Job Description

ROLE: DIRECTOR OF BUSINESS DEVELOPMENT (IT Services)

Location: NY/NJ, Chicago IL and Atlanta GA

Term: FULLTIME

About Us: Our client is a leading global technology services and solutions provider, led by Business and Technology Consulting. They provides business-friendly solutions to help clients succeed and be future-ready, by seamlessly bringing

together digital expertise, strong industry specific alliances and the unique ability to leverage deep domain expertise from Client’s Group businesses. We provide technology solutions and services to enterprises across industries such as Banking & Financial Services, Healthcare, Manufacturing, Consumer Goods, Travel and Hospitality, through a combination of traditional and newer business models, as a long-term sustainable partner.

About the Role: This pivotal role will focus on expanding the company's footprint in chosen industry vertical(s) throughout the Americas region driving profitable growth through new business opportunities, and enhancing new & existing client

partnerships.

Areas of Responsibilities:

Stakeholder alignment : The Director of BD is responsible for ensuring that the client or prospect involves CLIENTS in their Request for Proposal process.

Proposal development & Pricing: The Director of BD is responsible for the creation of proposals and Statement of Work (SoWs), in the process coordinating with different stakeholders, such as the multiple delivery units of CLIENTS, procurement, and legal.

She/He performs quantitative analysis to arrive at the win-price recommended including HBU split, and relevant competitor analysis to demonstrate business value to the client and maintain price premium.

Proposal Negotiation & Closure: The Director of BD creates 'customer map' of named customers with potential / articulated objections to CLIENTS and recommend action, provides supporting analyses needed during negotiation to articulate business value and

win the deal at the right price premium.

Account Planning and Mining: As a Director of BD, you will be allocated accounts to manage. In collaboration with CLIENTS Service Delivery Units, you will be responsible for mapping business areas for growth within the account. As part of planning, you will

leverage the existing client relationships to secure meetings and forge relationships with new customer stakeholders at the C/C-1 level and mine the account via new deals.

Customer Stakeholder Management : As the face of CLIENTS, you will be the single point of contact for customer escalations and grievances. Maintain regular contact with customer stakeholders to address pain points and present CLIENTS’ value propositions. As a

Director of BD, participate in executive reviews, ensure strategic positioning in presentations, and identify key stakeholders for CSAT to minimize revenue leakage and enhance client satisfaction. Building positive client relationships is crucial for serving as references for prospects.

Account Operations

As part of the business function of the account, you will oversee the revenue receipt and recognition from the services delivered to the client. You will align with client stakeholders and review account operations periodically to ensure smooth operations. You will consult with service delivery units to ensure that the right personnel are staffed throughout the duration of the engagement for smooth delivery.

• 15+ years of progressive IT professional services sales experience.
• 5+ years of recent experience selling Transformation projects and services to prospective and existing clients.
• Proven track record of growing portfolio multifold
• Willingness to travel (as needed) to support new & existing customer opportunities and relationships
• Driven and self-motivated with an entrepreneurial spirit and ability to collaborate with multiple external & internal teams to solve complex business challenges.
• Aptitude to manage numerous requests and time demands concurrently, while achieving / overachieving sales targets from a set of accounts.
• Must be well-networked with senior leaders (Directors, VPs, and CXOs) of leading organizations.
• Excellent verbal and written communication in the English language.
• Experience with pricing negotiations – support deal structure and pricing with business value analysis; negotiate prices for proactive bids and proposals.
• Willingness to travel as necessary

Education Qualification:

Masters Degree in Business Administration, Sales Management or an equivalent combination of education and experience

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