Operations · Piedmont, Italy
Virtuozzo is the leading provider of virtualization and cloud infrastructure software that enables service providers, ISVs and enterprises to deliver secure, robust and highly-performant virtualization, software-defined storage and hyperconverged platforms for applications and cloud services.
We are looking a new Business Development Manager (with German and English languages)
REPORTS TO VP Sales.
Mission Statement: Manage assigned customers base, make their consumption increase, cross-sell and up-sell new solutions. Keep the contracts clean, and renew them. Work on new prospects across EMEA Region.
Outcomes.
Be in control of assigned Current customer: 3 months from hiring date
Bring incremental revenue around 250K$ / quarter
Key Account Plans developed for selected accounts quarterly: ETA 3 months from hiring date
Support Channel structure to onboard new partners
Quarterly forecasting accuracy
Sales training certification for his/her customer base by 2 quarters from hiring date
2 deals of 500K$ ARR in the pipeline by 2 quarters from hiring date
10+ opportunities open in pipeline by 3 months of hiring date
Support the BDR in the qualification calls
Complete the training within 3 weeks from hiring date
Competencies:
Smartness and efficiency: learning quickly, analytical skills, creativity.
Strategic thinking: pro-activity and and independence. Asking the Key questions that company/peers didn’t ask.
Communication: likeable, smart, active listener, great communicator (C-level can enjoy/learn from you). Open to criticism, extracting rational and acting on it. Clear delivery of ideas verbally and in writing. Team work facilitation. Selling ideas to the team, peers, and management.
Energy: hard (but efficient) worker, passion about thir job and prefer getting things done. High resilient and persistent. High speed (aggressiveness). Optimismic and enthusiastic.
Multi-target control: follow-through on commits) – don’t ever forget/neglect the key targets/tasks/missions. Attention to details.
Ongoing consistent prioritization. Not wasting disproportionate time on non-important things.
Integrity and work ethics.
Sales/professional Specific:
Account Management.
Cloud software sales.
Service providers sales (HSP, CSP, MSP).
Channel sales.
Enterprise sales. Structure, clarity, execution speed, deals quality. 7-digit ARR, 7-digit TCV deals. Long/complex sales cycles.
Insides sales / BDR experience.
Engineering (pre-sales, sales engineering, development, support) experience is advantageous.
Meet Virtuozzo Mindset Values
Passion: Dedicated In Hearts & Minds.
Excellence: Make the Impossible Possible.
Customer centricity: Help Customers Stay Ahead.
Personal Growth: Reach Your Potential.
Teamworking: One United Team.
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