Business Development Manager, AI Practice

Summary

Zones is a global provider of end-to-end IT solutions and services. The Business Development Manager will drive awareness and sales alignment for AI solution offerings, develop qualified services opportunities, manage partner relationships, and grow revenue through go-to-market strategies and customer engagement.

Responsibilities

• The BDM will drive alignment between the AI Solutions Practice, associated services partners, and Zones’ sales teams. To do this you will:
• Communicate and network effectively within identified AI solutions partners
• Articulate the Zones value proposition to the partners and evangelize how Zones’ offerings align with their strategy and compensation
• Nurture and grow relationships within the partner organization, keeping a cadence in place in key focus markets including pipeline reviews with sales teams as appropriate
• Seek partner input on our go-to-market strategy and offerings to drive stronger alignment as a go-to partner
• Take ownership of partner-related escalations and issues in cooperation with internal Zones departments
• Articulate Zones’ value proposition
• Develop and grow AI services pipeline of qualified opportunities
• Align to or create go-to-markets based on partners’ sales plays and Zones offerings
• Focus on achieving sales and profit goals
• Manage, maintain, and grow current pipeline
• Analyze AI industry trends and practices for services and technologies in order to drive enhanced revenue
• Strategize and push for customer meetings both in person and over the phone to discover and grow new opportunities
• Lead customer calls and presentations for strategic opportunities and sales trainings
• Collaborate with operations/project manager to ensure smooth deployments
• Proactively provide suggestions on new ways to get in front of customers, drive sales and marketing activities, including networking opportunities
• Attendance at relevant industry conferences
• Provide expertise on RFQs, RFIs, RFPs, and contractual bids

Skills

• 2+ years in business development and/or solution sales with a proven track record of success within the Information Technology space
• Excellent pipeline development and management skills, with proven success in delivering go-to-market strategies and results
• Strong cross-group collaboration to drive alignment and teamwork within the partners' and Zones' teams
• Excellent communication skills with solid experience in presenting and delivering key messages to internal and external senior executives and other audiences
• Understanding of enterprise sales and solutions selling
• Must be able to accommodate a flexible travel schedule and attend meetings/client visits within the assigned geographic territory and other locations as assigned
• Manage, maintain, and grow current pipeline
• Analyze AI industry trends and practices for services and technologies in order to drive enhanced revenue
• Strategize and push for customer meetings both in person and over the phone to discover and grow new opportunities
• Lead customer calls and presentations for strategic opportunities and sales trainings
• Collaborate with operations/project manager to ensure smooth deployments
• Proactively provide suggestions on new ways to get in front of customers, drive sales and marketing activities, including networking opportunities
• Attendance at relevant industry conferences
• Provide expertise on RFQs, RFIs, RFPs, and contractual bids
• Bachelor's degree in Business or Technology preferred

Qualifications

Must Haves

• 2+ years in business development and/or solution sales with a proven track record of success within the Information Technology space
• Excellent pipeline development and management skills, with proven success in delivering go-to-market strategies and results
• Strong cross-group collaboration to drive alignment and teamwork within the partners' and Zones' teams
• Excellent communication skills with solid experience in presenting and delivering key messages to internal and external senior executives and other audiences
• Understanding of enterprise sales and solutions selling
• Must be able to accommodate a flexible travel schedule and attend meetings/client visits within the assigned geographic territory and other locations as assigned
• Manage, maintain, and grow current pipeline
• Analyze AI industry trends and practices for services and technologies in order to drive enhanced revenue
• Strategize and push for customer meetings both in person and over the phone to discover and grow new opportunities
• Lead customer calls and presentations for strategic opportunities and sales trainings
• Collaborate with operations/project manager to ensure smooth deployments
• Proactively provide suggestions on new ways to get in front of customers, drive sales and marketing activities, including networking opportunities
• Attendance at relevant industry conferences
• Provide expertise on RFQs, RFIs, RFPs, and contractual bids

Nice to Haves

• Bachelor's degree in Business or Technology preferred

Benefits

• Medical, dental and vision coverage
• Life insurance
• Disability insurance
• Voluntary accident insurance options
• Hospitalization insurance options
• Critical illness insurance options
• A 401(k) plan with matching provision
• Paid time off and personal sick leave in compliance with individual state requirements
• Remote work arrangement