Description:
The Business Development Director position is a key sales role
within the Client Utilities Unit sales team for North America, responsible
for executing regional sales and business development strategies for
target companies within the Utilities Business Unit.
The candidate will play a hunter role, responsible for acquiring
new clients for Client. The candidate will target sales of Client’s entire
portfolio of IT Outsourcing services including Consulting, BPO, ADM, It
Infrastructure services, and Engineering Services for targeted firms.
The position’s primary responsibility is to achieve new sales results
for Client’ services in the sales regions identified above. The candidate
will develop revenue-producing relationships with decision-making CxO
level executives at targeted firms, as well as drive the sales cycle of
all assigned sales opportunities from initial prospect communication
through contract execution. The role is supported by on-site and
offshore Pre-Sales & Solutioning teams.
Responsibilities
• Achieve monthly, quarterly
and annual sales targets established by the Utilities Sales Head and
execute business development, offering positioning and sales strategies
as a member of the 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 firms
• 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 Sales, Human Resource, and corporate ethical policies, standards and guidelines.
• Demonstrate strong personal communication and presentation skills to establish interest, credibility and trust.
Skill and Experience Requirements
• Strong hunter profile with a
proven track record of success in selling technology outsourcing
services into the Utilities Industry
• Demonstration of a consistent over-achievement of client acquisition and sales revenue targets.
• At least 8 years of
experience in selling IT services within the region, preferably working
in a leading IT services & products firm with prior experience of
working with offshore teams.
• Strong local contact base and access to alumni, local associations, industry associations within the region.
• Good understanding of the Utilities industry.
• 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 ISG , Equaterra, etc.
• Understanding of customer decision making criteria as it pertains to offshore services, consulting, enterprise solutions
• Ability to maintain strong sales management focus during sales cycles that are typically six to nine months in duration.
• Demonstrated ability to
manage often complex negotiations with senior-level business and
technology executives at leading Utility Companies.
Travel Requirements
• The candidate is expected to
travel regularly to regional prospect and customer locations to support
lead generation, sales presentations, contract negotiations, engagement
implementation, and ongoing relationship building.
Education Requirements
• Bachelor’s degree required.
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