BDD at Unisys Corporation in Remote
What success looks like in this role:
The Director of Business Development leads and directs pursuit teams to drive large-scale global and/or strategic opportunities with potential clients and current customers that solve specific business issues. They oversee business development initiatives and guide them from the opportunity lead phase through the contract phase. Specific responsibilities include developing pursuit strategies and win themes to address client's business outcomes, honing proposal and pitch materials, and maintaining communications with prospective clients. An ability to multi-task and prioritize is critical to the success of this role, as is the ability to establish relationships with senior level clients. Key Responsibilities o Lead and drive (the quarterback') large Managed Services large deals/strategic pursuits in excess of $50M (USD) through lifecycle utilizing standard pursuit process end to end (qualification, pursuit, solution development and due diligence from proposal creation through presentation and closure) to create winning proposals. o Develop pursuit strategy and win theme in collaboration with the deal team for the opportunity that focuses on business outcomes for the customer addressing their specific business needs and technology issues. o Staffs and leads a highly diverse team in the development and creation of the technical, financial and commercial framework for business pursuits to capture opportunities resulting in a clear, concise proposal that addresses client's key challenges and demonstrates our understanding of their issues with a clear focus on Unisys as the business partner to solve them. o Directs the engagement team resources from proposal generation, through solution development and contract closing ensuring roles and assignments are clearly understood and objectives are met to meet the defined timeline. o Oversees and develops work statements, scope/priority definitions and the creation and monitoring of Pre-Sales budgets as needed for the pursuit. o Tracks and reconciles any changes in solution/scope and pricing throughout the Contracting phase. o Acts as point of contact to client and/or third party advisor management. Provides consultative sales support by integrating and identifying compelling value propositions, Total Cost of Ownership (TCO) and service/technology benefits to the client. Constructs the value proposition, business case, negotiation, pricing, and terms/conditions for business pursuits and is the primary interface to the client. o Works closely with Sales to identify and develop opportunities based on a predefined consultative sales methodology/approach and tools. Utilizes Unisys processes and methodology to facilitate proposal efforts and supports sales calls ensuring products/services meet client needs and specifications and presents the overall solution to the deal review board. Translates customer requirements into Unisys solutions and facilitates discussions regarding pursuit-related decisions and direction at the executive level. o Maintains grade and quality of proposal deliverables within defined and agreed upon proposal requirements. Identifies and resolves matters of significance affecting the productivity of several large and complex pursuit programs and implements risk mitigation solutions as appropriate. o Ensure a successful handoff from sales to delivery coordinating with Transition Management during the transition phase for all transition-related actions beginning with the staffing of the transition team and ending with the handover to operations. o Gathers, analyzes and documents feedback from the client on pursuit results to identify improvements for future programs. Identifies and determines implications of pursuit parameters and redefines, redesigns or revises as appropriate. You will be successful in this role if you have:
Key Qualifications o Requires undergraduate degree in business, finance, or marketing with 10
years of client-facing/sales experience with Technology and/or large managed services deals o Demonstrates leadership and experience in leading highly diversified teams in matrix environment o Winning attitude and drive o Ability to comprehensively understand client business goals and strategic imperatives and translate into winning solutions o Capability and experience to direct the pursuit team in developing deliverables, to include appropriate messaging for proposals and other client required materials reflecting the client's needs. o Ability to actively manage relationships at all levels with prospective clients from the initial conversation through the close. o Excellent written, verbal and presentation skills. o Management and leadership experience.
Salary Range:
$250K -- $500K+
Minimum Qualification
Sales Management & Operations, Business DevelopmentEstimated Salary: $20 to $28 per hour based on qualifications.
The Director of Business Development leads and directs pursuit teams to drive large-scale global and/or strategic opportunities with potential clients and current customers that solve specific business issues. They oversee business development initiatives and guide them from the opportunity lead phase through the contract phase. Specific responsibilities include developing pursuit strategies and win themes to address client's business outcomes, honing proposal and pitch materials, and maintaining communications with prospective clients. An ability to multi-task and prioritize is critical to the success of this role, as is the ability to establish relationships with senior level clients. Key Responsibilities o Lead and drive (the quarterback') large Managed Services large deals/strategic pursuits in excess of $50M (USD) through lifecycle utilizing standard pursuit process end to end (qualification, pursuit, solution development and due diligence from proposal creation through presentation and closure) to create winning proposals. o Develop pursuit strategy and win theme in collaboration with the deal team for the opportunity that focuses on business outcomes for the customer addressing their specific business needs and technology issues. o Staffs and leads a highly diverse team in the development and creation of the technical, financial and commercial framework for business pursuits to capture opportunities resulting in a clear, concise proposal that addresses client's key challenges and demonstrates our understanding of their issues with a clear focus on Unisys as the business partner to solve them. o Directs the engagement team resources from proposal generation, through solution development and contract closing ensuring roles and assignments are clearly understood and objectives are met to meet the defined timeline. o Oversees and develops work statements, scope/priority definitions and the creation and monitoring of Pre-Sales budgets as needed for the pursuit. o Tracks and reconciles any changes in solution/scope and pricing throughout the Contracting phase. o Acts as point of contact to client and/or third party advisor management. Provides consultative sales support by integrating and identifying compelling value propositions, Total Cost of Ownership (TCO) and service/technology benefits to the client. Constructs the value proposition, business case, negotiation, pricing, and terms/conditions for business pursuits and is the primary interface to the client. o Works closely with Sales to identify and develop opportunities based on a predefined consultative sales methodology/approach and tools. Utilizes Unisys processes and methodology to facilitate proposal efforts and supports sales calls ensuring products/services meet client needs and specifications and presents the overall solution to the deal review board. Translates customer requirements into Unisys solutions and facilitates discussions regarding pursuit-related decisions and direction at the executive level. o Maintains grade and quality of proposal deliverables within defined and agreed upon proposal requirements. Identifies and resolves matters of significance affecting the productivity of several large and complex pursuit programs and implements risk mitigation solutions as appropriate. o Ensure a successful handoff from sales to delivery coordinating with Transition Management during the transition phase for all transition-related actions beginning with the staffing of the transition team and ending with the handover to operations. o Gathers, analyzes and documents feedback from the client on pursuit results to identify improvements for future programs. Identifies and determines implications of pursuit parameters and redefines, redesigns or revises as appropriate. You will be successful in this role if you have:
Key Qualifications o Requires undergraduate degree in business, finance, or marketing with 10
years of client-facing/sales experience with Technology and/or large managed services deals o Demonstrates leadership and experience in leading highly diversified teams in matrix environment o Winning attitude and drive o Ability to comprehensively understand client business goals and strategic imperatives and translate into winning solutions o Capability and experience to direct the pursuit team in developing deliverables, to include appropriate messaging for proposals and other client required materials reflecting the client's needs. o Ability to actively manage relationships at all levels with prospective clients from the initial conversation through the close. o Excellent written, verbal and presentation skills. o Management and leadership experience.
Salary Range:
$250K -- $500K+
Minimum Qualification
Sales Management & Operations, Business DevelopmentEstimated Salary: $20 to $28 per hour based on qualifications.
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