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.

Physical Requirements

To accomplish this job successfully, an ind