Business Development Dir Tech

The Director of Business Development – Technology is responsible for driving new business growth exclusively within the technology vertical, targeting Enterprise and Fortune 500 clients. This role focuses on identifying, engaging, and securing long-term technology contracts with key decision-makers, including Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs).

What you’ll be doing:

• Win $5M+ annually in coordination with the Executive Leadership by creating an enterprise sales & revenue strategy to win high revenue prospects
• Negotiate with C-Level for Fortune 500 prospects
• Navigate complex sales/business development cycles that factor in numerous influencers and decision makers
• Design and negotiate intricate contracts
• Collaborate with LOB experts on deal strategy to close/win programmatic deals
• High financial acumen to navigate and negotiate complex deals
• Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners
• Maintain a high degree of transparency in pipeline management, pricing negotiations and contract governance though CRM
• Teaming with category experts to add value and expertise to best position Staples to win
• Collaborates with Revenue Management Team and Sales Engineer to make discretionary pricing decisions based on knowledge of competitor spend, account servicing needs, and assessment of future spend commitments
• Partner with category leaders and technology subject matter experts to differentiate Staples' value proposition and solution design
• Work closely with Revenue Management and Sales Engineering teams to formulate competitive pricing strategies based on IT budgets, existing vendor contracts, and future roadmap alignment
• Ensure seamless onboarding and implementation by aligning pre-sales efforts with post-sales delivery, working collaboratively with implementation, support, and customer success teams
• Apply advanced sales methodologies to create consultative, value-based engagements that align with customer priorities such as digital transformation, sustainability, diversity & inclusion, and workforce modernization
• Stay informed on competitive landscape, market trends, and customer IT strategies to proactively position Staples as a trusted advisor

What you bring to the table:

• Strong drive and a desire to win
• Strong aversion to complacency
• Proven ability to view rejection as a learning opportunity and double down on next best actions
• Experience and proven track record of managing programs or business development in Technology space
• Strong ability to develop and deliver presentations virtually and face to face
• Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
• Ability to set targets, design customer growth plans and work with product category sales team members
• Strong business, financial, operations and technology acumen
• Ability to analyze business and industry trends to create tailored solutions for prospects based upon Staples Technology Solutions (STS) value proposition
• Ability to function independently with minimal daily supervision

What’s needed- Basic Qualifications:

• Bachelor’s Degree or equivalent work experience
• 8-10 years related experience managing large complex customers
• Experience work with senior leaders
• Technology background in end to end solutions from computing to data centers
• Experience with negotiating
• Prior experience with business analytics with the ability to make financial and fact-based decisions
• Proficiency in PowerPoint, Excel, and Outlook

Staples is an Equal Opportunity Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.