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Business Development Manager

Acumatica is looking for a Business Development Manager focused solely on recruiting new Independent Software Vendors (“ISV’s) to form partnerships with Acumatica. Through rigorous prospecting, the successful candidate will be accountable for developing a robust ISV pipeline, generating qualified sales lead, managing the sales process and successfully completing partnership agreements.

Roles and Responsibilities

  • Execute creative lead generation activities to increase awareness and interest in the Acumatica Cloud xRP Platform in partnership with our Platform Evangelist.
  • Manage a prospect base consisting of specific target accounts across multiple verticals, and track activity using an internal Acumatica CRM.
  • Quickly establish rapport and trust with prospects, virtually and in person.
  • Evangelize the Acumatica Cloud xRP Platform and demonstrate the business and technical benefits of a partnership. Collaborate with team (technical, executive) to win new opportunities and grow the business.
  • Initiate and manage the sales cycle, including identifying goals that will lead to a successful win.
  • Meet and exceed quota of new leads and opportunities.
  • Meet and exceed ISV partner recruitment and revenue targets.

What you need to succeed

  • You have a BA/BS degree. MBA preferred.
  • You have 8+ years of business development experience, preferably with a focus on finding ERP or business application ISV Partners.
  • You know how to listen, ask questions, and solve problems.
  • You prefer a solution-oriented approach to selling and can effectively articulate a business message.
  • You know how to say “no” and cut bait on an opportunity if it doesn’t fit.
  • You have demonstrated an ability to overcome objections and close deals.
  • You are self-driven and realistic about your goals and the status of your pipeline.
  • You have exceptional organizational and communication skills.
  • You are relentless and know how to get to the decision-maker.
  • You can build a plan and execute against it.
  • You have worked in a start-up environment selling to business clients.
  • You think creatively about ways to reach your customers via social, campaigns, conferences, cold calling, etc.
  • You have experience working in channel organizations, with frontline experience preferred.

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