Business Development Manager - North America

Herndon, VA – North American
Reports to: 
Head of Sales, North America
Closing Date: 
Thursday, August 31, 2017
Skill Area: 
North American Sales

Company background

Axios Systems is an international IT Service Management software company that develops implements and supports assyst, a sophisticated and high-value business software solution.  We specialize in delivering IT Service Management solutions and best practice services to enterprise private and public sector organizations.

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 throughout the sales cycle and oversee the transition of customer account from implementation to account management handover

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




+44 (0) 131 220 4748


+44 (0) 131 220 4281


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