Job Summary
We are seeking a dynamic leader who is not only innovative but also has a proven track record of building and leading sales organizations across multiple industries. This role requires a collaborative leader with experience in forging strong relationships with C-suite executives, driving multi-million dollar deals, and achieving significant year-over-year growth.
The ideal candidate will be a results-oriented problem solver with a hunter mentality who excels in exploring and developing innovative ideas. The ideal candidate will have a passion for digital transformation and possess extensive experience across various industry verticals, technology, business services, and operations.
Reporting to the President, as Vice President Business Development you will be expected to lead all sales efforts within all industry verticals, including prospect identification, lead generation, sales calls, handling the sales cycle, proposal and contract negotiation through deal closure leveraging market standard digital platforms and in close collaboration with the Company's business unit leadership and digital marketing groups. You will be expected to meet sales goals established by Executive Leadership. You will create and own the sales plan and pipeline, review execution of sales plans, pipeline and account plans to track progress on lead identification and pursuit, qualify opportunities, mobilize the teams for proposal development and lead complex negotiations. Agility and ability to navigate dynamic entrepreneurial environments is a must for success in this role supporting the President in building out an ever-evolving and growing business.
This position can sit anywhere nationally provided there is quick access to a major airport.
Essential Functions and Responsibilities
- Develop and mentor a high-performing sales team, fostering a culture of accountability, collaboration, and continuous improvement to drive business growth and achieve sales objectives.
- Directly responsible for managing the end-to-end sales process and driving a minimum of 15-20% year-over-year growth. Develop and execute strategies to build new business, grow existing accounts, and leverage multi-discipline experience to drive success across various industries.
- Define pipeline strategies and develop a growth plan by industry, to include legal, financial services, higher ed, consumer, energy and tech.
- Generate new leads through networking and prospecting, leveraging personal pre-existing C-level relationships, digital marketing, traditional marketing and public relations activities to pursue targeted new business.
- Cultivate and maintain relationships with key stakeholders, including potential clients, partners, investors, and industry influencers, to drive business opportunities and strategic partnerships.
- Develop plans for global expansion of services delivered to clients in the US.
- Act as lead representative of Exela at industry conferences and association meetings and follow up on leads from trade shows and campaigns.
- Establish key performance indicators (KPIs) and metrics to evaluate the effectiveness of business development initiatives, tracking progress and identifying areas for improvement.
- Maintain a real-time understanding of the competitive landscape to evaluate sales potential in your assigned business unit, assess the competition, pricing levels, and market trends to assist in figuring out win-based proposals and pricing.
- In close collaboration with Exela's business units and digital marketing teams, develop and execute industry specific demand generation campaigns including the creation of collateral such as white papers, blogs, presentations, case studies, proposals etc. to drive market awareness.
- Coordinate and actively participate in contract negotiations to ensure the timely close of all deals.
- Establish regular cadence with Exela leadership on sales activities.
Required Skills for the Ideal Candidate
- 10+ years of proven experience selling business process solutions and services to Fortune 500 customers with deal value over 5M TCV.
- Demonstrated experience in building and scaling high-performing sales teams.
- Broad multidisciplinary experience, with the ability to bridge diverse service portfolios and customizing solutions.
- Maintains a strong network of relationships with C-Suite and Executive Decision Makers across various industries.
- Demonstrates a successful track record of closing multiple multi-million dollar deals in recent years.
- Exhibits curiosity, versatility, and a quick ability to learn and adapt.
- A natural collaborator who engages others, fosters participation, and makes decisive actions.
- Has an entrepreneurial spirit - not afraid to be creative, but also understands there are limitations, can bring order out of chaos.
- Experience in business development, sales, solutions adjacent roles, with a proven track record of driving revenue growth and expanding market presence.
- Proven leadership ability with experience motivating teams to achieve results in a fast-paced, dynamic environment.
- Strong interpersonal skills with the ability to tailor communication to various audiences at different levels, both verbal and written.
- Strong business acumen and strategic thinking skills, with the ability to analyze market trends, identify opportunities, and develop actionable strategies.
- Experience in managing complex negotiations and the development of terms and conditions with new clients.
- Consistently demonstrates the highest level of integrity and ethics.
- Ability to travel (50 %+).
Education
- Bachelor's degree required; MBA preferred or an equivalent combination of education and relevant experience.
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