Location: San Jose, California
Experience: 5 Yrs
Position Description
The Business Development Director/Manager position is a key sales role within the SRA OSS sales team for North America, responsible for executing sales and business development strategies for target companies within the sub-segments of the HiTech Unit. The HiTech unit includes the following Industry sub segments: Software/ISV, Semiconductors, Electronics, Professional Services, Consulting, and Staffing.
The candidate will play a hunter role, responsible for acquiring new clients for SRA OSS. They will target sales of SRA’s entire portfolio of IT Outsourcing managed services including Consulting, Enterprise solutions, BPO, Cloud Computing & Data Center, Professional Services, Engineering Services, Wireless & Mobility, Testing, Infrastructure and Engineering Services, for targeted “Fortune 500” firms. The position’s primary responsibility is to achieve new sales results for SRA’s services in the sales regions identified above. The candidate will develop revenue-producing relationships with decision-making 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 offshore Pre-Sales & Solution teams.
Key Responsibilities
- Achieve monthly, quarterly and annual sales targets established by the VP, 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 response creation and 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 SRA’s 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 lifecycle of the relationship.
- Support the team’s market research and competitive positioning analysis in partnership with presales, marketing and product development staff.
- Adhere to all SRA OSS Sales, Human Resource, and corporate ethical policies, standards and guidelines.
- Demonstrate strong personal communication and presentation skills to establish interest, credibility and trust.
Education Requirements
- Bachelor’s degree required. MBA a plus.
Desired Skills and Experience
- Strong hunter profile with a proven track record of success in selling technology IT offshore based outsourcing services
- Demonstration of ability to prospect, qualify and close multi-tower large IT services opportunities
- Demonstration of a consistent over-achievement of large client acquisition and sales revenue targets.
- At least 5 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 (India, China) teams.
- Strong local contact base and access to alumni, local associations, industry associations within the region.
- Good understanding of one or more of the industry segments within the High-tech Unit.
- Experience with vendor selection processes including RFI and RFP issuance and response management;
- 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 three months to one year in duration.
- Demonstrated ability to manage often complex negotiations with senior-level business and technology executives at leading High Tech firms.
- Prior experience in relationship building with industry executives at trade shows, conferences, industry events and professional association meetings.
- Strong analytical and negotiations skills.
- Thorough command of English, both written and spoken.
Travel Requirements
- The candidate is expected to travel regularly as needed to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building.
