Director – Business Development

Overview

Director of Business Development - Telecommunications

MarketSource is a sales acceleration company focused on delivering better outcomes for many of the world’s most iconic brands. We design, operationalize, and execute managed sales and customer experience solutions for companies in B2B and B2C environments.

Our solutions are purpose-built and tech-enabled to deliver measurable improvements in business outcomes. We live by a set of people-focused values that guide our relationships with each other and with our clients. By putting people first, working together to make others successful, and establishing a rich and empowered work culture, we create opportunities for our people and the businesses we serve to be successful.

Summary

The Business Development Director’s primary focus is selling new managed sales engagements to existing enterprise clients.

The Business Development Director will possess the essential skills and experience to effectively prospect for new business, manage existing customer relationships while identifying new opportunities, and create value through competitive differentiation and consultative dialogue.

Responsibilities

Essential Functions

• Existing Account Revenue Growth & Retention: Directly responsible for meeting and exceeding sales targets for existing client accounts, ensuring renewals, expansion, and upselling opportunities
• Customer Relationship Management: Serves as the primary liaison between existing enterprise clients and the internal sales account teams, working with internal stakeholders to align sales efforts with customer expectations and marketing teams to refine lead generation strategies
• Contract Negotiation & Deal Structuring: Collaborates with account team, client services and finance for the creation of agreements and ensures alignment with corporate financial goals
• Market Expansion: Identifies opportunities to expand existing (or enter new) industries or verticals where managed sales solutions can be applied
• Competitive Analysis: Provide intelligence on competitors competitive offerings in the market
• Cross-Functional Collaboration – Works closely with client services, finance and sales operations, marketing, to ensure capabilities align with market demand
• Brand Positioning & Thought Leadership: Engages in industry events, webinars, and conferences to build credibility and attract potential clients
• Strategic Partnership Development: Identifies and builds relationships with technology, advisory, consulting and enterprise service providers that identify managed sales opportunities
• Maintain an understanding of MarketSource managed sales solutions and value proposition
• Understand prospects' and customers' core initiatives and business needs while aligning MarketSource's value proposition and managed sales solutions offerings
• Develop and execute an individual sales strategy and tactical plans, including opportunity, pipeline, and revenue growth, that are aligned with the overall business unit's strategy and growth expectations
• Represent oneself as a MarketSource sales subject matter expert responsible for new business revenue, profitability, and expense management
• Partner with internal stakeholders to ensure opportunity development in adherence to MarketSource sales process
• Maintain a robust sales pipeline and achieve target pipeline conversation ratios and other opportunity management metrics
• Provide leadership, support, and updates to internal stakeholders that support MarketSource sales initiatives
• Utilize MarketSource's customer relationship management process to effectively and accurately manage sales territory, activity, and forecast
• Manage the documentation of best practices, case studies, and methodologies related to wins in the assigned market segment
• Manage client commitments and expectations, internally and externally

Qualifications

Key Performance Indicators

• New Business Sales Revenue (Growth): Achievement of sales targets set by business unit
• Profitability Metrics: Lifetime Value (LTV) and program performance
• Quota Attainment: Percentage of sales meeting or exceeding targets
• New Enterprise Program Acquisition: Number of new programs acquired
• Pipeline & Forecasting: Accuracy in reporting on the sales pipeline for multiple enterprise clients including:
  • Conversion Rates: Effectiveness of sales efforts in closing enterprise deals
  • Sales Cycle Efficiency: Speed at which deals move through the pipeline
• Customer Retention and Expansion: Success in renewing and growing client accounts

Required Knowledge, Skills, and Abilities

• A "customer-first" mindset with a high "EQ" and "Executive Presence"
• Strong sales ability, problem-solving skills, and responsiveness 
• Digital (virtual) sales and in-person presentation capabilities
• Energetic and positive communication, that engages, motivates and influences outcomes
• Operate in a high energy, quota-driven, and ever-evolving sales environment  
• Multi-task, prioritize, and manage time effectively 
• Adherence to activity reporting requirements 
• Proficient in MS Office, digital sales and CRM applications 
• Advanced understanding of indirect, direct, and multi-channel selling motions
• To identify, solicit, develop and close MarketSource managed services or BPO engagements
• Effectively develop and navigate executive business relationships
• Proficient in the use of MS Office and SFDC applications
• Advanced understanding of direct and indirect channel sales motions and strategy, specifically as it relates to Tech, Finance, Telco, Healthcare, and Manufacturing companies for assigned vertical accounts
• Executive Presence; effectively communicating with BOD, CSO, CRO, VP of Sales
• In-depth understanding of multi-channel sales strategy, specifically for enterprise companies, partner ecosystem and multi-tiered channel distribution
• Development and navigation of executive business relationships

Job Requirements

• Bachelor’s degree in business administration, Marketing, related field, or equivalent experience, MBA a plus
• Ten (10) years experience with Five (5+) years’ experience selling strategic, high-value, enterprise-class services
• Experience managing and closing large ($1M+) services engagements with enterprise companies
• Business Process Outsourcing (BPO) experience, a plus

Travel required; frequency will increase based on assignme

Additional Information

MarketSource is an Equal Opportunity Employer and will consider all applications without regards to race, sex, age, color, religion, national origin, veteran status, disability, sexual orientation, gender identity, genetic information or any characteristic protected by law. If you would like to request reasonable accommodation, such as the modification or adjustment of the job application process or interviewing process due to a disability, please call 877-883-4575 or email [email protected].

Eligibility requirements apply to some benefits and may depend on your job classification and length of employment. Benefits are subject to change and may be subject to specific elections, plan, or program terms.  This role may be eligible for the following:

• Medical, dental & vision
• 401(k)/Roth
• Insurance (Basic/Supplemental Life & AD&D)
• Short and long-term disability
• Health & Dependent Care Spending Accounts (HSA & DCFSA)
• Transportation benefits
• Employee Assistance Program
• Time Off/Leave (PTO, Vacation or Sick Leave)

San Fran Candidates only: Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Los Angeles Candidates only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance.

Unincorporated Los Angeles County Candidates Only:Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Where applicable, in accordance with the Los Angeles County Fair Chance Ordinance for Employers, Candidates must satisfy all pre-employment screening criteria and may be disqualified due to criminal history because the requirements of this position, as outlined above, may include: access to valuable company assets; exercise of good judgment and performance of duties safely under work conditions that may be stressful including under supervision of client; access to sensitive personal or financial information; and/or access to objects that may be used to inflict injury or harm to others.