Business Development Manager - IT Services

Sales: Has a proven current network of relationships among the targeted business customers. Identify prospective clients Develop and cultivate new client relationships. Leverage relationships to develop a sales pipeline. Develop and communicate account capture strategies for all major accounts within territory. Present the company's position to prospective and existing clients in a professional and consistent manner. Develop and review SOWs (both internally and externally) and ensure sign-off by the customer. Build credibility and gaining market share in the territory. Proven record of meeting and surpassing sales quotas



 

Relationship management: Executive-level client interaction Address cross-project dependencies. Maintain a high-level integrated view of engagement-wide results. Assist on streamlining the relationship and communication with the offsite team. Shape client expectations with respect to the engagement



 

Sales Management: Create the market plan for the identified territory and industry vertical. Accurately forecast expected business sales. Identify opportunities to grow the business and put the appropriate business development plans in place. Understanding of technology and vertical platforms in order to strategize and craft solutions (along with pre-sales teams) to match customer. Identify appropriate personnel to hire in order to grow the business. Ensure high customer satisfaction by working closely with the project teams and achieving committed service quality. Provide strategic direction related to implementation and industry/product best practices



 

Risk management: Address the key risks that threaten an engagement. Focus on risks that span projects or that originate outside the scope of particular projects. For example, make sure that the client organization takes appropriate steps to implement organizational changes associated with project deliverables. Advise client executives on decisions and risks that affect the entire engagement

Contractmanagement:

·Ensure that contracts covering an engagementrepresent good value for the client.

·Ensure that contracts covering an engagementrepresent a sound business arrangement for the Company.



 

Financial management:

·Monitor engagement-wide financial results.

·Make tradeoffs aligned with Company andclient objectives.

·Follow up and meet sales quotas



 

Work management:

·Work with business unit and company-widecontacts to maintain the most effective staffing for individual projects.

·Participate in setting staff developmentobjectives and monitor progress toward achieving them.



 

Qualifications:

The ideal candidate will have the followingskills and experiences: Executive presence: Proven experience establishing and maintaining connections with the most senior levels of a client organization; dealing with client executives as peers and being perceived as such. Experience on sales of IT Services. Excellent Communication skills: Excellent listening, speaking, writing and presentation skills are required. Practical sales experience Experience managing sales targeted at SMB market. Ability to craft and deliver solutions: 7+ years of steadily increasing responsibility delivering complex systems and software solutions; consulting experience is a plus. Business orientation: Comfortable with plans, finances, contracts, and negotiations. Excellent consulting and interpersonal skills. Excellent business development skills Ability to travel to client sites (mostly around NY Tristate area; occasional farther trips). Self-learner, committed to self development. Strong problem solving skills. A four-year college degree or Bachelors Degree required; Masters Degree a plus. Demonstrated experience on sales of at least three successful delivery of complex IT projects to production. Demonstrated ability to handle difficult situations and can perform crisis management. Demonstrated ability to work with offshore development teams. Knowledge of Offshore solutions sales is a huge plus. Knowledge of remote/far-site model/Near Shore Strong organizational and time management skills Ability to multitask and work independently toward stated business goals.

Desirable Solid knowledge of System Development Life Cycle concepts and software development iterative and non-iterative development models. Familiarity with the CMMI model is a plus Demonstrated increasing/progressive responsibility culminating in leading complex IT effort of 20+ people. Demonstrated team management leadership in two different aspects of development (requirements, development, testing, production support). Excellent project management and leadership skills. Software Development Experience.