Business Development Director, £150k Base neg, Benefits

Up to £150k basic neg, 50:50 OTE uncapped, car, health, pension etc.

Selective Search is currently retained by our client, one of the most prestigious and exciting Technology IT Outsourcing players in the world. Our client is a true multicultural, global IT powerhouse that innovates in technology services, providing anything from Cloud Computing to management consultancy.

Our client is looking for an experienced New Business Development Director within the Application Services space who will be required to sell a portfolio of Application Outsourcing and Application Development capabilities to create a full lifecycle suite of services for The Public Services Sector. The aim is to provide a seamless service between IT architecture, implementation projects, applications maintenance, upgrades, renewals, and Software-as-a-Service (SaaS). Our client serves over 1,000 customers, including 34 Fortune 100 accounts. With particular strengths in Public Sector, Banking, Insurance, Capital Markets, Retail/Consumer Products, Life Sciences, Media, Telecoms, and Utilities, our offers include Applications Management, Custom/bespoke development, ERP, Business Information Management (BIM), Business Process Management (BPM), Mobility, Analytics, Business Intelligence, Testing, and more.

This role will be responsible for driving sales of predominantly Applications Solutions across various industry subsectors, promoting our client in the market and building relationships with their clients and IT Services Eco-system partners to enhance the client's brand and broaden their offers in the Application Solutions space.

This role will emphasize new logo acquisition and demand generation (including cold calling where necessary).

Key Responsibilities:

• Working closely with Sector & Delivery Unit Management teams to create and drive your own pipeline, aligned with the business unit's overall strategy and direction.
• Originating and nurturing the development of the business, new revenue streams, and directing proposition development will be key focus areas. Familiarity with various sources of demand and the ability to build an active pipeline of prospective deals is essential.
• The focus will be on mid-sized AD and AM deals (those in the £5m to £50m range) involving multiple technologies (e.g., ERP, Mainframe, Legacy, and COTS).
• Focus on new client acquisition and driving growth into new name logos, with the ability to create and drive opportunities to closure.
• Expertise in demand generation activities relevant to this market segment and a lead role in devising strategies to promote our client in these forums with tangible business results.
• Clear accountability for improving our client's credibility within target clients in the market, framing and driving business opportunities, leveraging the Applications Delivery teams, and collaborating with Sector Leadership, Service Delivery Managers, Solution Architects, and Proposal Development teams to achieve sales targets.
• Ability to assimilate complex business propositions and guide client conversations, with critical skills in client need and issue discovery, necessary for ongoing deal and account management.

Essential skills & experience:

• Recent experience with a Large Tier-1/2 Global IT or Consulting organisation in Sales or Business Development in the Application Solutions space.
• A network of contacts within relevant commercial organisations, including software and hardware vendors, industry analysts, advisors, and prospective clients.
• Private Sector experience and expertise in one of the following: Tier 1 utilities, aerospace and defence; travel and transport.
• Proven track record of selling in the Private Sector through formal procurement processes and informal relationship-based selling.
• Experience leading and selling at least three m GBP TCV Application Solutions Deals to FTSE 350 / Fortune 500 organisations, with references available for your leadership role in the sale.
• Exceptional focus on P&L management and reporting at both pursuit and client levels.
• Creative and innovative, with the gravitas to lead CIO / IT Director / Board level business meetings to position deals and close sales.
• Well-versed with commercial models, estimation techniques, pricing trends, TUPE regulations, and crafting complex MSA & SOW documents.
• Experience selling AM solutions involving service delivery from Nearshore/Offshore locations outside the UK and crafting solutions with distributed delivery elements.
• Ability to constructively challenge the status quo to drive the business forward.
• Able to operate with a high degree of independence as well as being part of a team.

Desirable skills & experience:

• Strong technical experience with hands-on IT Solution/Service Delivery experience during some stage in your career.
• Industry experience outside of IT/Consulting firms.
• Experience of using the Holden sales process.