|
 |
|
|
| Lead Development Manager |
|
 |
 |
|
 |
|
The Lead Development Manager will have a track record in Business to Business telephone based sales or telemarketing with proven success in account penetration and qualification. Must also be happy making proactive outbound calls to identify opportunities, create leads and generate appointments through a solid foundation of IT literacy, ideally within the Business Process Management (BPM) space. You must have the ability to think on your feet.
THE ROLE
Process all incoming responses according to processing guidelines
Acquire precise and complete information about the customers or prospects
Provide relevant information to the prospect in order to raise his interest and confidence in ILOG/IBM products and people
Develop an ongoing relationship with identified nurtured contacts
Make accurate assessments of when a given project/opportunity is at a stage to engage the field sales rep, following lead passing guidelines
If possible, create some compelling sales event to create some dynamics in the project (Set up presentations, appointments, opportunities to engage with key people)
Understand the ecosystem of the project : established players, third parties, competition
Follow-up with sales / management, partner with TAMs for solution inception (which early questions could help build a solution - based on similar cases)
Take back contacts into nurturing when Sales has no made progress
Cold calling / Outbound prospection where required
Managing the lead dashboard for given territory
Ensure that the brand values are conveyed at all times
Consistent achievement of targets set
Ensure excellent customer service at all times
To proactively contribute to the success of the team
Contacting potential new customers through cold calls and obtain leads for new business
Motivating clients to attend seminars & events
Any other duties as instructed by the Line Manager within the parameters of the role
KEY RESPONSIBILITIES
Cold calling into existing and new accounts, identifying relevant contacts and relaying IBM ILOG’s BRMS and WebSphere proposition
Follow a structured customer contact process as defined by line manager
Understand your individual conversion ratios in order to attain targets set.
Maintain awareness and understanding of ILOG/IBM Products and functional areas
Execute such tasks as directed to meet the needs of the business
Manage allocated area of prospect database, updating all prospects' information
Researching prospect organisations/people |
|
  |
|
 |
|
|
|
|
Bachelors
|
|
5 years + |
|
|
|
English : Speak / Write Fluently
|
|
|
|
open-ended |
|
|
|
unspecified |
|
|
|
EU National |
|
|
|
Home Counties Reading |
|
|
|
 |
|
 |
|
|
Cold calling into existing and new accounts, identifying relevant contacts and relaying IBM ILOG’s BRMS and WebSphere proposition
Follow a structured customer contact process as defined by line manager
Understand your individual conversion ratios in order to attain targets set.
Maintain awareness and understanding of ILOG/IBM Products and functional areas
Execute such tasks as directed to meet the needs of the business
Manage allocated area of prospect database, updating all prospects' information
Researching prospect organisations/people
Cold calling into existing and new accounts, identifying relevant contacts and relaying IBM ILOG’s BRMS and WebSphere proposition
Follow a structured customer contact process as defined by line manager
Understand your individual conversion ratios in order to attain targets set.
Maintain awareness and understanding of ILOG/IBM Products and functional areas
Execute such tasks as directed to meet the needs of the business
Manage allocated area of prospect database, updating all prospects' information
Researching prospect organisations/people |
|
|
|
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, national origin, genetics, disability, age, or veteran status. |
|
|
|
|
|
