Description:
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
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