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Business Development Director, SLED

3 months ago

Las Vegas, United States Staples, Inc. Full time

Staples is business to business. You’re what binds us together.

Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.

The Director of Business Development is focused on prospecting and closing business within the Public Sector market. This is done primarily by securing contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all categories of products. Business Developers Directors are responsible for mapping a prospecting strategy for each potential customer and engaging proper selling partners such as category experts to close/win the account. They have detailed knowledge of products and services to offer and ensures that products and services consistently satisfy prospects needs and challenges. This role also requires strong collaboration with support and internal partners such as category experts, implementations/support, and pricing.

What you’ll be doing:

  • Prospecting and closing large, New logo deals within the State & Local, and Higher Education and K-12 vertical markets
  • Win $2.5M annually in coordination with the Executive Leadership by creating an enterprise sales & revenue strategy to win high revenue prospects.
  • Adept at navigating complex sales/business development cycles that factor in numerous influencers and decision makers.
  • Ability to design and negotiate intricate contracts.
  • Collaborate with LOB experts on deal strategy to close/win programmatic deals.
  • High financial acumen to navigate and negotiate complex deals.
  • Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners.
  • Maintain a high degree of transparency in pipeline management, pricing negotiations and contract governance though CRM.

What you bring to the table:

  • Strong Business Development experience in closing net new logos to State & Local Government, as well as Higher Education & K-12
  • Ability to hunt, negotiate and close new business with C-Level for SLED prospects.
  • Extensive experience in selling deal sizes over $2M annually in the Public sector.
  • Proven ability to view rejection as a learning opportunity and double down on next best actions
  • Ability to interface at prospects’ most senior levels
  • Strong ability to develop and deliver presentations virtually and face to face
  • Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
  • Ability to set targets, design customer growth plans and work with product category sales team members
  • Ability to analyze business and industry trends to create tailored solutions for prospects based upon Staples value proposition
  • Ability to function independently with minimal daily supervision
  • Experience working with Public Sector Coops

What’s needed- Basic Qualifications

  • Bachelor’s Degree or equivalent work experience
  • 8+ years related experience managing large complex customers

What’s needed- Preferred Qualifications

  • Experience and proven track record of managing programs or business development
  • Previous experience managing large, complex sales opportunities
  • Demonstrated successful strategic relationship building and solution selling experience
  • Demonstrated experience in executing on business development sales strategies.
  • Previous experiencing exceeding performance metrics
  • Previous contract experience, negotiating large complex, national contract
  • Proficiency in PowerPoint, Excel, and Outlook
  • Industry knowledge

We Offer:

  • Inclusive culture with associate-led Business Resource Groups
  • 22 days of PTO and Holiday Schedule (7 observed paid holidays + 1 floating holiday)
  • Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more
At Staples, “inclusion” is an action word. It represents what we do to ensure that all employees feel valued and supported to contribute to their fullest potential. When we operate inclusively, diversity naturally follows. This is why we work hard to foster an inclusive culture, as we seek employees with unique and varied perspectives and areas of expertise. The result is a better workplace and innovative thinking that helps us exceed our customers’ expectations – through the power of the people behind our iconic brand. Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.