Your role is:
A Sales Director is an experienced, accountable, detailed oriented, responsive and passionate individual who can partner with Sales Realization & Product Team(s) to manage an end to end Sales cycle for new client strategic sales pursuits. The Sales Director is responsible for understanding the current state of a client’s business and strategic initiatives and then mapping product & services to those strategic initiatives. This role will report to the President, International Sales
How you will help:
- Clearly establish relationships with Executive Directors, Directors and Managers within our clients. The customer should identify you as a trusted partner who solves complex business problems.
- Individual must be comfortable presenting to all levels of management and critical stakeholders within the client. The individual must understand the details of our business, so they can easily communicate pertinent information to each level of the organization. This must be evident through established relationship and Senior Managers throughout the client.
- Develop and implement technical and operational solutions throughout the client life cycle. Map solutions to our core offerings and collaborate with Marketing and Product Development on the technology roadmap.
- Identify new opportunities for growth. Opportunities will drive further product penetration across technology/transaction management solutions, Consulting and BPO services. Demonstrate consistent revenue growth and product penetration within a client
- BD skills are required to drive all aspects of deal development: prospecting, sourcing, negotiating and closing. Individual will also participate in ongoing strategic partner relationship management to ensure future success. You will work independently to negotiate business development deals, work closely with legal to execute contracts and other legal documents that support the group's overall business objectives.
- Develop complete statements of work that include but are not limited the following components: Solution design, pricing, SLA’s and remedies.
- Manage the end to end SOW development and approval process to completion with existing clients.
- Consistently forecast client revenue on time and accurately.
- Present, review and gain approval for invoices with the client.
- Demonstrate a deep understanding of the cost drivers that impact client profitability. Deliver profitable solutions that meet objectives. Create financial models that project P/L for client and individual programs.
- Have a deep understanding of the resource requirements across all product offerings (Consulting/Operations/R&D) required to meet the customer expectations. Have a thorough understanding of the client’s budget constraints or targets.
- Consistently ensure company delivers against contractual SLA’s and client business KPI’s. Always understand how a customer defines success and implement measures that determine if we are on or off track against client objectives. Take corrective action when customer experience is impacted.
- Responsible for on-boarding new clients and programs on time and within budget
- Create, deliver and facilitate executive level and detailed operational reviews/presentations with clients and company.
- Demonstrate the ability to facilitate client meetings where complex solution design is required. Facilitate internal team meetings focused on results and overall health of the business. Facilitate complex deal reviews with clients and the company.
- Identify, forecast and manage all resource requirements by client and program.
Who we have in mind:
- BA or BS degree required; graduate degree in business or specialist area preferred
- A minimum of 5 years’ experience working for a software, consulting or communications firm managing large scale SAAS, e-Commerce or Operations oriented initiatives
- Extensive professional experience managing significant client relationship
- Comprehensive understanding of the techniques of a professional services/consultancy firm
- Ability to focus resources to discover, meet, and exceed the client’s needs, while achieving company business objectives ability to think creatively
- Ability to articulate plans and the interrelationship between specific tasks as related to meeting program, client and company objectives
- Ability to leverage and apply proven, industry driven project management techniques
- Ability to leverage and apply proven operations-oriented strategies and/or best practices
- Ability to budget programs and manage financial aspects of the client relationship
- Comprehensive understanding of the clients’ industry including marketplace trends
- Ability to serve as the client advocate and provide data driven counsel to clients in conjunction with aligning business needs/changes/performance to the stated goals
- Ability to build and maintain professional business relationships
- Skill at developing and delivering presentations to clients and prospective clients
- Strong oral, editing, and written skills
- Oral and written English and Japanese business level fluency
It would be great if you had:
- Experience selling into the Telecommunications arena