Business Development Manager For Industry-leading Crm Company
RightNow Technologies, Inc (Washington, Washington DC)

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The Business Development Manager position is an integral part of the sales cycle, working with the Sales, Solutions Consulting and Professional Services teams to sell and position services to new and existing customers.  In this position you play a critical role in:

Architecting and pricing the solution to meet business needsDriving incremental business with existing and new customersFacilitating the transfer of information from Sales to Professional Services delivery

As a key member of the Virtual Management Team in the region, you will work with Sales, Solutions Consulting, and Professional Services peers to drive sales, architect RightNow solutions to customer business problems, ensure effective sales-to-services transition, and develop processes to improve efficiencies between these diverse groups.

Essential Duties and Responsibilities:

Following are summary descriptions of the essential duties and responsibilities of this position:

Proactively monitor and support the Sales pipeline in his or her region, with a particular focus on opportunities containing Professional ServicesAchieve and exceed quarterly services targets for the regionPrepare services forecasts for the territoryWork with the sales team to create Account PlansAct in the capacity of a strategic business advisor capable of blending technology and business strategy to architect solutions for RightNow customersUse industry and product expertise to translate customer requirements into a comprehensive solution using the RightNow technology and Customer Success Methodology including business objectives, scope, assumptions, RightNow and customer obligations, and costWork with prospects and customers to position, scope, and price services including new implementations, expansion of the application, training, integration, and customization servicesBuild proposals outlining proposed deliverables and associated costWrite statements of work (SOW) based on accepted proposals outlining the specific services solution to be delivered to the customer Develop relationships with a diverse set of internal and external constituencies including senior level executives, legal, technical, finance, support, sales, marketing, and professional services deliveryWork with the sales team and customer to review SOWs and ensure sign-off by the customerWork with the Professional Services delivery team to uncover opportunities within existing customer accounts and coordinate with the sales team to close the opportunityAct as an expert in the core components of RightNow’s solution suite, including Service, Sales, Marketing, and AnalyticsWork with the Professional Services delivery team post-sale to ensure complete understanding of the solution sold.

Essential knowledge, Skills, Abilities, and Background

The following background is required:

Highly motivated contributor who blends the fast-paced sales environment with the complexities of delivering comprehensive services solutions7+ years of CRM application sales and professional services experience, or experience with products and/or processes related to sales, marketing, or support and servicesExcellent selling, presentation, organization, project management, and communication skillsWillingness to ‘roll up one’s sleeves’ and assist wherever neededTeam player who will work within the company to continue improving the way RightNow serves its customersExperience delivering large enterprise projects, CRM experience preferred.

·         Working knowledge of at least one of the following business areas:

·         Call Center/Customer Service

·         Business Analytics

·         Marketing Automation

·         Sales Force Automation

·         Working knowledge of at least one of the following technical areas:

·         HTML Programming

·         UNIX (Linux and/or Solaris) administration

·         Microsoft Windows Operating Systems

·         MySQL

·         C, C++, C#/.NET Framework 2.0

·         Web Services

·         Server Side Scripting Language (JSP, PHP or ASP)

·         Integration standards and methods (e.g. XML, SOAP, etc.)

Expert user of RightNow CRM

·         Ability to create and sell business cases to internal and customer teams

·         Combination of business and technical experience

Ability to travel up to 60%

·         Bachelor’s degree or equivalent experience in computer science, business, or related field (Master’s degree preferred).