Business Development Manager - Dubai

Location: 
Dubai Office, 50% travel
Salary: 
Competitive
Reports to: 
Director, Middle East & Africa
Reference : 
SAL-510
Closing Date: 
Friday, September 30, 2016
Skill Area: 
Sales
Department: 
Business Development

Company background

Axios Systems is an established fast growing, ambitious and highly entrepreneurial international IT software company with offices across North America, Europe, the Middle East and Asia Pacific.

 
Developed over 25 years the company’s software, assyst, is a sophisticated high value business software solution used by large numbers of businesses and government departments worldwide to automate complex IT Service Management issues around the ITIL framework. 
 

Department remit

  • To drive and grow revenues for Axios Systems from license and services solutions.

Job purpose

  • Target and close new customer opportunities in focused market space.
  • Achieve revenue targets from assigned territory or set of accounts
  • Differentiate Axios in the ITSM market through personal experience and the application of sales technique\process guidance given by sales leadership.
  • Provide excellent level of service to customer through sales cycle and oversee transition these customers to recognition of value via solution delivery.
 

Job Responsibilities

  • Identify target accounts in assigned territory using market data and industry intelligence.
  • Work with other sales resources to gain access to target accounts and identify sales opportunities that can be addressed by Axios.
  • Present Axios value and positioning of solution in customer relevant and competitor differentiated manner
  • Working with solution consulting resources build understanding of customer pain points, requirements and potential value that can be delivered by Axios.
  • Deliver a compelling business case to customer detailing the solution benefits, roadmap to value and reasons to buy immediately from Axios.
  • Coordinate resources to allow the customer to evaluate Axios’ solutions through customer / business relevant assyst demonstrations and positioning of other Axios offerings.
  • Provide timely forecasts of revenues using the Axios CRM tool.
  • Use Account and Opportunity Management processes to ensure that all avenues and activities are being covered to move deal to closure.
  • Report to sales manager providing relevant information relating to deal progress that can be presented up the Axios management chain.
  • Represent Axios in market place meeting with customers and supporting marketing initiatives to build pipeline.
  • >Collaborate with other sales team members to be innovative in selling approach for Axios.

 

Skills and experience

Essential Desirable
Proven track record in business software applications sales Sales success working in an IT focused software company
Knowledge of ITSM market and needs of customers Career history involves sales experience with competitive vendor in ITSM Gartner Magic Quadrant
Sales Process understanding having using SPIN, TAS, Miller Heiman, Getting to YES or similar best practice methods. Ability to develop a strong business case and quality proposal to convince customer to purchase.
Solution selling experience including delivering revenues from license and services combined offerings. Technical and solution architecture understanding
Ability to discuss complex software concepts and product capabilities in business relevant manner Understanding of ISO 20K \ COBIT and  other IT best practice concepts
Competence developing and delivering presentations to large and diverse audiences Comfortable collaborating with channel partners to deliver sales and implementation services.
Skilled in negotiation techniques and commercial understanding of contractual considerations of a software vendor similar to Axios.
Strong customer interactions skills to be credible and trusted in sales cycle ITIL Qualified to Foundation level
Well organized, self motivated and driven by success both personal and for the company. Degree level educated
Well developed verbal and written communication skills  
Ability to work without constant supervision  

 

For more information about career opportunities:

Email

recruitment@axiossystems.com

Phone

+44 (0) 131 220 4748

Fax

+44 (0) 131 220 4281

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