The Business Development Director is responsible for driving revenue growth and market expansion across assigned clusters by strengthening strategic partnerships, penetrating new markets, and securing high-value sales opportunities.
Key Responsibilities
Key Account & Strategic Partnership Leadership
- Evaluate, grow, and optimize strategic accounts through structured account management and growth strategies
- Build and maintain strong relationships with senior and C-level decision-makers
- Provide actionable market, industry, and competitive insights to executive leadership to support strategic planning
Business Development & Market Expansion
- Identify, assess, and pursue profitable business opportunities across multiple industries and territories
- Lead territory planning and guide Business Development Managers in developing account strategies, industry analyses, and go-to-market plans
- Research emerging market trends and collaborate with strategy and marketing teams to expand market presence
- Design and execute market entry strategies for new territories and industry segments
Sales Strategy, Negotiation & Deal Closure
- Position proposals as value-driven, outcome-focused solutions with clear ROI for clients
- Oversee sales pipelines, resolve internal and external dependencies, and drive timely deal closure
- Develop and execute negotiation strategies aligned with commercial and profitability objectives
- Establish and leverage strategic partnerships to influence decision-makers and accelerate sales cycles
Contracts, Compliance & Risk Management
- Ensure adherence to internal governance standards and external contractual obligations
- Proactively manage underperformance, compliance gaps, and commercial risks through corrective actions
- Lead contract negotiations, variations, and approval processes
- Identify and implement process improvements to enhance sales effectiveness and operational efficiency
Leadership & Cross-Functional Collaboration
- Lead, coach, and develop high-performing business development and sales teams
- Align sales, delivery, marketing, and support teams to meet client commitments and protect organizational interests
- Provide continuous feedback to leadership on customer needs, market shifts, and innovation opportunities
Required Skills & Qualifications
Education & Experience
- Bachelor's degree in Business Management or a related field; Master's degree preferred
- 7+ years of proven experience selling IT products and services in enterprise or corporate environments
- Demonstrated success in new business acquisition, key account growth, and revenue expansion
- Experience working closely with executive leadership and senior stakeholders
- Strong track record in people leadership and team development
Commercial & Industry Expertise
- Strong understanding of industry trends, market dynamics, and competitive landscapes
- Proven experience in complex deal negotiation, contract management, and issue resolution
- Solid business acumen with the ability to manage P&L, budgets, ROI, and commercial risk
Leadership & Professional Competencies
- Exceptional negotiation, influencing, and closing capabilities
- Excellent communication, presentation, and stakeholder management skills
- Strategic thinker with strong analytical and decision-making abilities
- High level of ownership, initiative, and autonomy
- Ability to thrive in a fast-paced, performance-driven environment
