SUMMARY: The Business Development Manager (BDM) leverages personal industry relationships, personal market development skills, CloudWave market development programs, and CloudWave partner references, to create and harvest a pipeline of new CloudWave Managed Cloud Services and Professional Services customers. Through consistent engagement, active listening, and careful documentation, a CloudWave BDM builds and communicates awareness of each potential customer’s general IT strategy, ongoing projects, near-term tactical needs, and potential future mapping to CloudWave solutions and services. The CloudWave BDM works with each prospective customer with an overarching goal of onboarding the customer to a CloudWave managed cloud service solution and concurrent goal of creating an enduring relationship with CloudWave.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Achieve assigned quota for your territory.
• Collaborate with CloudWave sales & marketing leadership to determine the best sales development and marketing support programs for your territory. Actively collaborate in program implementation.
• Work with the VP of Sales to develop reasonable targets for daily, weekly, and monthly prospecting activities using phone calls, personal & industry networking, social media, and email communication. Prospecting and pipeline development should occupy 30-50% of your working time. Document your activities in SFDC.
• Work with the marketing resource assigned to manage CloudWave’s outsourced market development programs to receive, qualify, and manage “top-of-funnel” MQLs and SALs.
• Ensure that each prospective accounts history, contacts, opportunities/pipeline, plans and call notes are all properly documented in SFDC.
• Ensure that sales-managed customer engagement documents are formatted and electronically filed in alignment with CloudWave corporate standards.
• Coordinate the participation and actions of CloudWave escalation resources from sales, marketing, and executive management in supporting each prospective account.
• During the 18-month initial engagement period, participate in each customer review call sponsored by CloudWave’s Customer Success Management team and note opportunities to engage more deeply on new cloud workloads, additional CloudWave solutions, or professional services. Enter these opportunities in SFDC and execute sales campaign with the account to monetize them.
• Act as a customer advocate at CloudWave as necessary, escalating appropriately to management in cases where standard support escalations driven by the Service Desk or CSM team are not successful in resolving customer satisfaction problems.
• Make marketing and sales management aware of opportunities to include both prospects and new customers in joint marketing activities, endorsements, success stories, press announcements, speaking engagements, virtual events, or regional and national events. Provide personal invitations to prospective and new customers to visit with you during any CloudWave or industry events to which you will travel or participate online as a representative of CloudWave.
• Share case studies with the sales and marketing team at CloudWave, and potentially the entire company where they serve as instruction and/or encouragement for the CloudWave team.
• Maintain general knowledge of the healthcare IT industry through training, events, personal reading, and thoughtful interaction with customers and partners.
• Be conversant at a healthcare IT adminstrator level with CloudWave’s suite of solutions and the problems they solve for hospitals and healthcare providers.
• In the rare cases necessary, assist CloudWave finance with escalation within customer organizations of chronically slow customer payments or unusually large outstanding balances. Any such action should only be taken at the direction of, and with active feedback from your manager.
• Be accountable for commitments made to customers, partners, and other CloudWave departments and employees. Escalate rapidly to your manager if personal or corporate circumstances make it difficult to keep your commitments. Your manager is here to help you succeed so that the company is successful in its mission.

OTHER DUTIES AND RESPONSIBILITIES:

• Maintain personal skill fluency with the secure and competent use of CloudWave’s employee-enabling technology suite including laptop and desktop computers; our Microsoft Teams suite for meetings, calls, chat, and collaboration; our Office 365 tools, especially Word, Excel, and PowerPoint; and SFDC, as well as any other tools that CloudWave may adopt or update for employee productivity or sales and marketing automation.
• Abide by CloudWave’s code of ethics.
• Abide by CloudWave’s applicable travel policies.
• Maintain professional standards of timeliness, grooming, and appearance consistent with customers expectations, recognizing that these may reasonably vary between different customer engagements and corporate events, but sales employees should be mindful that in all these engagements they are representing CloudWave as an entity and not just themselves.

SUPERVISORY RESPONSIBILITIES: Not applicable, however this role requires significant interpersonal skills for managing CloudWave and/or partner resources that may be involved in outreach or referral to prospective customers.

MINIMUM QUALIFICATIONS: (To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the minimum knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

Education:

• Undergraduate (B.A. or B.S) college/university degree or demonstrated equivalent life/job history skills which have led to the ability to apply critical thinking and analysis to your role at CloudWave.

Experience:

• 8+ years of proven sales/account management experience highly recommended.
• Prior experience in healthcare, information technology, IT support or services, or Cloud support and services are helpful.
• Evidence of past participation in formal sales development programs will be strongly considered.

Certification or Licenses:

• Relevant partner sales or technical sales certifications (AWS, GCP, others) to your role at CloudWave must be completed and maintained.
• Security, Cloud, Technology, Marketing, or Healthcare industry certifications achieved in the past are not required but are of great interest to CloudWave in assessing candidates for this role.
• Participation in sales training, whether in groups or on an individual basis, is an expected component of each sales employee’s personal self-development.

Special Knowledge, Skills and Abilities:

• Curiosity and ongoing personal learning about Healthcare, Healthcare Information Technology, Cloud Technology, and Cybersecurity.
• Ability to express business proposals and thoughts clearly through use of both corporately-supplied and self-edited PowerPoint presentations, Excel spreadsheets, and Word documents.
• Personal time management skills.

TRAVEL REQUIRED: Ability to travel up to 50%. The use of Teams as a way of maintaining customer collaborations is highly recommended, but based on account tiering determined by your manager, in-person meetings will be required periodically to maintain your customer base.

PHYSICAL DEMANDS: (The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Ability to work long hours at a desk using a PC, video conferencing, and phone usage.
• Ability to occasionally lift and move computer equipment if necessary.
• Moderate overnight travel by land or air.

WORK ENVIRONMENT: (The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Ability to work in an office environment and remote if needed
• Extensive use of desktop computer, mobile technologies video conference, phone, cell phone is essential for this function.

We offer competitive salary and above average benefit packages. CloudWave is a drug-free, EEO employer.