Dextpro
Overview
Regional Head of Business Development for Aerospace and Defense Vertical
This is a key sales leadership role, responsible for executing regional sales and business development strategies for the targeted defense and aerospace companies. The player/coach role will lead a team and drive consultative sales for full services spectrum including portfolio of IT managed services, ERP Transformation, Business Consulting, Digital Services, BPO, ADM, IS and Engineering Services for the targeted firms.
The role is supported by a large deal team, pre-sales, domain & solutioning teams.
Responsibilities
Responsible to achieve annual sales targets for the team and perform sales management goals designed to build an optimal opportunity pipeline
Drive proactive deal creation process by aligning to the CEO’s agenda in the targeted companies
Develop strong, long-term relationships with client senior management
Manage end-to-end sales process for all the opportunities including initial client communication, problem discovery, solution hypothesis development, on-site presentations, RFI responses, multi-day client workshops, RFP submissions, negotiations, and the deal signings.
Work in close collaboration with large deal team, presales team & delivery teams to ensure that proposed solution and services fully meet customers’ business and technology needs
Support market research and competitive positioning analysis in partnership with regional presales, marketing, and product development staff
Manage day to day progress of the sales team, comprising of individual contributors
Qualifications
Strong sales leader with a proven track record of success in selling large deals in Aerospace and Defense Sector
Demonstration of consistent over-achievement of client acquisition and sales revenue targets
About 20 years of experience in selling IT services, preferably working in a leading IT services & products firm
Good understanding of the domain of Aerospace & Defense industry manufacturing technologies
Demonstrated ability to create proactive discussion led deals with the CXOs
Experience with supplier selection processes including RFI and RFP issuance and response management
Experience of working on opportunities run by Third Party Advisory Firms such as ISG, Avasant, and Management consulting firms like BCG, McKinsey, KPMG, etc.
Understanding of customer’s buying process
Demonstrated ability to manage complex negotiations with senior-level business and technology executives
Seniority level
Director
Employment type
Full-time
Job function
Business Development, Sales, and Consulting
Industries
Outsourcing and Offshoring Consulting, IT Services and IT Consulting, and Business Consulting and Services
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This is a key sales leadership role, responsible for executing regional sales and business development strategies for the targeted defense and aerospace companies. The player/coach role will lead a team and drive consultative sales for full services spectrum including portfolio of IT managed services, ERP Transformation, Business Consulting, Digital Services, BPO, ADM, IS and Engineering Services for the targeted firms.
The role is supported by a large deal team, pre-sales, domain & solutioning teams.
Responsibilities
Responsible to achieve annual sales targets for the team and perform sales management goals designed to build an optimal opportunity pipeline
Drive proactive deal creation process by aligning to the CEO’s agenda in the targeted companies
Develop strong, long-term relationships with client senior management
Manage end-to-end sales process for all the opportunities including initial client communication, problem discovery, solution hypothesis development, on-site presentations, RFI responses, multi-day client workshops, RFP submissions, negotiations, and the deal signings.
Work in close collaboration with large deal team, presales team & delivery teams to ensure that proposed solution and services fully meet customers’ business and technology needs
Support market research and competitive positioning analysis in partnership with regional presales, marketing, and product development staff
Manage day to day progress of the sales team, comprising of individual contributors
Qualifications
Strong sales leader with a proven track record of success in selling large deals in Aerospace and Defense Sector
Demonstration of consistent over-achievement of client acquisition and sales revenue targets
About 20 years of experience in selling IT services, preferably working in a leading IT services & products firm
Good understanding of the domain of Aerospace & Defense industry manufacturing technologies
Demonstrated ability to create proactive discussion led deals with the CXOs
Experience with supplier selection processes including RFI and RFP issuance and response management
Experience of working on opportunities run by Third Party Advisory Firms such as ISG, Avasant, and Management consulting firms like BCG, McKinsey, KPMG, etc.
Understanding of customer’s buying process
Demonstrated ability to manage complex negotiations with senior-level business and technology executives
Seniority level
Director
Employment type
Full-time
Job function
Business Development, Sales, and Consulting
Industries
Outsourcing and Offshoring Consulting, IT Services and IT Consulting, and Business Consulting and Services
#J-18808-Ljbffr