Business Development Director
3 weeks ago
Role: Business Development Director
Type: Permanent role
Location: Philadelphia / NYC / NJ
Work Location: Hybrid working model - working from home, the office and client locations.
AND’s mission is to close the digital skills gap by making a remarkable impact, globally. We do that by helping clients accelerate the delivery of their digital products and transformation, as well as building enduring capability and capacity within their organizations.
We believe that it is our Club Model built around our distinctive People-First proposition that sets us apart and is the key to driving our growth.
We started our business in London in 2014 and currently have 25+ market-facing clubs, a headcount approaching 2,000, and revenues of £170m+. We opened our first club outside the UK, in Amsterdam in 2021, followed by Rotterdam.
We are now working to replicate that disruptive growth in the US. We know our plans are ambitious. That’s the point - our mission is global.
About You:
The job is one of our most senior market facing roles in a new high performance business development team that will take ownership of new client opportunities from initial contact through to close.
Our US business is in start-up mode as we build into scale-up, but that’s the sort of challenge that excites you as a self-starter with a growth mindset.
As a result, you will need to be able to:
- Have and build great relationships - Really get to know and understand CIO/CDO/CTO/CEOs. Help them solve their key problems and challenge their thinking and approaches to digital and software development.
- Understand the tech and professional services landscape - Bring a wider business and technology perspective. Know the technical and business landscapes, including where the challenges and opportunities lie.
- Develop and execute a comprehensive sales strategy to drive business growth in the Northeast of the US Market.
- Win new clients as part of a team - Take the lead on opportunities from initial contact to close. Navigate complex environments, pulling together multiple strings to close effectively. Working as part of a small high performance BD team in the region, accountable for an annual target.
- Be highly active in sourcing, negotiating and successfully closing some of our larger and more complex client opportunities.
- Ability to learn and incorporate new propositions and services into your sales practices and methodologies to create a winning approach.
- Grow and sustain our client portfolio in the region.
You will be measured with a clear focus on the number and quality of new clients won by yourself and the team. You will need to identify, shape and close clients that achieve in the region of $4-6m per annum of revenues from new logo accounts in the first year or two, which will scale as we grow further in the region.
It is vital that we win the right clients for our proposition. Our digital build and transformation services are focused and as such not relevant to some client organizations. We also look for a long term sustainable, “win-win” partnership with our clients, ranging from S&P 500 to mid-market and startups alike.
To do that it’s essential that you bring the following:
- A strong CIO, CTO and Tech/Digital Leader network in the region that would be buyers of AND.
- Significant Business Development experience in consulting, technology professional services in favor of product based organizations (8+ years).
- A track record of success winning key new business accounts in particular in the mid-market.
- Relationship Management skills - Leverage existing relationships and build new ones to identify and secure new business opportunities.
- Working knowledge across three or more of the following - digital, business strategy, marketing, technology, Agile, change management and business transformation.
- Credible at C Suite Level - Aware of the challenges facing CIOs, CTOs and wider C Suite, able to support their thinking and approach to solving these.
- Excellent communication, negotiation, and presentation skills.
- Collaboration with the marketing teams to expand AND sales in the region.
It’s helpful that you also have:
- Comfort in ambiguity and being part of a small, dynamic team; able to work autonomously and be an effective team player.
- Collaborative approach to working with internal teams, where no new client is closed without the support of other ANDis.
- Organized, structured and creative.
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