Business Development Manager for Emerging Solutions

As a Business Development Manager for Emerging Solutions, you will be is responsible for securing new business and growing existing addressable client base of IDeaS meetings & events and forecasting & planning solutions (and potentially additional future solutions) across EMEA and APAC. The Business Development Manager will use a direct sales approach to research, plan, prospect, engage, and close business with assigned accounts, aligning with the account owner for a defined region(s). This role is critical in scope and responsibility and is key to achieving company growth. This person can be based either in the UK or in Spain.

What you’ll be doing…

• Plans, develops, and executes the acquisition strategy through meetings & events and forecasting & planning solution offerings (and potentially additional future solutions) which meet prospect and client needs as identified

• Plans and develops value solution for the assigned market/region.

• Effectively manages sales relationships through a full life cycle, including pre- opportunity account nurture, opportunity strategy, qualification of business needs, solution design, commercial & contractual negotiation, and opportunity closure.

• Effectively manages long-term client relationships to ensure client retention is maintained while business relationships between organizations continue to grow.

• Contributes at regular external client business reviews to ensure overall health of account relationship is maintained and further penetrated with IDeaS emerging solutions.

• Meets and exceeds new sales and client retention and penetration targets as defined by Manager, Global Sales, IDeaS New Ventures and Manager, Emerging Solutions Sales

• Work cohesively with the Marketing & Demand Generation team to develop and implement strategic marketing campaigns which will help grow volume of business, stimulate demand of new products, and instill value of overall business relationship.

• Works cohesively with the IDeaS product management team on strategic sales of meeting & events and forecasting & planning solutions in support of overall product roadmaps.

• Works with the Solution Engineering & Client Success teams throughout the sales process to ensure successful solution design aligned product capabilities and roadmap.

• Works cohesively with the Finance team to ensure all business is executed according to current policies and guidelines. Will work with finance and legal, as needed, to achieve desired profitability margins.

• Tracks and analyzes competitive threats and sales activity to ensure market leadership positioning for meetings & events and forecast & planning solutions

• Tracks and analyzes market needs to ensure sales alignment with opportunity.

• Identifies industry, partner and client trade shows/events and assist/attend as required to support brand strengthening & client and prospect relationship expansion.

• Engages and supports a progressive and dynamic corporate culture within IDeaS

• 5+ years of progressive experience as a sales professional, selling hospitality technology solutions particularly in the space of revenue management or meetings & events or financial forecasting & planning software sales.

• Demonstrated success and overachievement (quota attainment, volume, market share growth, competitive rank, awards, etc.).

• Hunter sales approach with proven ability and experience of positioning and selling revenue management software or meeting & events software or hospitality forecast & planning software solutions in a complex corporate environment.

• Excellent consultative and listening skills with a strong ability to communicate across a range of diverse cultures and corporate levels, including Executive Management (C-Level) teams.

• Excellent organizational skills coupled with the ability to manage multiple, sometimes conflicting priorities, and IDeaS internal teams to develop and deliver solutions to prospect requirements.

• Ability to understand hospitality industry and hotel infrastructure, the technology within hotels, and interfaces with IDeaS.

• Ability to travel up to 50% including international travel.

• Experience with demand generation, sales and research tools (Salesloft, ZoomInfo, Salesforce, LinkedIn Sales Navigator.

• Highly desireable to know have knowledge of hotel business operations software across Revenue Management, Sales & Marketing, Conference & Banqueting, Food & Beverage, Finance and Operations disciplines and technologies. (Amadeus/Delphi S&C, POS, PMS, FP&A, Finance Systems), Equivalent combination of education, training, and relevant experience may be considered in place of the education requirement stated above.