Business Development Manager

Vispero Software & Services Business Development Managers are responsible to developing and closing new to Vispero customers leveraging all of the products and services available to them including: TPGI services which include selling audits to enterprises to help identify current levels of compliance & develop plans to remediate gaps, the Accessibility Resource Center (ARC) which acts as a software tool that houses all of the information on audits conducted and work needed to meet accessibility guidelines, Vispero’s Self Service Product which allows organizations to make their self-serve hardware (ie., kiosks found in airports, fast casual restaurants, mainstream retailers) accessible to those with low/no vision and professional services to address training and user experience to adapt internal (for employees) and external (customer/market facing) digital platforms.

Scope of Work

Identify and research potential new clients within assigned territories or markets (enterprise, education, government agency – depending upon the vertical assigned).
Develop and implement a strategic sales plan to achieve new logo acquisition goals.
Collaborate with marketing and the SDR on the development of leads (both inbound and outbound)
Develop leads through multiple channels including targeted outbound calls, campaigns, referrals. Own 1:1 development and partner with marketing for scalable messages and campaigns
Present and demonstrate our software and services to prospective clients, highlighting key benefits and ROI including a good understanding of how to work with the different personas we sell into including: IT, HR, Accessibility and Program Managers
Collaborate with marketing to create tailored messaging and campaigns that resonate with target audiences for lead generation, nurturing and funnel progression
Lead contract negotiations and close deals in alignment with company policies.
Maintain an accurate and up-to-date CRM database of leads, prospects, and prospect interactions.
Provide ongoing market feedback to the product and marketing teams to inform future developments.
Build and nurture long-term relationships with clients to encourage referrals and upsell opportunities once deal is developed and handed off to the account management (and services team, if appropriate).
Act as a team player and collaborator with the Solutions Engineering team in the development of configurations and proposals in a timely manner

Supervisory Responsibilities

None

Required Knowledge/Skills/Abilities

Strong written and verbal communication including the ability to conduct effective sales pitches, ability to dialog with a prospective customer to understand needs, objections
Experience in a B2B Software and Professional Services organization for >2 years
Ability to use Microsoft Word, Excel and PowerPoint with a high level of proficiency for the purposes of prospect communication and presentation
Goal oriented and can work backward from a goal to establish daily, weekly, monthly activities to hit a monthly/quarterly/annual goal
Highly motivated, engaging and persistent.
Ability to learn technical concepts and present strategic solutions.
Exceptional organization skills.
Manage and organize a large pipeline of business with a focus on analytics and understanding of progress and where effort is needed to advance business opportunities at all stages of the sales pipeline.
Past experience working in a software and services environment including a sales development program and successful “graduation” to a quota carrier role
Demonstrated track record of commercial success as a quota carrier including sharing quarterly/annual goals and % obtainment, Presidents/Chairman Club designations
Background and experience in the accessibility space is highly desired
This position is remote however, travel is required for team meetings, trainings and to see prospects as needed.

Education and Experience

Bachelor’s degree in business administration, Sales or equivalent degree or equivalent work experience.
5+ years’ experience in sales or business development with a software and services organization that had a defined selling methodology and pipeline management approach.
Preference for familiarity with the field of accessibility or, experience that is vertical specific that would support Vispero’s efforts with education, government agencies or large enterprises with a deep digital presence.
Experience with HubSpot, ZoomInfo and LinkedIn Sales Navigator preferred.
Must have carried at least a $1mm quota
Transaction volume of multiple deals per month
Typical deal size of $50,000 minimum to over $100,000

Physical Requirements

To accomplish this job successfully, an individual must be able to perform, with or without reasonable accommodation, each essential function satisfactorily. Reasonable accommodations may be made to help enable qualified individuals with disabilities to perform the essential functions.

                                                                                                                                                           

The above statements are intended to describe the general nature and level of work being performed by the person assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, skills, and physical demands required of personnel so classified.

The Typical Salary Range of the Business Development Manager is between $90,000-$120,000 plus commission depending on location, education and years of experience. OTE realistically in the first year is between $170,000- $220,000