Summary

The Enterprise Sales Director is an experienced and results-driven deal maker; an individual contributor who has a successful track record of leading pursuits to develop and capture multimillion-dollar, complex, multi-year transactions. This Vice President level position is responsible for business development, qualifying, negotiating, and closing contracts within the utility and SLED market verticles focused on the California/West Coast territory. The major focus of the role is on securing new logo clients and expanding scope with existing accounts, focused on IT managed services, digital transformation, consulting, cloud computing, and systems integration. A successful candidate will have experience using consultative selling skills to clearly understand client business requirements, developing solutions to meet those objectives, and leading pursuit teams to deliver high-quality proposals and customer presentations.

Responsibilities

• Develop and nurture long-term business relationships with key clients, client prospects, and  business partners at the executive level to drive awareness of and preference for the SDI brand and capabilities
• Apply knowledge of managed services, cloud computing, consulting and IT solutions, industries, and market trends to identify key prospects

• Expert in driving sales engagements from lead generation through contract signing and service initiation; ability to close opportunities for the company that becomes a platform for sustainable and profitable customer-business relationships
• Must have proven business development experience within the Utility and SLED verticals, with a preference for experienced sellers with an existing network that can be leveraged to gain access to industry contacts, leads, and new opportunities
• Developing detailed sales plans to effectively penetrate and capture new accounts
• On-going pipeline development
• Identifying and creating a compelling business needs and ROI for each prospect
• Working in conjunction with solutioning resources to develop solutions and resource models for implementation (i.e. timeline, resources, tasks, scope, activities), including timeline,  assumptions, and risks to support implementation and transformation scenarios
• Ability to successfully “quarterback” and lead a deal through the entire sales lifecycle by building relationships and collaborating with key stakeholders (internal and external)
• Ability to accurately forecast business within a committed timeline
• Work with and provide input to business development and marketing teams to design, develop and execute lead generation and marketing campaigns
• Ensure a seamless transition from sales to post-sales activities, working in coordination with SDI’s delivery management to achieve strategic corporate goals

Requirements

• Extensive and established book of business in IT management consulting, systems integration, and managed services
• Proven ability to drive large complex sales pursuits to successful closure
• Minimum of 5+ years of experience in a business development/hunter or large deal capture role selling IT Managed Services, Cloud or Consulting contracts to C-level customers
• BA/BS or equivalent strongly preferred
• Proven ability to develop and maintain effective internal and external business relationships
• Sales experience for Professional Services – Project Scoping, pricing, bid management, risk assessment, customer discovery, requirements gathering
• Must possess sales acumen and persuasion skills for internal/external communication and presentations with superior negotiation, written and verbal communication skills
• Ability to collaborate with the marketing dept to develop a comprehensive sales process that consistently positions the firm and engages with future customers
• Results-oriented self-starter approach with the ability to work independently – including writing proposals and presentation decks - as well as the ability to work collaboratively with solutions and delivery teams

Additional Requirements Desired

• 10+ years of IT consulting sales experience within a mid/large IT Managed Services, Cloud or Consulting firm
• Demonstrated public-facing presentation and writing skills, for participation in webinars and contributing content to the company blog
• Advanced degree preferred
• Ability to support organizational development activities including recruiting and community building

Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.