Business Development Manager
Full-Time // Remote US
Primary Function
Freedom Scientific and TPGi, both divisions of Vispero, are leaders in the development of assistive technology solutions and accessibility products and services, with a commitment to providing innovative products and services that enhance the independence and quality of life for individuals who are blind, low vision, or have other disabilities. Our solutions include screen readers, magnification software, accessibility testing tools and accessibility services, serving educational, corporate, and consumer markets globally. At the heart of our mission is the belief that everyone deserves equal access to the digital world.
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 (i.e.., 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
The duties listed below are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position.
- 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
Qualifications:
- 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 base salary range for a typical candidate is USD $90,000-$120,000 and varies based on location, education, and years of experience. This role is eligible for commission.
If you have a passion for excellence and want to work with an outstanding team of experts, working in an exciting, challenging, fast paced environment for the world’s leading assistive technology company, please send your resume to careers@tpgi.com.
Vispero actively seeks to develop greater levels of diversity in our workforce and in our pipeline of future employees. We are committed to attract and retain candidates who have a passion for their work and encourage all individuals to apply. Vispero is an Equal Opportunity Employer.