Director of Business Development – Cyber Security / EMEIA / Cross Sector

    • Reference Number: Director of Business Development
    • Location: EMEIA
    • Salary : Negotiable
    • Sector: Governmental and Cross Sector
To identify and analyse market-specific business opportunities within an industry, product segment or special service and delivering high quality pipeline opportunities to the appropriate stage in the Client’s Sales Cycle. Supplies decision proposals and ‘go to’ market plans including recommendations on implementation to Business Management and attends to later implementation. The main focus of the role is developing new name business opportunities in a complex environment.

Key Accountabilities

    • Identifies and qualifies opportunities to establish a pipeline which will meet targets and grow the client’s market share.
    • Supports the creation of the value proposition and win strategy for all qualified opportunities. Work with offer management and delivery personnel to ensure that our portfolio aligns to our customer’s current and future needs.
    • Supports the development of the sales strategy for the defined sales territory. Propagates the strategy, develops complex ’go to’ market plans with countries and best practices in the industry, a market segment, the alliance or the service. Initiate, support and controls the execution. Supports the development of the sales strategy for the defined sales territory.
    • Analyses and understands market developments and anticipates market trends. Responsible for the creation and agreement of a plan for business development activity that identifies target customers/sector and opportunities in order to support the overall sales plan for the defined sales territory. Works with Marketing and the Sales Teams to create the plan aligned to both corporate and business unit marketing strategies.
    • Identifies and influences decision makers and stakeholders (internal and external). Creates, maintains and expands a network of productive relationships with customers. Holds regular market-making conversations and develops early opportunities from suspects to prospects.
    • Identifies and creates a strategy for beating the competition. Provides a barometer of current client needs and works to evolve Client’s products and capabilities so that they continue to meet and stimulate customer demand.

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Cyber Security

    • Together with designated engagement manager, provides and presents appropriate input to the company bid review process. Defines actions to reach the budget goals.
    • Manages interdisciplinary and complex project work on a national or international level.
    • Manage actions to reach the budget goals and to ensure growth; responsible for the ongoing management of this.
    • Maintains a high level of knowledge of products, services, market intelligence and competitive insight. Optimizes complex tools and processes for the channel business.
    • Establishes internal and external business relations on a national and international level. Communicates with technology partners, internal marketing areas and internal product development.
    • Adheres to company defined governance procedures and sales management tools including the client relationship management (CRM) database to manage campaigns within and across borders.
    • Identifies, motivates and communicates with virtual teams to effectively support qualified opportunities.

KPI’s and Measurables

    • Achievement of annual business development quota.
    • Strategic business development planning aimed at increasing pipeline quality.
    • Availability and accuracy of timely and accurate sales forecasts and sales pipeline information.
    • Campaign effectiveness as measured by compliance with governance processes.
    • Fulfilment of ’go to’ market plans.
    • Established advisor for business management.
    • New business areas developed and relevant strategies transferred to sales.
    • Budget goal(s) reached.
    • National and international, internal and external network set-up and running efficiently.