Position Details: Business Development Director_Government sales team for Public S

Our client is currently looking for a Business Development Director which is a key sales role within the our client is Government sales team for Public Sector market, responsible for executing business development strategies and generating new sales from the target Governments for the State and Local Unit.

 

The candidate will play a hunter role, responsible for acquiring new clients for our client. They will target sales of our client's entire portfolio of IT Outsourcing services including Consulting, BPO, ADM, Infrastructure Services, Engineering Services for targeted State and Local Agencies.  This is an individual contributor role and position’s primary responsibility is to achieve new sales revenues for our client’s services for the South Eastern USA Public Sector market. The candidate will develop revenue-producing relationships with decision-making CxO level executives at targeted accounts, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.  

 

Responsibilities

 

Achieve monthly, quarterly and annual sales targets established by the Sales Head and execute business development, offering positioning and sales strategies as a member of the Public Sector sales team for North America.

Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.

Personally develop strong, long-term relationships and referrals with senior management at targeted clients

Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and customers.

Work in close collaboration with our client's’ presales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs. 

Provide support to customers during initial phases of an engagement. Follow up and ensure total client satisfaction through the life cycle of the relationship.

Support the team’s market research and competitive positioning analysis in partnership with regional presales, marketing and product development staff.

Adhere to all our client's  Sales, Human Resource, and corporate ethical policies, standards and guidelines.

Demonstrate strong personal communication and presentation skills to establish interest, credibility and trust.

 

Desired Skills and Experience

Skill and Experience Requirements

 

Strong hunter profile with a proven track record of success in selling IT outsourcing services to Public Sector clients

Demonstration of a consistent over-achievement of client acquisition and sales revenue targets

10+ years of experience in selling IT services to Public Sector clients.

Strong local contact base and access to alumni, local associations, industry associations

Experience with vendor selection processes including RFI and RFP issuance and response management;

Experience of working on opportunities run by Third Party Advisory Firms such as TPI, Equaterra, etc.

Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration for large deals

Demonstrated ability to manage often complex negotiations with senior-level business and technology executives

 

Travel Requirements

 

The candidate is expected to travel regularly to prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building