Business Development: Difference between revisions

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As an Enterprise salesperson in Secure Group, you will have the opportunity to develop hard skills and soft skills and progress in our Career Journey.
The Business Developers contribute to the expansion of our encrypted mobile solutions all over the world, bringing closer our mission to allow users to have full control over the privacy of their data and communications.


In order to progress in our development path and Level Up or Step Up, our Enterprise Sales team must:
Their focus is to increase the company’s profitability through business expansion, and development ensuring Secure Group leadership in the mobile security market. On a day-to-day basis, they approach quality leads in the niche market for anti-surveillance solutions with a clear value proposition, manage channels, present product demos, and improve customer experience by actively helping new clients enter the market of encrypted communications.
* Meet the criteria of the Level & Step Chart for the chosen path ([[Individual Contributors|Individual Contributors Path]] or [[Management|Management Path]])
 
* Score at least a grade 4 in the [[Knowledge_Management#Knowledge_Accountability_Index|KAI]] of the position in order to reach Level 3.</br>
As our Business Developers grow in this framework, they aim to expand their knowledge of the market, acquiring the full context that allows them to ensure the best opportunities and deals for the company.
= Progression =
 
In order to progress in our development path and Level Up or Step Up, our Business Developers must:
* Meet the criteria of the Level & Step Chart for the [[Performance#Individual_Contributors_Levels|Individual Contributors Path]]
* Meet the [[Business_Development#KAI_of_the_framework|KAI]] grade of the framework related to each level
* Demonstrate proficiency in [[Secure Group Knowledge]]
</br>
</br>


= [[Knowledge_Management#Knowledge_Accountability_Index|KAI]] of the position =
<div class="center">


<!-- JOB FRAMEWORK -->
= Salary Grid =
<div class="grid two-columns">
All mentioned salary ranges represent the monthly income in Bulgarian Lev after taxes and deductions.
<div class="">
<div class="center">
  <div class="box-header center">
== General Knowledge ==
  </div>
  <div class="box-content framework">
    <div class="center">
{| class="wikitable"
{| class="wikitable"
!rowspan="5"|'''Concepts'''
!colspan="2"|Business Development
|[https://en.wikipedia.org/wiki/Balanced_scorecard Balanced Scorecard]
!colspan="4"|Step
|-
|-
|[https://en.wikipedia.org/wiki/Kanban_(development) Kanban]
!rowspan="8"|Level
|-
|-
|[https://en.wikipedia.org/wiki/Product_demonstration Product Demo]
!Individual Contributor Path
!1
!2
!3
!4
|-
|-
|[https://en.wikipedia.org/wiki/Scrum_(software_development) Scrum]
!1
|2.200
|2.350
|2.500
|2.650
|-
|-
|[https://en.wikipedia.org/wiki/Technology_roadmap Software Roadmap]
!2
|3.200
|3.350
|3.500
|3.650
|-
|-
!rowspan="3"|Languages
!3
|[https://en.wikipedia.org/wiki/Cascading_Style_Sheets CSS]
|4.200
|-
|4.350
|[https://en.wikipedia.org/wiki/HTML HTML]
|4.500
|-
|4.650
|[https://en.wikipedia.org/wiki/JavaScript Javascript]
|-
!rowspan="12"|Softwares/Tools/Platforms - Usage
|[https://en.wikipedia.org/wiki/Confluence_(software) Atlassian Confluence]
|-
|[https://en.wikipedia.org/wiki/Jira_(software) Atlassian Jira]
|-
|[https://en.wikipedia.org/wiki/BambooHR BambooHR]
|-
|[https://www.libib.com/ Libib]
|-
|[https://en.wikipedia.org/wiki/Microsoft_Dynamics_NAV Navision]
|-
|[https://openstf.io/ OpenSTF]
|-
|[https://www.small-improvements.com/ Small Improvements]
|-
|[https://en.wikipedia.org/wiki/Tableau_Software Tableau]
|-
|[https://thycotic.com/pam-jrny/?utm_expid=88296679-23.VQTS45jBSiSA9n8pC0ndZQ.1 Thycotic Passwordbox]
|-
|[https://www.useresponse.com/ UseResponse]
|-
|[https://en.wikipedia.org/wiki/WordPress WordPress]
|-
|[https://managewp.com/ WP Manage]
|}
|}
  </div>
'''The role includes a commission that grows progressively with the level increase.'''
</div>
</div>
</div>
</div>


<!-- JOB FRAMEWORK -->
= [[Knowledge_Management#Knowledge_Accountability_Index|KAI]] of the framework =
<div class="">
== Extensive Knowledge ==
  <div class="box-header center">
 
== Specific Knowledge ==
   </div>
   </div>
   <div class="box-content framework">
   <div class="box-content framework">
     <div class="center">
     <div class="center">
{| class="wikitable"
{| class="wikitable" style="text-align:center; font-size:11px; font-family:Arial, Helvetica, sans-serif !important;; background-color:#DEEBFF; color:#222;"
!rowspan="9"|'''Concepts'''
|- style="font-weight:bold; background-color:#F4F5F7; color:#172B4D;"
|[https://en.wikipedia.org/wiki/Process_optimization Business Process Optimisation]
! rowspan="2" | Type
|-
! rowspan="2" | Knowledge Description
|[https://en.wikipedia.org/wiki/Persona_(user_experience) Buyer Personas ]
! colspan="3" | Minimum Grade to acquire Level X
|-
|- style="font-weight:bold; background-color:#F4F5F7; color:#172B4D;"
|[https://en.wikipedia.org/wiki/Marketing_channel Channel management]
| Level 1
|--
| Level 2
|[https://en.wikipedia.org/wiki/Data_science Data science] and [https://en.wikipedia.org/wiki/Analytics analytics]
| Level 3
|-
|- style="background-color:#F4F5F7; color:#172B4D;"
|[https://en.wikipedia.org/wiki/Email_marketing Email marketing]
| rowspan="3" style="vertical-align:middle; font-weight:bold; background-color:#F4F5F7; color:#172B4D;" | Languages
|-
| style="background-color:#FFF; color:#0052CC; text-align:left;" | [https://en.wikipedia.org/wiki/Cascading_Style_Sheets CSS]
|[https://en.wikipedia.org/wiki/Performance_indicator KPIs]
| Fundamental awareness
|-
| Fundamental awareness
|[https://en.wikipedia.org/wiki/Lead_management Lead management]
| Fundamental awareness
|-
|- style="background-color:#F4F5F7; color:#172B4D;"
|[https://en.wikipedia.org/wiki/Strategic_planning Planning & Budgeting]
| style="background-color:#FFF; color:#0052CC; text-align:left;" | [https://en.wikipedia.org/wiki/HTML HTML]
|-
| Fundamental awareness
|[https://sherpablog.marketingsherpa.com/inbound-marketing/copywriting-copy-editing-content-writing-differences/ Writing & editing]
| Fundamental awareness
|-
| Fundamental awareness
!rowspan="1"|Softwares/Tools/Platforms - Configuration
|- style="background-color:#F4F5F7; color:#172B4D;"
|[https://www.proposify.com/ Proposify]
| style="background-color:#FFF; color:#0052CC; text-align:left;" | [https://en.wikipedia.org/wiki/JavaScript Javascript]
| Fundamental awareness
| Fundamental awareness
| Fundamental awareness
|-
|-
!rowspan="7"|Softwares/Tools/Platforms - Usage
| rowspan="7" style="vertical-align:middle; font-weight:bold; background-color:#F4F5F7; color:#172B4D;" | Softwares/Tools/Platforms
|[https://databox.com/ Databox]
| style="background-color:#FFF; color:#172B4D; text-align:left;" | [https://databox.com/ Databox]
| style="background-color:#FFFAE5;" | Limited experience
| style="background-color:#FFFAE5;" | Limited experience
| style="background-color:#E3FCEF;" | Practical application
|- style="background-color:#E3FCEF;"
| style="background-color:#FFF; color:#172B4D; text-align:left;" | [https://blog.hubspot.com/customers/introducing-hubspot-cms Hubspot CMS]
| Practical application
| Practical application
| Practical application
|- style="background-color:#E3FCEF;"
| style="background-color:#FFF; color:#172B4D; text-align:left;" | [https://www.hubspot.com/products/marketing Hubspot Marketing]
| Practical application
| Practical application
| Practical application
|- style="background-color:#E3FCEF;"
| style="background-color:#FFF; color:#172B4D; text-align:left;" | [https://www.hubspot.com/pricing/sales Hubspot Sales Pro]
| Practical application
| Practical application
| Practical application
|- style="background-color:#F4F5F7; color:#172B4D;"
| style="background-color:#FFF; color:#0052CC; text-align:left;" | [https://en.wikipedia.org/wiki/Microsoft_Dynamics_NAV Navision]
| Fundamental awareness
| Fundamental awareness
| Fundamental awareness
|-
|-
|[https://en.wikipedia.org/wiki/Grammarly Grammarly]
|- style="background-color:#E3FCEF;"
|-
| style="background-color:#FFF; color:#172B4D; text-align:left;" | [https://www.proposify.com/ Proposify]
|[https://en.wikipedia.org/wiki/HubSpot Hubspot]
| Practical application
|-
| Practical application
|[https://blog.hubspot.com/customers/introducing-hubspot-cms Hubspot CMS]
| Practical application
|-
|- style="background-color:#F4F5F7; color:#172B4D;"
|[https://www.hubspot.com/products/marketing Hubspot Marketing]
| style="background-color:#FFF; color:#0052CC; text-align:left;" | [https://en.wikipedia.org/wiki/WordPress WordPress]
|-
| Fundamental awareness
|[https://www.hubspot.com/pricing/sales Hubspot Sales Pro]
| Fundamental awareness
|-
| Fundamental awareness
|[https://www.proposify.com/ Proposify]
|- style="background-color:#E3FCEF;"
|-
| rowspan="1" style="vertical-align:middle; font-weight:bold; background-color:#F4F5F7; color:#172B4D;" | Languages (idioms)
!rowspan="1"|Languages (Idioms)
| style="background-color:#FFF; color:#172B4D; text-align:left;" | Advanced Business English
|Advanced English
| Practical application
| Practical application
| Practical application
|}
|}
  </div>
</div>
  </div>
</div>
</div>
</div>
</div>
</div>


= IT Knowledge =
  </div>
  <div class="box-content framework center">
    <div class="">
{| class="wikitable"
!System Administration
|-
!System Administration - Day to Day Ops
|-
!Networking concepts
|-
!Programming
|-
!Desktop Software Administration
|}
</div>
</div>
</div> <!-- grid -->


<!-- JOB FRAMEWORK -->
<!-- JOB FRAMEWORK -->
<div class="grid two-columns">
  <div class="">
  <div class="">
   <div class="box-header center">
   <div class="box-header center">
= Secure Group Knowledge =
The first item we require proficiency regarding our company is the '''Secure Group Management Model''' (yes, the content in this wiki!). Besides that, we also need our employees to understand our products in all aspects as described in the following table:
  </div>
  <div class="box-content framework">
    <div class="center">
{| class="wikitable"
!colspan="1"|Secure Group Knowledge
!rowspan="1"|What's Expected
!rowspan="1"|Impact
!rowspan="1"|Product
!colspan="1"|Minimum Grade
|-
!rowspan="6"|User Documentation
|rowspan="6"|Good, user-level knowledge regarding the product and its functionalities. From the user documentation, all employees across the company are required to be well aware of our solutions’ core features and functions such as the Password Advisor or how to send an automatic crash report.
|rowspan="6"|This knowledge helps us facilitate a user-centric approach internally, which we believe is essential to develop our business and solutions. The user documentation helps team members understand user behavior and needs more thoroughly and feel the impact of their everyday efforts.
|Secure OS
|4
|-
|SAS
|4
|-
|Secure Chat
|4
|-
|Secure Email
|4
|-
|Secure Vault
|4
|-
|Secure Manager
|4
|-
!rowspan="6"|Sales Documentation
|rowspan="6"|Employees should gain significant knowledge regarding the business side of Secure Group. They need to be aware of commonly used concepts in our day-to-day activities such as our business and distribution model, value proposition, selling prices, key selling points, and target audience.
|rowspan="6"|The information in the Sales Documentation supports employees in their daily routine. It conveys the overall business vision within the company. This documentation contributes to making employees aware of how our solutions are distributed, who are our key partners and target market to know exactly the people towards whom team members’ efforts should be aimed. Alignment on company-wide priorities is also achieved through clear communication of our value proposition and key selling points, helping everyone understand the things that matter most.
|Secure OS
|4
|-
|SAS
|4
|-
|Secure Chat
|4
|-
|Secure Email
|4
|-
|Secure Vault
|4
|-
|Secure Manager
|4
|-
!rowspan="6"|Support Documentation
|rowspan="6"|People within the company need to be aware of commonly occurring problems with our solutions. From the Support Documentation, employees should also extract general level knowledge regarding support processes, the issues that we’re currently having product-wise, and the approach to troubleshooting them.
|rowspan="6"|o The Support Documentation helps employees understand short-term priorities more clearly and communicate more openly why they’re needed. It also gives them general knowledge of how to spot and report a problem, which helps us facilitate a company-wide contribution to product development. Last but by no means least, it helps team members understand customers pains and behavioral patterns to strengthen our user-centric approach.
|Secure OS
|3
|-
|SAS
|3
|-
|Secure Chat
|3
|-
|Secure Email
|3
|-
|Secure Vault
|3
|-
|Secure Manager
|3
|-
!rowspan="6"|Functional Documentation
|rowspan="6"|Through the Functional Documentation, employees should get a thorough understanding of the solutions and their multiple features. People that work closely with the products must understand exactly how they function, how users interact with them, how to configure different settings, and what’s the expected behavior of different software solutions.
|rowspan="6"|o The information in the Functional Documentation helps employees whose work is closely connected with our solutions, to gain significant in-depth knowledge into their functionalities that far exceeds users‘ understanding. Such thorough product expertise helps us remain objective, evaluate market data more adequately, and constantly increase our internal expertise.
|Secure OS
|4
|-
|SAS
|4
|-
|Secure Chat
|4
|-
|Secure Email
|4
|-
|Secure Vault
|4
|-
|Secure Manager
|4
|-
!rowspan="6"|Technical Documentation
|rowspan="6"|Employees concerned with the Technical Documentation and more concretely - software development, must gain complete mastery over all solutions. Such people are regarded as technical experts and need to be well aware of data structures, relational databases, algorithms, programming languages, models, etc.
|rowspan="6"|The Technical Documentation is used to make sure people that are technically involved in product development have the required knowledge to perform their day-to-day tasks, optimize our solutions more easily, and support other teams with their in-depth expertise.
|Secure OS
|4
|-
|SAS
|4
|-
|Secure Chat
|4
|-
|Secure Email
|4
|-
|Secure Vault
|4
|-
|Secure Manager
|4
|-
|}
= Salary Grid =
{| class="wikitable"
!colspan="3"|Strategic Business Development
!colspan="4"|Step
|-
!rowspan="11"|Level
|-
!Individual Contributor Path
!Management Path
!1
!2
!3
!4
|-
!1
!-
|2.000 lv
|2.150 lv
|2.300 lv
|2.450 lv
|-
!2
!-
|3.000 lv
|3.150 lv
|3.300 lv
|3.450 lv
|-
!3
!Manager
|4.000 lv
|4.150 lv
|4.300 lv
|4.450 lv
|-
!4
!Sr. Manager
|5.000 lv
|5.150 lv
|5.300 lv
|5.450 lv
|-
!5
!Head of
|6.000 lv
|7.150 lv
|6.300 lv
|6.450 lv
|-
!6
!Director
|7.000 lv
|7.150 lv
|7.300 lv
|7.450 lv
|-
!colspan="2"|Sr. Director
|9.000 lv
|9.400 lv
|9.800 lv
|10.200 lv
|-
!colspan="2"|Chief of
|11.200 lv
|11.600 lv
|12.000 lv
|12.400 lv
|-
!colspan="2"|VP
|13.400 lv
|13.800 lv
|14.200 lv
|14.600 lv
|}

Latest revision as of 11:33, 18 April 2022

The Business Developers contribute to the expansion of our encrypted mobile solutions all over the world, bringing closer our mission to allow users to have full control over the privacy of their data and communications.

Their focus is to increase the company’s profitability through business expansion, and development ensuring Secure Group leadership in the mobile security market. On a day-to-day basis, they approach quality leads in the niche market for anti-surveillance solutions with a clear value proposition, manage channels, present product demos, and improve customer experience by actively helping new clients enter the market of encrypted communications.

As our Business Developers grow in this framework, they aim to expand their knowledge of the market, acquiring the full context that allows them to ensure the best opportunities and deals for the company.

Progression

In order to progress in our development path and Level Up or Step Up, our Business Developers must:


Salary Grid

All mentioned salary ranges represent the monthly income in Bulgarian Lev after taxes and deductions.

Business Development Step
Level
Individual Contributor Path 1 2 3 4
1 2.200 2.350 2.500 2.650
2 3.200 3.350 3.500 3.650
3 4.200 4.350 4.500 4.650

The role includes a commission that grows progressively with the level increase.

KAI of the framework

Extensive Knowledge

Type Knowledge Description Minimum Grade to acquire Level X
Level 1 Level 2 Level 3
Languages CSS Fundamental awareness Fundamental awareness Fundamental awareness
HTML Fundamental awareness Fundamental awareness Fundamental awareness
Javascript Fundamental awareness Fundamental awareness Fundamental awareness
Softwares/Tools/Platforms Databox Limited experience Limited experience Practical application
Hubspot CMS Practical application Practical application Practical application
Hubspot Marketing Practical application Practical application Practical application
Hubspot Sales Pro Practical application Practical application Practical application
Navision Fundamental awareness Fundamental awareness Fundamental awareness
Proposify Practical application Practical application Practical application
WordPress Fundamental awareness Fundamental awareness Fundamental awareness
Languages (idioms) Advanced Business English Practical application Practical application Practical application


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