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Business Development Director BFS at Tephra Inc

Posted in Management 30+ days ago.

This job brought to you by eQuest

Type: Full-Time
Location: New York, New York





Job Description:

Position Overview:


The Business Development Director position is a key sales role within the 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.


Job Description:



  • The candidate will play a hunter role, responsible for acquiring new clients.

  • The candidate will target sales of entire portfolio of IT Outsourcing services including Consulting, BPO, ADM, IS and Assurance Services for targeted firms. * The position’s primary responsibility is to achieve new sales results for services in the sales regions identified above.

  • The candidate will develop revenue-producing relationships with decision-making CxO level executives at targeted firms, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.

  • The role is supported by on-site and offshore Pre-Sales & Solutioning teams.

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.

  • The candidate is the focal point for all communication and sales activities with prospects and customers.

  • Work in close collaboration with 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 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.

Education Requirements



  • Bachelor’s degree required.

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.