Head of Business Development

Key responsibilities for the Head of Business Development North America:

• The Head of Business Development manages the BDE community, defines strategy to capture new logos and leads development campaigns to build a deal pipeline of new logos

• Allocates business development resources to ensure and effective implementation of the GTM strategy, identifying priority customers to ensure short- and long-term growth

• Define business development plan and sales strategy, leveraging support from marketing, regional leadership, partners, and alliances

• Support BDEs in the preparation of development campaigns; initial value proposition and client approach strategy

• Ensure early and effective qualification of opportunities to ensure efficient use of resources.

• Support BDEs in pre-sales campaign activation including contacts with high-level client stakeholders

• Coach the BDE community in prospecting new clients & act as a last point of escalation

• Understand competitive environment and develop strategies to outperform the competition

• Establish comprehensive view of industry, competitors, and other relevant industries for the benefit of the deal and wider GST positioning.

• Reskill, recruit, and managed BDE community to reach its full order entry potential

• Utilization of GST best-practice (e.g., Price 2 Win, Bluesheet, Deal Health Check, Deal Clinics) to develop winning deal positioning and shape.

• Ability to inform, motivate and inspire others to succeed.

• Leads by example • Establishes a winning spirit in deal team

• Effectively manages internal stakeholders across both Industry/GBU/Group Exec.

• Contribution to ongoing development of best-practice and innovative sales excellence.

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