TITLE: Large Deal Pursuit Director
LOCATION: Any Major US City (New York, Bay Area, Chicago, Atlanta or Dallas preferred)
THE COMPANY:
Our client is a global provider of IT and Process outsourcing services. They focus exclusively on maximizing client returns from outsourcing and off-shoring, with extensive experience in managing large IT applications in real time as well as in providing high value services around packaged enterprise applications. Their experience in the business process outsourcing arena fully complements and strengthens their service spectrum and allows them to operate as an enterprise-class solution delivery company. They aim to provide high value by optimizing cost of ownership of technology investments for customers.
Their “partner-in-business” approach generates high business value for customers and rich dividends to the company in the form of a continual stream of repeat business. The “customer-centric philosophy” is further strengthened by a robust Key Account Management process to find more ways to delight key customers and grow market share.
The company is aggressively building its business model to meet significant client demand and market opportunities for large, global, complex, cross-functional sourcing engagements. This individual will generate and manage large outsourcing deals and opportunities greater than $10M (Total Contract Value - TCV) for the company.
The company is looking for strong leadership to build and grow a team focused on large, targeted, new accounts. The jobholder has the following key responsibilities:
RESPONSIBILITIES:
• Devise sales strategy and formulate business model to support the strategy.
• Drive new business revenues from targeted, large named accounts for the company.
• Work closely with company leadership to create market penetration strategies for targeted accounts.
• Pro-actively lead sales activities to convert prospects into qualified opportunities.
• Leverage personal network to identify and pursue business development opportunities.
• Form peer relationships with client personnel at the VP level, and working relationships with CXOs.
• Maintain and coordinate an effective partnership with the client through senior executive contacts and with those who influence the decision-makers.
• Form relationships with sourcing advisors
• Manage client negotiations, proposal pricing, and closure.
• Develop and structure long term (multi-year) solutions for clients
• Work closely with existing Account Managers and leverage existing relationships
QUALIFICATIONS:
• 12-14 years of experience
• 7+ years of professional services sales experience
• Significant Business Development and selling to decision makers is required
• Person must be comfortable and experienced in opening and developing new accounts
• Experience in business development, selling and delivering software and services based solutions
• Experience in ERP, Banking & Financial Services (Capital Markets), Transportation, Travel, Hospitality & Logistics preferred
• Good understanding of industry specific business issues and drivers a plus
• Strong leadership, interpersonal, presentation and communication skills
• Global Delivery Model/offshoring experience
• Ability to lead matrixed teams in a large organization
• Proven track record of selling and managing $10M in annual strategic outsourcing, consulting services and/or solutions revenue.
• Ability to develop customer sponsors; identify influencers and decision makers; create and present the company’s solutions and proposals.
• Understand deal financials, terms and conditions and be able to effectively negotiate and close Master Service Agreements and related contract schedules with customers.
• Ability to map the company’s solutions/capabilities to solve specific customer issues
• Strong analytical skills
• Must be able to work in a team environment
• Up to 60% travel will be required
COMPENSATION:
Competitive base salary + commission
ABOUT DNL GLOBAL, INC:
DNL Global is the leading recruitment firm in the global services industry. Our expertise is in identifying, screening and recruiting mid-to-executive level managers for the buyers, providers and advisors of global outsourcing services. We are committed to servicing companies in this industry and the professionals that make them successful. The DNL Global team aims to connect passionate, globally minded candidates with driven companies seeking "global leaders". For more information, please visit www.dnlglobal.com. |
