Business Development Manager

IMPORTANT NOTE: ***THIS ROLE IS BASED IN JAKARTA, INDONESIA***

About Liferay

Liferay is a uniquely profitable B2B enterprise software company with 1,000+ fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As a renowned provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges. Liferay Experience Cloud is an all-in-one solution that unites our Liferay DXP and cloud platform capabilities with built-in analytics and B2B commerce functionality, reducing the time to market and allowing for accelerated innovation - serving notable customers across the globe such as Airbus, US Bank, Honda, and Desjardins.

But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. We give our employees five days off to volunteer at charities they’re excited about, and Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run!

About You And This Role

You love sales and working the full lifecycle of a deal from prospecting to closing. You love mapping out strategic accounts and finding opportunities to sell within them. You’re not afraid to be persistent and handle objections from potential customers. You will be responsible for driving revenue for accounts in specific verticals such as Manufacturing, Insurance, Banking and Healthcare by enabling them on their digital transformation journeys using Liferay’s solutions.

Key Objectives

• Responsible for New and Growth Annual Recurring Revenue - Acquiring new customers and securing contracts that achieve assigned sales targets.
• Manage the full sales cycle, from initial prospecting and customer engagement through both direct and indirect methods, through to needs analysis, solution presentation, proposal development, and contract negotiation to deal closure.
• Develop a deep understanding of the way a specific business operates, and the priorities that drive decisions from top-down.
• Consult with prospects about business challenges and requirements, as well as the range of options and cost benefits of each, maintaining a high level of relevant domain knowledge.
• Collaborate cross functionally, working with technical staff, product specialists, and Solution Sales leads where required, to address customer requirements.
• Cultivate strong relationships with our channel and partner companies to deliver full solutions to customers.
• Work with marketing and vertical pod resources to plan and execute lead generation campaigns.
• Create and deliver presentations for senior managers and decision makers, draft and deliver proposals, RFP/RFI responses in a professional manner.
• Ability to uncover business initiatives and pain points, and to tie it back to Liferay solutions.
• Develop and maintain key account plans that identify opportunities for Liferay to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales utilizing our corporate sales methodology (Miller Heiman)
• Provide forecasts on best case and most likely sales volumes over relevant time periods.
• Be a positive representative of the company and its brand in the marketplace through your conduct, social media presence, LinkedIn, etc.
• Drive Liferay sales through the channel by recruiting the right partners, enabling them to sell and implement Liferay and supporting their sales and technical activities.
• Develop and execute localized strategies to grow partner success within regional markets, encompassing partner program initiatives, sales and marketing implementation, and partner recruitment and promotion, while aligning with overall Liferay partner program goals.
• Manage the entire partner lifecycle, from recruitment and onboarding to ongoing account management, including needs assessment, training, relationship building, performance evaluation, business planning, and renewal, to ensure partner success and program compliance.
• Drive partner sales success by providing sales training, collaborating on opportunity generation and expansion, and equipping partners with the knowledge and resources to effectively sell Liferay.
• Drive ASEAN partner marketing success through initiatives, co-branding, events, lead generation, and fund management. Offer comprehensive partner support, including training, resource access, feedback collection, and serve as a dedicated point of contact.

Required Qualifications

• 5+ years of experience selling enterprise-level software solution sales (Content Management, DXP, ERP, CRM, eBusiness and/or eCommerce applications preferred) into Fortune 1000 and Mid-Market Enterprise accounts.
• 5+ years of senior level prospecting and self generating leads (e.g., Social Selling, Targeted Accounts)
• Ability to build executive client relationships and understand their business needs and challenges.
• Outstanding prioritization and self/time management skills
• A hunter sales personality - the position is focused on New Business.
• Solution seller focused on selling on value and ROI vs features and functionality
• Understand the limitations and virtues of working in small teams to accomplish big goals
• Foundational understanding of technical environments where Liferay and its products are applicable.
• Foundational understanding of IT operations and how they operate
• Excellent presentation skills
• Excellent written and verbal communication skills
• Willingness to travel (50%)
• Languages - Proficient English, Bahasa Indonesia preferred

What We Offer

• Salary package w/ competitive benefits according to qualifications and experience
• Opportunities to take responsibility, grow professionally, and Stay Nerdy
• A positive and collaborative work culture
• Check out what employees say about us on Glassdoor
• Working at a leading open-source company

Equal Opportunities Employer - Statement

Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.