Business Development Director

General Responsibilities

The Business Development Director spearheads the business development activities of his / her cluster and drives the sales opportunities for the company through growing existing partnerships and tapping new markets, providing strategic directions in expanding territory and industry niche of the company, positioning team’s strategies for higher win rate for business proposals, ensuring compliance of team in internal and external processes, and delivering expected services to clients based on agreed terms in partnership / client contracts.

Must have experience in handling SaaS, PaaS or CaaS.

Exposure to Managed Services will be given priority

Duties and Responsibilities

Key Accounts Management

Manage profitability and budget for healthy PnL and ROI by evaluating existing partnerships of the group and providing strategy to grow business.

Build strong relationships with C-level decision makers and create trust and solid partnership.

Business Development

Identifies profitable business opportunities and provides strategic direction to the business development team.

Cross-sell other products and services outside his / her domain & other verticals.

Researches emerging industry trends and directs the corporate strategy group to expand research and study, and marketing to expand marketing efforts.

Spearheads territory planning and management to spot and close opportunities, formulates strategy and account plan and / or provides guidance for Business Development Managers in formulating such (if applicable).

Works with product development, marketing and / or sales groups to align with the company's growth strategy.

Negotiation and Closing

Recommends or provides direction to the team (if applicable) to position business proposals as a win - win engagement by giving emphasis on the unique value proposition and ROI for the client.

Monitors status of business proposals and provides direction to close internal and external dependencies.

Forms Strategic Partnership with C-level Decision makers to influence and promote sales.

Process Compliance

Identifies dependencies and opportunities for process enhancements if necessary.

Contracts Management

Develops strategies to address under-performance and compliance failures, including application of contract terms.

Negotiates variations and seeks appropriate authorisation.

Actively supports and engages with experts and stakeholders to ensure continuous improvements are identified through review and benchmarking processes.

Other Key Responsibilities

Make sure that dependencies across Business and Support teams are addressed to deliver client requirements while protecting the Company’s best interest.

Provide market feedback to the company leadership regarding competitive offerings, prospect needs and generate product development ideas.

Responsible for the overall management of all strategic and operational sales, marketing and Customer Relationship activities.

Plan and coordinate the implementation of business plans and the penetration of new markets

Develop negotiating strategies and positions by studying integration of new venture with company strategies and operations

Examine risks and potentials for business opportunities

Job Specifications

Education – Bachelor’s Degree in Business Management or equivalent; Master’s Degree is ideal

Related Experience – At least 7 - 10 years of experience in B2B sales, with a proven track record of successfully pitching for new business and exceeding sales targets for IT products and services.

Demonstrated success in developing and implementing strategic sales plans aligned with corporate objectives.

Experience working with C-suite executives and senior management to understand their business needs and tailor solutions.

Proven ability to identify and qualify new business opportunities, including key accounts.

Experience building and managing strong relationships with channel partners, distributors, and other external stakeholders.

Significant experience in leading and managing people

Experience in managing and resolving complex customer issues.

A wide degree of creativity and latitude is expected.

Knowledge – Familiar with a variety of the field's concepts, practices, and procedures

Knowledge of the IT industry landscape, current trends, and emerging technologies relevant to your target market.

Proficiency with CRM and sales automation tools (HubSpot)

Skills :

Should have an excellent sense of business acumen

Ability to manage profitability and budget for a healthy PnL and ROI.

Must have strong leadership skills.

Ability to drive decisions collaboratively, resolves conflicts, and ensures follow-through with exceptional verbal and written communication skills.

Data-driven approach to decision-making, utilizing market research and competitive intelligence to gain a strategic edge.

Demonstrates excellent Organizational, Time Management, and Attention to Detail Skills.

Must have strong interpersonal and communication skills, with the ability to effectively engage and influence stakeholders at all levels of the organization, and close deals effectively.

Proven ability to adapt to a fast-paced and dynamic environment.

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