Business Development Manager
Black Box Careers Open At a glance
Manager-level Business Development role at Black Box Careers. Reading · full-time · no salary stated · we estimate £39,625–£65,000 across the United Kingdom.
Black Box Careers has not published a salary for this role. The figure below is our estimate, not theirs.
growthroles summary, based on the employer's posting.
What you'll do
- Find and onboard new logos, using research and marketing-sourced opportunities to build the pipeline
- Shape pursuit plans, proposals, pricing and value propositions with sales, delivery, bid and architecture stakeholders
- Lead buyer relationships, negotiations, contract development and win or loss reviews through closure
- Plan account transitions, coordinate delivery commitments and track financial performance with delivery teams
- Find margin improvements and work with delivery managers and project managers to put them into practice
What you bring
- At least twelve years of experience, including five years in IT-sector sales
- A record of winning sales and handling large IT-service outsourcing engagements
- Project management experience and strong connections within customer organizations
- A self-directed, persuasive, analytical and resilient approach to customer pursuits
Who this fits
You’ll suit a senior business development professional who can sell large IT-service outsourcing engagements and coordinate complex internal inputs. The role involves travel, customer-facing negotiation and collaboration with vertical, sales and delivery leaders. You’ll also oversee handover and account economics while remaining accountable for pursuit outcomes.
From the employer
Job Specifications & Requirements
Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector
Well networked with customer organizations
Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)
Proven track record of sales successes. Project Management experience
Willingness to travel. Open, communicative and team-oriented
Self-reliant and compelling, Analytic and conceptual frame of mind
Goal oriented, resilient
Key Responsibilities
Lead generation and onboarding new logos
Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement
Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge
Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)
Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects
Generate leads through secondary research and pursue leads identified by marketing teams and leaders
Drive leads to closure
Own actual negotiation; also coordinate inputs / participation from different stakeholders
Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review
Collate & communicate learnings from pitches, proposals, customer feedback to Sales team
Oversee account handover to Vertical AM
Identify customer needs and facilitate account setup to commence delivery operations along
with the Client Delivery Lead/Delivery Manager
Create robust transition plan for account handover to Vertical AM
Coordinate and act as conduit for overall delivery and operational excellence for the account including
financial planning & tracking
Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for
implementation, delivery and contractual obligations
Own cost metrics for an account - with inputs from Client Delivery Managers of individual
projects
Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute
and implement these initiatives
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