Enterprise Development Manager

Job Description

Job Description

Salary:

Berkshire Grey is looking for an Enterprise Development Manager with proven track record of sourcing new strategic customer relationships, within a targeted list of Fortune 500 accounts.

This is an exciting, dynamic role for someone who is interested in furthering their GTM career in warehouse automation. You will be part of a small business development leadership team focused on shaping & executing the strategy to create new strategic opportunities that fill the sales pipeline. If you are not comfortable consistently bringing in new sales opportunities, this role is not for you.

In this role you will have a direct impact on developing the joint demand generation strategy with cross-functional members of the GTM team (sales, marketing, and demand generation). There will be a primary emphasis on high-quality outbound prospecting to a rolling list of strategic target accounts. You will interact with potential clients through calls, email, and social media. You will identify targets for outbound campaigns and maintain detailed records of all activity and results in Salesforce. Your success is linked to the superior experience of our customers as they proceed through their buying journey.

This position is located in Bedford, MA and is a hybrid position. Berkshire Grey requires this role to work from the office on an as-needed basis for in-person meetings, customer visits, and cross-functional working sessions within the GTM team.

KEY RESPONSIBILITIES:

PIPELINE STRATEGY

• Develop and implement strategies to create new qualified opportunities that fill the sales pipeline

NEW BUSINESS DEVELOPMENT

• Targeted outbound prospecting to key contacts within rolling list of Fortune 500 accounts
• Use phone, email, and social media on a daily basis to create demand & identify intent
• Build a network; research prospective clients through the use of web/social media, internal databases and external tools to identify leads
• Understand the needs and goals of each customer in order to best align them with the appropriate resources or internal teams for follow-up
• Communicate the value proposition by thoroughly understanding company products and business values

GTM COLLABORATION

• Work closely with Director of Demand Generation to execute the demand generation playbook for crafting monthly email marketing campaigns, and identifying and targeting prospects at key accounts
• Collaborate with Marketing to further improve on what messaging and positioning is working best in prospecting efforts
• Continually follow-up with and monitor MQLs, to ensure a consistent customer experience and maintain momentum
• Ensure the accuracy of lead data in Salesforce, including identifying sources, contact data and associating leads & contacts with account records

EXPERIENCE:

• 5+ years previous experience in sales/business development/demand generation
• 3+ years in robotics, warehouse automation, logistics, retail distribution
• Demonstrated experience developing top-of-funnel & demand generation campaigns
• Excellent written and verbal communication skills, experience in cold calling is a must
• Proficient with GTM tools including: SalesForce, ZoomInfo, LinkedIn Sales Navigator
• Experience working in a rapidly changing, semi-structured startup environment
• You have a Degree in Supply Chain, Business, Marketing, or another related field
• Understanding of MEDDICC/MEDDPICC sales methodology is a PLUS

PERSONAL CHARACTERISTICS:

The successful candidate must display a high level of intellectual and professional aptitude and possess personal values that complement the BG team. These characteristics include but are not limited to:

• HIGH PERFORMER: Consistently achieves/exceed key goals & metrics
• GRITTY: Results-oriented with focus on consistently producing high-quality results (above all else)
• SCRAPPY: Competitive self-starter who thrives in low-structure environments
• HIGHLY CURIOUS: Genuine curiosity in people, markets, technology, and business landscapes. A desire to learn and understand what our products do and how they can deliver value to our customers
• ACCOUNTABLE: You keep your promises, take your commitments to others seriously, and you have the highest level of integrity.
• DETAIL ORIENTED: Strong attention to detail in all communications
• PERSISTENT: Pursues everything with energy, drive, and a need to finishdoesnt give up
• CUSTOMER FOCUSED: Possess a customer first mentality with the ability to execute in line with overall business goals.
• RESILIENT: Can effectively cope with high levels of ambiguity, change, disruption and finds ways to advance highest-priority work

COMPENSATION:

Base Salary: $130,000-$150,000 (depending on experience*) plus bonus based on achieving personal targets

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