RSD Business Development Tech

The Sales Director of Staples Technology Solutions Business (STS) Development leads a team of STS Business Development Managers solely focused on prospecting and closing large, strategic and complex accounts in the Enterprise and Commercial Markets. This role will report to the AVP, STS Sales and is responsible for driving accelerated growth and delivering annual STS new business budget through effective leadership, talent management and the execution of strategic sales initiatives

Duties & Responsibilities

· In coordination with the AVP, Sales STS & Executive Leadership, the STS Sales Director will create and execute our STS acquisition strategy to win large, high value Commercial & Enterprise prospects in the Technology industry

· Lead Business Development Managers efforts focused on the pursuit of large/complex

opportunities ($500K + prospective customers with more than 2,000 employees – highly complex

sale requiring the highest caliber strategic sales professional)

· Extensive experience in selling deal sizes over $1M annually with contracts for 3+ years

· Ability to negotiate with C-Level Executives of Fortune 1000 prospective clients

· Adept at navigating complex sales/business development cycles that factor in numerous

influencers and decision-makers.

· Ability to design and negotiate intricate contracts that avoid potential risks for company but are

value based for customer.

· Eye toward reducing costs and increasing profits, while ensuring any legal requirements.

· Proven experience managing large, complex prospects in a fast-paced environment and ability to

adapt quickly to changing client needs and market constraints.

· Collaborate with finance, sales leaders and functional partners on strategy for large & complex

financial deals.

· Lead highly complex deals that are of large scope that require high financial acumen, negotiation

tactics, while understanding the intricacies of the bid process which often includes understanding

of the RFP and how to respond as well as working to build a pricing/financial model that is both in

the customer and the company’s best interests

· Develop and ensure the execution of tactical and operational sales plan segments for all products,

services and solutions relevant to national technology business development scope

· Partner effectively with sales and non-sales organizations to increase win rates, sales velocity,

and profitability

· Stay up-to-date on all Technology industry trends, solutions and best practices

· Evangelize STS Business Development leadership culture based in open communication,

collaboration, goal achievement, and accountability

· Monitor emerging marketplace trends and available data to drive decision making and ensure

evolution of sales strategy and execution.

· Develop creative/effective business proposals/approaches that position Staples as a value-added

provider with differentiated products, solutions, and services.

· Ability to achieve set targets and growth plans

· Ability to advocate internally for customer’s best interest while at the same time balance financiallong-term benefits/risks and interests

· Manage client needs to meet internal constraints using sound judgment around capacity,

capabilities, and resource constraints

· Effectively execute and improve sales driving programs including sales compensation,

performance management, sales forecasting and professional development

· Build collaboration with internal cross-functional teams.

· Develop senior relationships with key targets and top accounts across diverse personas,

influencers, and strategic partners.

· Lead complex sales negotiations utilizing acute skills in information exploration and persuasion to

emphasize our value proposition, maximize margin, overcome objections, and close business

· Maintain a high degree of transparency in pipeline management, pricing negotiations and contract

governance.

Basic Qualifications

· Minimum 10+ years successful sales experience

· Minimum 5 years of sales leadership experience in a business-to-business focus environment or

consultative sales experience, combined with five or more years’ experience in sales

management

· Demonstrated experience in securing large-scale, complex deals

· Proven track record to negotiate at C-Suite level for Fortune 1000 companies.

· Experience in collaborating with deal teams such as Client Services, Legal, Order Management,

Finance, etc.

· Proven ability to identify enterprise-wide opportunities and structure innovative, integrated

solutions that provide decision support to a global organization in achieving their business