Director Business Development, Tech

6 days ago

Framingham MA United States Staples, Inc. Full time

Staples is seeking a dynamic Director of Sales for our Staples Technology Solutions (STS) business who will lead a team of STS Business Development Managers solely focused on prospecting and closing large, strategic and complex accounts in the Enterprise and Commercial Markets. This role will report to the AVP, STS Sales and is  responsible for driving accelerated growth and delivering annual STS new business budget through effective leadership, talent management and the execution of strategic sales initiatives.

 

Duties & Responsibilities

• The Director of Sales will create and execute our STS acquisition strategy to win large, high value Commercial & Enterprise prospects in the Technology industry.

• Lead Business Development Managers efforts focused on the pursuit of large/complex opportunities ($500K + prospective customers with more than 2,000 employees – highly complex sale requiring the highest caliber strategic sales professional).

• Extensive experience in selling deal sizes over $1M annually with contracts for 3+ years.

• Ability to negotiate with C-Level Executives of Fortune 1000 prospective clients.

• Adept at navigating complex sales/business development cycles that factor in numerous  influencers and decision-makers.

• Ability to design and negotiate intricate contracts that avoid potential risks for company but are  value based for customer.

• Eye toward reducing costs and increasing profits, while ensuring any legal requirements.

• Proven experience managing large, complex prospects in a fast-paced environment and ability to  adapt quickly to changing client needs and market constraints.

• Collaborate with finance, sales leaders and functional partners on strategy for large & complex financial deals.

• Lead highly complex deals that are of large scope that require high financial acumen, negotiation tactics, while understanding the intricacies of the bid process which often includes understanding of the RFP and how to respond as well as working to build a pricing/financial model that is both in the customer and the company’s best interests.

• Develop and ensure the execution of tactical and operational sales plan segments for all products, services and solutions relevant to national technology business development scope.

• Partner effectively with sales and non-sales organizations to increase win rates, sales velocity, and profitability.

• Stay up-to-date on all Technology industry trends, solutions and best practices.

• Monitor emerging marketplace trends and available data to drive decision making and ensure evolution of sales strategy and execution.

• Develop creative/effective business proposals/approaches that position Staples as a value-added provider with differentiated products, solutions, and services.

• Ability to achieve set targets and growth plans.

• Ability to advocate internally for customer’s best interest while at the same time balance financial long-term benefits/risks and interests.

• Manage client needs to meet internal constraints using sound judgment around capacity, capabilities, and resource constraints.

• Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners.

• Lead complex sales negotiations utilizing acute skills in information exploration and persuasion to emphasize our value proposition, maximize margin, overcome objections, and close business.

• Maintain a high degree of transparency in pipeline management, pricing negotiations and contract governance.

 

Qualifications

• Minimum 10+ years successful sales experience

• Minimum 5 years of sales leadership experience in a business-to-business focus environment or consultative sales experience, combined with five or more years’ experience in sales management.

• Demonstrated experience in securing large-scale, complex deals.

• Proven track record to negotiate at C-Suite level for Fortune 1000 companies.

• Experience in collaborating with deal teams such as Client Services, Legal, Order Management, Finance, etc.

• Proven ability to identify enterprise-wide opportunities and structure innovative, integrated solutions that provide decision support to a global organization in achieving their business objectives.

• Excellent communication skills and demonstrated ability to lead, mentor and motivate STS Business Development Managers.

• Proven consistent over achievement of sales quotas and financial commitments.

• Strong business acumen, forecasting skills, influencing skills and communication skills (to share knowledge with a team to support the growth strategy within sales).

• Strong demonstration of intellect, drive, executive presence, and sales acumen.

• Bachelor’s degree or equivalent work experience; Masters or advanced degree preferred.

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.

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