful customer engagements, manage escalations and maintain/improve customer satisfaction levels
  • Monitor and evaluate industry trends and customer drivers and meet regularly with management and stakeholders to discuss strategy
  • Manage proposal response process, including detailed RFP requirements, content creation, and inputs from various sources
  • Generate new leads, identify and contact decision-makers, screen potential business opportunities, select the deals in line with strategies, and lead and facilitate pitch logistics
  • Develop and implement overarching outbound sales and business development strategy, sales processes, structure, and best practices across the company
  • Support deal structure and pricing with business value analysis; negotiate prices for proactive bids and proposals
  • Maintain and share professional knowledge through education, networking, events, and presentations

Minimum qualifications

VOSS will consider candidates who are able to demonstrate a successful sales track record and a passion for delivering solutions and meeting customers’ requirements plus:

  • A comprehensive understanding of the UC & Collaboration market
  • Over 8 years of selling similar solutions (note: special consideration will be given to expertise and proven sales track record selling: IR Prognosis, SolarWinds, Nectar and similar Network Monitoring and Assurance solutions)
  • Strong verbal and presentational skills
  • A team leader/player who has a positive influence on others
  • Can demonstrate business maturity, impeccable business ethics, sales craft, and organisational skills
  • Impeccable references