[Hiring] Senior Business Development Manager @Valsoft Corporation

Role Description

We are now looking for an exceptional Senior Business Development Manager – New Business to play a key role in accelerating that growth.

This is a new-business hunter role. We are looking for an ambitious, commercially aggressive and highly proactive Senior Business Development Manager who thrives on creating opportunities, opening doors and closing new business.

• Own new-business development across the UK and European markets.
• Develop and execute a clear territory, vertical-market and target-account strategy.
• Identify and penetrate high-value prospective customers across GeminiSense’s target markets.
• Build and maintain a substantial qualified new-business pipeline.
• Generate your own opportunities through proactive outbound prospecting, direct outreach, networking, referrals, partners, industry events and targeted account development.
• Conduct consistent, high-quality prospecting into target organisations and named strategic accounts.
• Identify multiple routes into target organisations and develop relationships with key stakeholders and influencers.
• Engage confidently with senior decision-makers including CEOs, Managing Directors, Operations Directors, Security Directors, Control Room Managers, IT leaders and other relevant executives.
• Conduct effective discovery to understand each prospect’s operational, security, technical and commercial challenges.
• Translate customer requirements into compelling GeminiSense solutions with clearly defined operational and commercial benefits.
• Position and sell the broader GeminiSense platform across alarm and incident management, CCTV/video monitoring, lone-worker protection, IoT and sensor monitoring, communications, workflow and associated monitoring applications.
• Deliver compelling presentations, discovery sessions and product demonstrations, working with technical and product specialists where appropriate.
• Develop strong commercial proposals, business cases and ROI justifications.
• Own opportunities throughout the complete sales cycle, from initial contact through to contract signature.
• Maintain momentum throughout the sales process and proactively identify and overcome obstacles to closing.
• Develop relationships across multiple stakeholders within prospective customers to maximise the probability of successful conversion.
• Negotiate pricing, commercial terms and contracts.
• Consistently achieve or exceed agreed new ARR and revenue targets.
• Maintain a disciplined, accurate and appropriately weighted sales pipeline.
• Deliver reliable monthly and quarterly sales forecasts.
• Develop strategic relationships with technology partners, integrators and other organisations capable of generating new opportunities.
• Represent GeminiSense at relevant exhibitions, conferences, customer meetings and industry events throughout the UK and Europe.
• Monitor competitors, market developments and emerging opportunities across the security and monitoring technology markets.
• Provide structured customer and market feedback to Product, Marketing and Leadership teams.
• Work closely with Marketing to develop targeted campaigns while remaining personally accountable for pipeline creation and new customer acquisition.

Qualifications

• A demonstrable track record of winning new B2B customers and exceeding sales targets.
• Strong evidence of personally generating significant sales pipeline rather than relying predominantly on marketing-generated or inbound leads.
• Experience selling complex B2B software, SaaS or technology solutions.
• A history of successfully developing new territories, opening strategic accounts and winning new logos.
• The confidence and ability to prospect consistently at senior and executive levels.
• Excellent discovery and consultative selling capabilities.
• Strong commercial instincts combined with a relentless focus on progressing and closing opportunities.
• Experience managing complex, multi-stakeholder B2B sales cycles.
• Confidence negotiating significant commercial agreements.
• The ability to translate sophisticated technical capabilities into clear commercial and operational benefits.
• Strong presentation, communication and negotiation skills.
• Excellent pipeline-management and forecasting discipline.
• High levels of personal accountability, resilience and self-motivation.
• The ability to operate independently and effectively within a remote environment.
• A willingness to travel throughout the UK and Europe as required.

Requirements

• Competitive, persistent, resilient, commercial, accountable, driven.
• Enjoy the challenge of opening doors that are initially closed.
• Comfortable creating opportunities from a relatively cold territory.
• Highly organised and disciplined in managing territory, pipeline and opportunities.
• Combines persistence and determination with professionalism and consultative skills.
• Demonstrable history of turning prospecting activity into pipeline and pipeline into revenue.

Benefits

• Base salary dependent on experience, industry knowledge and proven track record.
• Highly competitive, uncapped commission plan directly linked to new-business performance.
• Commission structure rewards overachievement, with accelerators above 100% of target.
• No cap on earning potential for consistently exceeding targets.

How Success Will Be Measured

• New Annual Recurring Revenue (ARR) / revenue generated.
• New customers and new logos won.
• Qualified new-business pipeline created.
• Pipeline coverage against sales target.
• Target-account penetration.
• Outbound prospecting effectiveness.
• Qualified meetings and demonstrations generated.
• Opportunity creation and conversion.
• Sales-cycle progression.
• Win rates.
• Forecast accuracy.
• Achievement against quarterly and annual sales targets.