Business Development Manager - REMOTE TECH LTD

About us

REMOTE TECH is a growing company; with ambitions to expand the use of IoT and software solutions and dominate the market in key industries, such as the Water Treatment Companies dealing with Legionella.

REMOTE TECH employs an indirect channel sales approach; working with strategic partners to service end-users in target industries.

The acquisition of new strategic partners, who buy into the opportunity to transform their business through remote monitoring services, is critical to these growth ambitions.

REMOTE TECH works with each strategic partner to help them succeed; using a blend of technology and partner enablement services to help them grow a profitable business built on remote monitoring.

As part of our growth, we are looking for a passionate Business Development Manager to join our team. The key responsibilities will be:

• Hunt/Prospect for new partners in the Water treatment and Facility management industries (initially, may expand to other industries)
• Follow up on leads created in the marketing process for new accounts/partners.
• Provide customer feedback to the product managers to ensure a quick feedback loop
• Dealing with multiple stakeholders in the decision process, at management and executive level in prospective partners. This will include Operations, Technology, Technology, Compliance and Financial executives.
• Use consultative selling skills to understand the prospective partners business model. Use this understanding to co-create with the partner a business case for the use of Remote monitoring with RT
• Understand the customer’s problem and context and present tailor made solutions representing RT value proposition/partner offer to individuals and groups inside the prospect to position the value of working with RT as a partner
• Close the partnering agreement and first customer order with the partner.
• Handover the partner to the Partner Account Manager
• Provide sales support to partners in the pursuit of big opportunities; those where direct “sell-with” sales activity is involved.
• Coordinate RT resources to support growth. This may include roles such as PAM, operations, execs or Pre-Sales Engineering
• Maintain a good pipeline/forecast reports and qualify opportunities to focus on winnable opportunities and partners
• Develop strategic prospecting plans at least quarterly to focus activities and maintain this monthly.

• At least 5 years experience in a channel orientated Business Development role, delivering successful growth from the acquisition of new channel partners.
• Proven record of acquiring strategic partners for a technology solution company using a strategic business-case-led approach.
• Experienced in showing how software/technology/IoT solutions can be used by channel partners to transform their operational service models.
• An awareness of the business model for water treatment companies is desirable, but not essential.
• A degree, or further education, is desirable but not essential.
• Prospecting - willing and able to hunt for new partners aligned with the target customer profile. Able to build prospecting campaigns that use social, phone, email and face to face communication to identify and engage new partners.
• Confident selling to executives - able to engage successfully with senior executives in prospects across multiple functions. Confident in building senior relationships in line with the partners buying process.
• Consultative seller - curious. Able to use great questions to understand the business value of remote monitoring in a partner and their business model. Understands, and adapts to, complex buying processes in channel partners.
• Commercial acumen - comfortable talking about financial aspects of a business case in the context of partnering.
• Sell value - able to sell the RT value proposition to target roles in each prospective partner; sharing how remote monitoring can transform their business.
• Presenting value - able to present clearly and confidently, to individuals and groups, a vision for the future operating model for their company.
• Team player - works collaboratively with RT colleagues
• Customer success-focused - Prioritise the mutual…