The Role
In the role of Director, Business Development, your responsibilities will be to grow profitable revenue for the enterprise with our company’s clients and prospects. These solution areas include Software (Development, Management, Quality); Digital Experience; Data, Analytics, and AI; and Business Process Management. Growth in one or more of these solution areas will be a direct result of your business development 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.
Success Profile
- Demonstrated ability to self-generate business development opportunities through a diverse combination of telephone (calling), email (writing), and networking (interpersonal) skills.
- Demonstrated history of success in IT professional services, in one or more solution areas described above or similar.
- Demonstrated ability to review, participate as a team member, or lead development of complex solution proposals, and preparation for oral presentations.
- Demonstrated ability 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.
- Experience with developing relationships with C-suite and VP-level (EVP, SVP, and VP) personnel.
- Effective communication skills both written and verbal.
- Effective critical thinking, research, and analysis capability.
- Proven ability to conduct large-sized group presentations.
- Maintains the highest standards of operational excellence, setting an example for others.
Experience and Qualifications
- At least 10 years work experience, with a concentration of 5 years in proven solution oriented, consultative-driven business development.
- Demonstrated ability to achieve a range between $5M and $10M per year in revenues and keep a rolling pipeline range between $15M and $30M.
- 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 business development training or coaching is a plus.
