Business Development Director

4 weeks ago

Glendale, California, United States TEPHRA Full time
Job Title: Business Development Director - BFS Unit

The Business Development Director - BFS Unit is a key sales role within the Client Banking & Financial Services (BFS) Unit sales team for North America, responsible for executing regional sales and business development strategies for target companies within the BFS Unit.

Key Responsibilities:
  • Achieve monthly, quarterly and annual sales targets established by the BFS Sales Head and execute business development, offering positioning and sales strategies as a member of the sales team for North America.
  • Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.
  • Personally 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 in close collaboration with Client presales team & 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 Client Sales, Human Resource, and corporate ethical policies, standards and guidelines.
  • Demonstrate strong personal communication and presentation skills to establish interest, credibility and trust.
Desired Skills and Experience:
  • 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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