Enterprise Business Development

Requirements:

• Location: Remote (some travel required)
• 3 years of sales experience (preferably Enterprise sales)

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Competencies:

1. Need for Achievement: Sets demanding personal goals. Is ambitious. Strives for excellence. Willing to work as hard as necessary to get things done.
2. Persuasion: Builds a good case, taking customer needs into account. Closes compellingly. Enjoys selling, negotiating, and changing others’ point of view. Stays calm under pressure.
3. Interpersonal Savvy: Relates well to all kinds of people. Builds appropriate rapport. Uses diplomacy and tact. Can diffuse even high-tension situations comfortably. Strong ability to read the room (knows when to push and when to be patient).
4. Organization: Is disciplined and methodical. Detail-oriented. Is organized and orderly. Checks thoroughly to avoid mistakes. Tracks opportunities and contacts. Task-oriented. Follows up.
5. Technical / Functional Skills: Has the functional and technical skills to do the job at a high level of accomplishment. (Understanding of complex terminology / solutions).
6. Optimism: Expects to succeed. Remains resilient in the face of difficulties.
7. Confidence: Is unfazed by rejection. Not offended by difficult buyers. Feels self-assured. Freely expresses opinions or concerns.

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Responsibilities:

Prospect

• Create a prospect list based on ideal client profile
• Research & identify the key decision maker(s) at each prospect
• Contact potential leads (email, phone, networking events, etc.) that meet Ideal Client Profile criteria
• Schedule pre-qualification meeting
• Document activity related information in CRM

Connect

• Identify if prospect’s needs fit Arrow Payment’s services
• If yes, then schedule presentation (qualification) meeting
• Build relationships with strategic & channel partners
• Document prospect related information in CRM
• Set agenda for presentation (qualification) meeting

Qualify

• Assist in preparing presentation materials
• Participate in presentation (qualification) meetings
• Document qualification-related information in CRM
• Follow-up with prospect confirming next-steps

Propose

• Assist in developing proposals (for Discovery)
• Participate in proposal review meeting
• Follow-up with prospect confirming next-steps

Commit

• Part I: Participate in final proposal review meeting (for Discovery)
• Part II: Participate in proposal review meeting (for Solutions)

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