Business Development Director

3 days ago

San Francisco, California, United States TEPHRA Full time
Job Title: Business Development Director

Join Tephra as a Business Development Director and play a key role in driving sales and business growth within our Banking & Financial Services (BFS) Unit sales team for North America. As a seasoned sales professional, you will be responsible for executing regional sales and business development strategies for target companies within the BFS Unit.

Key Responsibilities:
  • Develop and execute business development, offering positioning, and sales strategies as a member of the sales team for North America.
  • Lead generation, prospecting, and other sales management goals designed to build an optimal sales pipeline.
  • Develop strong, long-term relationships and referrals with senior management at targeted firms.
  • 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.
  • Work closely with our presales team and 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 Tephra's Sales, Human Resource, and corporate ethical policies, standards, and guidelines.
Requirements:
  • Strong hunter profile with a proven track record of success in selling technology outsourcing services into the BFS Industry.
  • Demonstration of a consistent over-achievement of client acquisition and sales revenue targets.
  • At least 8 years of experience in selling IT services within the region, preferably working in a leading IT services & products firm with prior experience of working with offshore teams.
  • Strong local contact base and access to alumni, local associations, industry associations within the region.
  • Good understanding of the BFS industry.
  • 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.
  • Understanding of customer decision-making criteria as it pertains to offshore services, consulting, enterprise solutions.
  • Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration.
  • Demonstrated ability to manage often complex negotiations with senior-level business and technology executives at leading BFS Companies.
Travel Requirements:
  • The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building.
Education Requirements:
  • Bachelor's degree required.

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