Business Development Executive - Houston, TX
Information Services Group
 Caney, KS
ISG is a leading technology research and advisory services firm supporting private and public sector organizations in transforming and optimizing their operations. Our solutions combine proprietary data and analytics with expert consulting to improve our clients bottom line by lowering their costs and optimizing services in technology, people and processes.

Automation, sourcing, organization change management, information technology, cloud, business operations and network services are common solution areas of focus for our firm
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The Business Development Executive’s (BDE) primary responsibility is to achieve the new logo and sales revenue targets as defined by the Market Partner. This role will be responsible for designing and executing business development activities in their assigned Market. The BDE will work with market, industry, and services teams to prioritize and targeted campaigns, sponsored events, webinars and other lead generation channels to develop their markets in addition to developing account based marketing plans and delivering on associated results.

This role requires developing content for prospecting, analyzing data to continuously improve messaging, and supporting inside sales consultants during qualification calls as required to develop Sales Qualified Leads (SQLs). The BDE will need to be extremely responsive to inbound leads and inquiries from prospects as a result of these efforts.
The successful BDE will be able to establish measurable success in prospecting, qualifying and closing opportunities to build a book of new business for ISG. The BDE will require strong collaboration skills to build ISG pursuit teams made up of ISGs SMEs and coordinating solution development. The position will also require strong networking with other industry participants (e.g., law firms, service providers, channel partners, etc.) for purposes of maintaining awareness of market trends, emerging demands, and prospecting as well as creating industry leadership visibility by speaking at conferences, events, webcasts, writing articles, blogs, posting social media, etc. and various other sales generating opportunities.

Only candidates that live and have managed sales efforts in Houston or surrounding areas will be considered.

ESSENTIAL JOB DUTIES AND RESPONSIBILITIES

  • Works closely with Market, industry and Service line leaders, translates strategic objectives into market-specific go-to-market programs.
  • Provides market expertise and tactical field support to maximize lead generation and professionally manage follow-up.
  • Monitors and sustains a robust pipeline of qualified new business opportunities working directly with the DemandGen organization across all channels.
  • Applies expertise to sales process management, contact administration and organizational effectiveness.
  • Participates in provider and alliances dialogues for purposes of lead generation and market insights.
  • Ensures that all leads are properly documented, qualified and progressed through the sales funnel.
  • Determines optimum prospect contact strategies and develops campaigns to address required areas of business.
  • Provides marketing support on all aspects of lead generation and opportunity development.
  • Develops dashboard and reports to highlight areas of focus for leads and opportunity conversion.
  • Obtains access to the appropriate senior level decision makers/executives in targeted companies using a variety of prospecting strategies.
  • Engages in a discussion with decision maker/executives about their business needs to qualify opportunities.
  • Identifies market-area conferences to participate in either as presenters, attendees or company sponsored events.
  • Designs and delivers local market events as an avenue for pipeline development with the support of DemandGen, Industry, and Services lines.
  • Develops and takes new propositions to market and establishes a pipeline.
  • Responsible for the management, preparation and production of proposals, solution conceptualization, RFP responses, sales presentations, marketing and statement of work materials.
  • Communicates tight, tailored messages of business value that resonate with senior decision makers and executives.
  • Plans sales calls and prepares pursuit team for client calls.
  • Follows up with conference attendees for sales opportunities.
  • Develops effective sales support tools and materials.
  • Partners with DemandGen to make the most of events and publications, gathers competitive intelligence, develops target lists according to Market Lead requirements.
  • Performs competitive analysis to help best establish ISG value and differentiation in the market.
  • Assists in the generation of forecasts, reports, dashboards to manage and monitor the sales pipeline.
Knowledge, Skills and Experience Qualifications
  • 5-10 years of experience working in a prospecting/business development role in a targeted account sales environment in the assigned market
  • Previous regional sales responsibility in the assigned Market.
  • Previous measured success in Prospecting, Pipeline Development, Sales, and Sales Expansion
  • Maintains Executive relationships and builds executive networks within the assigned Market.
  • Identifying, creating and communicating ISG’s unique value proposition.
  • Conversational in current and future trends in areas such as IT, Technology, Digital Enablement, Technology and Service Transformation
  • Proven communications skills in writing, speaking and presentation.
  • Candidates should have high energy, be well organized, have demonstrated experience with consultative selling, have strong commercial skills, strong domain knowledge and a relevant contact database of relationships in the local markets.
  • Demonstrates excellent prospecting capabilities, including the ability to create Account Plans, strategies and tactics to gain access to decision makers to secure appointments and develop opportunities.
  • Strong understanding and experience with maneuvering through large companies, including the ability to gain access to executive level resources in companies.
  • Demonstrates the experience to qualify prospects and opportunities.
  • Highly collaborative team player with ability to work independently and/or lead pursuit teams
  • Hands-on approach to the sales engagement and progression of leads through a sales cycle
  • Strong market and business acumen for ISG’s core lines of business
  • Demonstrates strong knowledge with MS-Office suite of software applications and tools, including: Microsoft Word, PowerPoint, and Project, MS-Outlook, Excel.
  • Working knowledge of marketing and sales management toolls
  • Strong personal computing skills, backed up by disciplined Sales Force Automation habits.
Education - Bachelor of Arts or Science Degree

Travel
  • Anticipated travel will be within the Houston area
  • <25% is expected outside of the Houston area
Computer Literacy
  • Demonstrates working knowledge of MS-Office suite of software applications and tools, including: Microsoft Word, Excel, PowerPoint, and MS-Outlook.