The Role
In the role of Vice President, Business Development, your responsibilities will be to manage a business development team consisting of a mix of Directors, and Business Development Managers to grow profitable revenue for the enterprise with our company’s clients and prospects. You may also manage the business development efforts for an assigned Solution Segment or Industry Grouping. You will oversee following the strategy as set forth by the Commercial Director and Chief Commercial Officer and ensure you are executing the necessary tactics to achieve the overall strategy and growth drivers as set in the business plan each fiscal year. You will also oversee managing a personal book of business with a margin goal that considers your overall responsibilities. You and your team will oversee activities such as scheduling and conducting client meetings and building relationships with colleagues across the enterprise that directly result in demand creation in the market and leading opportunity pursuit efforts.
Responsibilities
The selected candidate will use a research-driven approach to analyze business opportunities, develop, and implement client pursuit strategies in targeted markets and accounts, including the responsibility of being able to find and document trends in proper market sectors. Additionally, you will function as a client advocate and consultant to colleagues in our Business Development, Alliances, Marketing; Solutions and Technology; and Service Delivery groups. This role will report to the Commercial Director, North America, who will supply overall direction about corporate strategy, priorities, business development strategy support, and performance feedback.
Success Profile
- Demonstrated ability to lead a business development team that achieves an aggregate assigned revenue quota in the $25M to $50M range.
- Demonstrated history of success in selling IT professional services in one or more of the solution areas in our service offering portfolio.
- Demonstrated ability to review and guide a team on the development of complex solution proposals, and preparation for oral presentations.
- Demonstrated ability to lead and teach others how to lead an opportunity pursuit (“deal”) campaign.
- Demonstrated ability to generate, shape, and close deals with total contract values over $1M.
- Demonstrated ability to conduct large and small group presentations.
- Demonstrated ability to self-generate leads through a diverse combination of telephone (calling), email (writing), and networking (interpersonal) skills.
- Experience with developing relationships with C-suite and VP-level (EVP, SVP, VP) personnel in $1B and up organizations.
- Excellent communication skills, both written and verbal.
- Excellent critical thinking, research, and analysis capability.
- Maintains the highest standards of operational excellence, setting an example for others.
- Promotes and supports an inclusive work environment as a champion of diversity and inclusion.
Experience & Qualifications
- At least 15 years work experience, with a concentration of 10 years in proven solution oriented, consultative-driven business development.
- At least 5 years work experience managing a sales team with similar responsibilities and quotas.
- Demonstrated ability to achieve a range between $5M and $10M per year in revenues and keep a rolling pipeline range between $15M and $30M while managing a business development team.
- Position may require at least 50% national travel (following company guidelines and all federal and local government guidelines in place at any point in time).
- Documented professional sales training or coaching is a plus.
- Documented award-winning performance is a plus.
