1. Business Development Manager – File & Content Services
JOB PURPOSE
The successful candidate will be fully responsible for the growth of the FCS business through the channel
in EMEA. That includes
• Improving EMEA Channel business by focusing on channel recruitment, development and
channel sales
• Managing all operational levels of the business including
o Sales program execution,
o Pricing,
o Weekly forecasting,
o Results analysis,
o Performance measurement and corrective actions
PRINCIPAL ACCOUNTABILITIES
The role will be the primary link between the Corporate strategy and the in-country channel sales
execution. That means, working with the EMEA FCS Product managers on,
• Business planning
o Building and monitor the EMEA FCS Channel Business Plan
o Planning regular sales & pre-sales WebEx session
o Contributing to AOP setting
o Providing market data
o Keeping EMEA dashboard up to date
• Sales & Pre-sales Support
o Developing and giving strategy presentations
o Plan regular sales & pre-sales WebEx session
o Maintaining the FCS Sharepoint up-to date
o Designing and executing channel promotion
o Replicating best practices across EMEA
o Working on the value proposition for the solutions we target
• Execution
o Monitoring partner recruitments across EMEA
o Monitoring that marketing funds are spent appropriately
o Assisting the countries in implementing the strategy and building the partners business
plans
o Ensuring resources alignment in all key departments
o Ensuring our in-house and partners fitness
o Providing weekly forecast
The BDM will also work and assist in the sales process providing support and direct engagement as subject
matter expert for technology solutions, applications partners, new solution partnerships/introductions, press
releases, sales lead generation campaigns and any other necessary required collateral to develop current or
future business in EMEA.
PRINCIPAL ACCOUNTABILITIES & PROFILE
• Business metrics
o Performance against AOP
o QoQ, YoY and HDS vs Competitor growth
o Number of new partners added
o Funnel size and growth vs AOP

2. • Hard Skills
o FCS Market knowledge
o Presentation skills
o Excel skills
o English level
o Sales performance track record
o Channel Management track record
o HDS Product knowledge
o HDS Tools knowledge
o Cross cultural working experience
• Soft Skills
o Achiever culture, goal oriented
o Business acumen
o Ability to establish trusted advisor relationship with the in-country channel directors and
across the FCS EMEA Virtual team
o Ability to understand a complex business eco-system and provide simple business
approach to market
o Ability to manage by influence
o Leadership
o Assertive
o Team player
o Structured
Note that this role will require travel frequently across EMEA and to California.