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Business Development Director

2 months ago

Santa Clara, California, United States LotusFlare, Inc. Full time
Job Title: Director of Business Development

LotusFlare, Inc. is seeking a seasoned Director of Business Development to drive the expansion of our business in the Americas. As a key member of our sales and business development team, you will contribute to our sales and business development initiatives in the Americas with the goal of adding new accounts to our business and growing existing accounts.

Responsibilities:
  • Identify, qualify, and advance opportunities based on their probability and potential value within assigned accounts or territories
  • Develop and maintain relationships with executives in the telecom, cloud, and system integrator (SI) domains in the Americas to build brand access and access to opportunities
  • Proactively identify ways for LotusFlare to bring more value to the client through its software, services, and other assets
  • Develop a thorough understanding of a prospect's or existing client's short-term and long-term strategic requirements, goals, and challenges while identifying potentially relevant LotusFlare solutions
  • Develop and recommend strategic and tactical sales plans for assigned accounts
  • Fully understand the customer's business challenges, culture, and environment: specifically market trends, future technology, competition, and partners that may affect the customer's business
  • Develop a trusted advisor relationship with key client executives and be viewed as a reliable focal point for business and systems issues
  • Lead the commercial discussions with the customer, in alignment with LotusFlare's business standards and partnering closely with internal stakeholders as it pertains to all contractual agreements
  • Responsible for achieving annual sales, revenue, and profitability targets identified by Commercial Leadership
  • Collaborate with sales leadership and other stakeholders to develop successful sales strategies for each opportunity
  • Work cross-functionally with LotusFlare product, sales engineering, and commercial teams to drive pursuits across client engagement, solution development, deal response, contracting, and closure
  • Prepare reports on BD status to communicate the progress of weekly initiatives to internal stakeholders
Requirements:
  • 8+ years of experience in enterprise sales, business development, or account management function
  • 3+ years of experience working for an enterprise software company that sells into CSP
  • Knowledge of the telecommunications industry, particularly BSS, OSS, or Cloud technologies. Consultative selling skills with an understanding of market insights
  • Demonstrated experience in identifying and winning multimillion-dollar system integration/technology solution deals and consistently meeting or beating sales quotas
  • Ability to build relationships at multiple levels within the client organization
  • Successful examples of full-lifecycle sales experience with complex technical solutions
  • Demonstrated ability to negotiate win-win agreements with clients
  • Creative 'out of the box' thinker that can identify innovative solutions and sales strategies to achieve differentiation for LotusFlare
  • Strong bias for action and will aggressively pursue opportunities and navigate external and internal obstacles
  • Ability to analyze data and translate it into professional sales presentations
  • Strong negotiation skills for creating contractual agreements
  • Capable of working in a matrixed corporate environment
  • Executive presence with excellent verbal and written communication skills
  • Exposure to project management and client delivery
  • Comfortable with demos, RFPs, contracts, SOWs, POs, invoices, and the 'nuts and bolts' of commercial sales for enterprise software projects
  • Some travel expected (about 15%)
  • Established 'Rolodex' of contacts in CSP space and industry partners
  • Flexible to be able to work across global time zones as needed