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Business Development Manager

Position Summary:

Primary client interface. Responsible for full sales cycle from opportunity identification to management of client acquisition process through contract closure. Leads the new client acquisition process to achieve significant sales of offerings in assigned territory. Works in conjunction with project manager to ensure successful fulfillment of each contract. Holds full accountability for profit/loss/revenue for each client engagement.

Key Responsibilities:

  • Responsible for full sales cycle from opportunity identification to management of client acquisition process to contract closure.
  • Key owner of all aspects of client development and deal closure, with direct accountability for fulfilling product offerings, client satisfaction, account development and future sales phases of the business development process.
  • Maintains or transitions account ownership post contract signing, depending upon client needs.
  • Accountable for development of corporate engagement plan based on collected information, including defining macro scopes of work, schedules and project team, proposes plan to client and directs the implementation in conjunction with the project manager
  • Serves as client relationship manager, building credibility and respect at the senior corporate level, maintains long-term client relationships. Identifies and pursues opportunities for expanding product offerings/revenue generation.
  • Maintains profit/loss/revenue accountability for client engagement, tracks financial metrics and reports progress. Tactical work is the accountability of other team members.
  • Leads new account sales process by developing account plan, identifying necessary resources, leading client interface, and coordinating various resources to develop opportunities and close business.
  • Conducts account analysis and planning to enable appropriate allocation of time to accounts and clients.
  • Maintains current working knowledge of existing and new product and service offerings.
  • Offers input to management on competitive offerings and changing client demands.
  • Assesses market opportunities, generates client leads and develops business plan, pipeline, to meet revenue objectives.
  • Leverages appropriate project management, practice and industry specialists as effective selling resources.
  • Works with Project Managers to expand sales to existing clients by identifying additional needs and selling solutions products and services to meet those needs.
  • Works closely with marketing organization to plan and execute successful sales events.
  • Takes active role in developing sales skills of other team members through mentoring while engaged in client delivery.
  • Significant interaction with all personnel at the business unit level, including participation in special project meetings, account team meetings, and communication and teaming within the business unit.
  • Accountable for internal account reviews with DSS leadership.
  • Have specific annual new business development objectives, which is the primary measure of personal contribution.
  • Responsible for capturing account learning’s and posting in appropriate databases / communication vehicles.
  • Mentors junior sales and project manager professionals to increase the time to full effectiveness.
  • Responsible for developing and building a pipeline of accounts.
  • Responsible for developing targets and account strategy.
  • Responsible for documenting account and opportunity activity in Salesforce.com in a timely and accurate manager.

Education/Experience:

  • BA or BS required, focus in business administration. MBA a preference.
  • 10 plus years of sales experience
  • At least 7 years experience of selling complex solutions to large accounts
  • Experience selling to senior executives
  • Knowledge and Services selling experience preferred
  • Project Management experience preferred

Additional Skills:

  • Consultative, needs-based selling skills
  • Strategic account planning and management
  • Team selling and leading
  • Ability to understand financial models and parameters of a client relationship
  • Proficient in communicating all product/service information
  • Proficient in conducting required account analysis, account planning and business planning
  • Proficient in managing complex negotiations and developing proposals to meet client needs
  • Understands and communicates complex contract conditions and develops proposals
  • Ability to work independently with little supervision and lead account teams
  • Superior professional presence and business acumen
  • Exceptional interpersonal skills enabling teamwork and clear communication and mentoring of junior sales force

Targeted Development Stages:

  • Business Expertise, Stage 2 – Understands the value-adding chain. Relates and compares data from different sources. Identifies issues, secures relevant information and identifies relationships to develop sound conclusions for adding value/business results. Acts with an understanding of how the marketplace drives the business.
  • Communication, Stage 3 – Places high value on communication, actively informing up down, and laterally. Brings information into the team which enhances the team's ability to solve problems. Leads others to do the same.
  • Customer Focus, Stage 3 – Builds interdependent relationships with customers/internal partners. Develops a strong customer focus in others. Supports internal and external customer needs
  • Flexibility, Stage 3 – Adjusts rapidly to unexpected or changing conditions and helps others to make similar adjustments; deals effectively with new and different situations. Can behave in ways that are often seen as opposites: can be both tough and compassionate; can lead and let others lead.
  • Gets Results, Stage 3 – Concentrates on value-adding opportunities. Sets ambitious goals and high standards of performance for self and others. Has an excellent reputation and a strong track record in a broad set of activities; exercises leadership in making things happen. Anticipates problems and opportunities before need is apparent to others.
  • Influence/Negotiation, Stage 3 – Communicates data/arguments in a way that gains agreement/acceptance. Gets agreement from others on ideas or courses of action in a way that results in clear understanding and commitment (i.e., win/win agreements).
  • Innovation, Stage 2 – Generates innovative solutions to problems. Seizes opportunities to do things better to solve problems, delight customers, improve results. Demonstrates willingness to take calculated risks.
  • Meets Commitments, Stage 3 – Takes responsibility for others. Demonstrates skill in setting goals and performance standards; manages priorities; provides guidance and direction to diverse types of employees. Monitors progress and gives feedback in objective, timely manner. Acts decisively and with fairness to confront employees with performance problems.
  • Team Building, Stage 3 – Is viewed as frequently performing critical leadership roles on the team. Promotes team spirit and commitment to common objectives. Helps establish broad but clear boundaries within which the team has freedom to operate. Involves the team in decision making. Encourages comfort with healthy disagreement to enhance decision quality.
  • Technical/Functional Expertise, Stage 3 – Has broadened perspective and technical understanding to point that he/she is entrusted to guide tasks of greater scope than one person can accomplish. Has solid technical roots, without having stayed a narrow specialist. Provides valued technical ideas and advice to other team members to initiate and complete significant projects.

Account Manager

Position Summary:

Responsible for selling all Learning and Development content and offerings. Makes direct contact with customers to offer service, facilitate updates and ensure contract renewals. Responsible for full sales cycle from opportunity identification through sales close.

Key Responsibilities:

  • Responsible for full sales cycle from opportunity identification through sales close.
  • Responsible for prospecting for key strategic accounts in territory as well as growing existing client base.
  • Serves as client relationship manager, building credibility and respect with the client, maintaining long-term client relationships.
  • Identifies and pursues opportunities for expanding product offerings/revenue generation.
  • Provides phone demonstration support to help further the sales process and generate new business.
  • Primary lead for all eLearning and Instructor Lead renewal business.
  • Interacts with other departments internally to work with projects and participates in team meetings.
  • Promote and sell Traditional Media and Streaming Media.
  • Maintains current working knowledge of existing and new product and service offerings.
  • Accountable for internal account reviews with DSS leadership. Responsible for documenting account and opportunity activity in Salesforce.com in a timely and accurate manner.
  • Occasional travel may be required.

Education/Experience:

  • 1 to 4 years sales experience in Business to Business Sales
  • BA or BS required with emphasis on Business preferred
  • Experience in cold calling, prospecting and developing a client base

Competency and Skills:
Business Development

  • Strong initiative. Motivated self-starter. Competitive drive. Tenacious and results oriented.
  • Strategic account planning and management
  • Consistent prospector. Able to generate high volume of outbound calls
  • Superior interpersonal skills. Enthusiasm for resolving customer issues.

Professional:

  • Proficient in communicating all product/service information
  • Understands and communicates complex contract conditions
  • Strong work ethic. Hard-working and diligent.
  • Stewards time well. Dependable.
  • Positive influence on coworkers. Able to work successfully within a team environment.
  • Coachable. Able to learn quickly. Constantly looks for opportunities to learn and improve.

Technical/Functional Competencies:

  • Proven ability to close sales and achieve sales goals
  • Computer literacy and familiarity with Customer Relationship Management tools.

Targeted Development Stages:
TBD


Post Production Intern

Position Summary:

Assists in the production of film products for Learning and Development. Supports the Director in pre-production development of the product and during production of the film. Works closely with contracted resources and interfaces with the internal production team as necessary.

Key Responsibilities:

  • Logs footage
  • Logs picture stills
  • Ingests all media (video and still images) into the post/archive environment.
  • Edits as assigned by Director or Manager of post-production
  • Audio
  • Graphics
  • Prepares and encodes closed-captioning/subtitles
  • Lays back audio
  • Transcodes content to multiple codecs for distribution inclusive of authoring DVDs.

Education/Experience:

  • Final year or near graduation in production, project management or related field.

Competency and Skills:

  • Ability to problem solve and find solutions
  • Demonstrated ability communicate
  • Exceptional organizational skills
  • Fine attention to detail
  • Keen ear for sound and eye for nuances of visual content

Technical/Functional Competencies:

  • Avid, Adobe and/or Final Cut Pro

Production Assistant Intern

Position Summary:

Assists in the production of film products for Learning and Development. Supports the Director in pre-production development of the product and during production of the film. Works closely with contracted resources and interfaces with the internal production team as necessary.

Key Responsibilities:

  • Assists in any pre-production/ development of project requirements
  • Joins location scouting
  • Co-creates and maintains equipment list
  • Maintains props list
  • Manages expendables and other production requirements.
  • Acts as a production utility to support camera, lighting and any other task the Director requires on location and studio shoots
  • Inventories and maintains stage, equipment and props
  • Production Assists during stage shoots.

Education/Experience:

  • Final year or near graduation in production, project management or related field.

Competency and Skills:

  • Ability to interface with team and provide the highest level of internal customer support
  • Ability to problem solve and find solutions
  • Demonstrated ability communicate
  • Understanding of script-writing, pre-production, post-production and content delivery media
  • Exceptional organizational skills

Technical/Functional Competencies:

  • Successful experience in executing production projects.

Project Coordination Intern

Position Summary:

Coordinates the production of custom and internal products for Learning and Development. Supports Project Manager. Interfaces with instructional designer, creative director, writer, multimedia designer, multimedia producer, producer, director and production manager to coordinate making assignments and scheduling production facilities in order to complete each production. Interfaces with graphic designers, programmers, sound designers, print media designers, and editors as necessary.

Key Responsibilities:

  • Assists in the coordination of product development projects
  • Line produces and assists in managing productions
  • Interfaces with client project leads as requested by Project Manager(s)
  • Assists in development of budgets, production and post production schedules
  • Assists in the coordination of writing, editing, reviewing, testing, revising, and client approval
  • Supports enforcement of milestones and checkpoints for the project
  • Manages project budgets and ensures invoicing
  • Provides quality assurance of product before delivery.

Education/Experience:

  • Final year or near graduation in production, project management or related field.

Competency and Skills:

  • Ability to interface with clients and provide the highest level of customer support
  • Ability to problem solve and find solutions for internal and external clients
  • Demonstrated ability communicate
  • Ability to apply the fundamental concepts of project management and program evaluation and review techniques (PERT) to each content development project
  • Understanding of script-writing, pre-production, post-production and content delivery media

Technical/Functional Competencies:

  • Successful experience in coordinating production projects and content development projects.

Project Lead Intern

Learning Experience:

The intern in this role has the opportunity to learn from the following types of experiences: Customer service; project management principles; time management; customer needs analysis; public speaking, written and oral business communication; documentation; cost estimation; working in teams in collaborative environment; version control; project management and deadlines; disbursed global teams; business acumen; marketing; business ethics; organizational behavior; learning management system; CRM.

Key Responsibilities:

  • Client implementation planning and execution
  • Client product training
  • Process improvement
  • Cost estimating
  • Demonstrations and presentations

Education/Experience:

  • Final year or near graduation in project management, communications, business, marketing or related field

Competency and Skills:

  • Ability to interface with clients and provide the highest level of customer support
  • Ability to problem solve and find solutions for internal and external clients
  • Demonstrated ability to communicate
  • Ability to apply the fundamental concepts of project management and program evaluation
  • Financial acumen with ability to build cost estimates

Technical/Functional Competencies:

  • Successful experience in coordinating projects

Technical Support Intern

Learning Experience:

Customer service; SQL; software troubleshooting; documentation; working in teams in collaborative environment; version control; project management and deadlines; time management; written and oral business communication; disbursed global teams; business acumen; business ethics; organizational behavior; databases; network and server environments; code deployment practices; software testing; learning management system; CRM.

Key Responsibilities:

  • SQL
  • Queries
  • Script troubleshooting

Education/Experience:

  • Final year or near graduation in computer science, CIS, IT or related field.

Competency and Skills:

  • Ability to interface with clients and provide the highest level of customer support
  • Ability to problem solve and find technical solutions for internal and external clients
  • Demonstrated ability to communicate

Technical/Functional Competencies:

  • SQL
  • Successful experience in coordinating projects

Technical Writing Intern

Learning Experience:

Articulate, Captivate, and Adobe; time management; written and oral business communication; written and oral business communication; page and graphic design principles; technical writing; working in teams in collaborative creative environment; version control; project management and deadlines; disbursed global teams; business acumen; marketing; business ethics; organizational behavior; learning management system; CRM.

Key Responsibilities:

  • Online product documentation (written tutorials and videos)
  • Documentation of software requirements for product enhancements

Education/Experience:

  • Final year or near graduation in Communication, Visual Arts, English, Education (Instructional Design) or related field
  • Experience with Articulate, Captivate and/or Adobe a plus

Competency and Skills:

  • Demonstrated ability to communicate with excellence, both orally and written
  • Experience in technical writing
  • Ability to collaborate in a team environment

Technical/Functional Competencies:

  • Successful experience in coordinating projects
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