Vice President Business Development

What success looks like in this role:

Job Description Summary

The Business Development and Solution Design leader is a critical, senior resource who serves as an evangelist, change agent, and transformation visionary for Unisys Digital Workplace Services (DWS) solution offerings.  They will revolutionize Unisys’s approach to modern DWS solutions with new and existing clients in partnership with other BU functions through solution strategy and development, transformation initiatives, client workshops and presentations, and proposal response development.

This resource will lead a global team of key pre-sales solution architects who work in close collaboration with the commercial sales teams for both existing and new logo prospects, as well as the alliance/channel teams to influence deal qualification, strategy and all phases of DWS pursuits.  The role requires close working relationships with other key internal stakeholders including, delivery, marketing, legal and finance.  Additional responsibility includes shaping DWS future direction, innovations and strategy in support of our never-ending drive to improve and enhance our offerings.

External contacts will include senior client stakeholders, third party advisor contacts and other market research advisors to promote the vision and direction of the DWS business unit.  The leader will also collaborate with the DWS solution owners to keep abreast of BU developments, roadmaps etc., and brings learnings and new ideas from the field back into the product development teams for further evolution or adoption.

Key Responsibilities

Reporting to the Digital Workplace Services business unit leader, defines the value proposition and Go to Market strategy for DWS offerings. In this capacity, the successful candidate will provide resources and strategy to drive and support growth within the organization.

The leader will develop the business unit value proposition and prospect strategy in coordination with the Commercial business unit and the marketing team, provide business unit-specific subject matter expertise to effectively solution opportunities, and establish pricing guidelines and thresholds.  Leadership and collaboration will be key in the development of the DWS strategic plan while acting as the focal point for market feedback and providing input to the Solution Management team.  The leader will participate in the development of press releases, offering collateral, templates, methodologies, and training programs essential to achieving expected growth.

• Lead and manage a global team of pre-sales architects charged with developing innovative, compelling and competitive DWS solutions
• Manage the holistic pipeline intake, engagement and reporting for the BU and its segments
• Lead and oversee the BU qualification activities and supporting processes. 
• Serve as primary point of contact for BU/sales interactions related to opportunities
• Lead BU deal shaping efforts and participate in Win shaping labs to set deal tone and strategy
• Participate in Deal Reviews and provide deal approvals as applicable 
• Assist with commercial term negotiation activities pertaining to BU services
• Assist with the development of press releases, offering collateral, and training programs
• Provide thought leadership on the future of DWS and their overall impact to users
• Present a professionally disruptive perspective to challenge status quo and current mode of operations
• Ensure that solutions include forward-thinking DWS portfolio offerings that achieve targeted client outcomes
• Successfully build excitement and awareness of Unisys’ unique capabilities and differentiation in the market
• Support entire deal lifecycle (pre-sales through contract negotiation) and provide DWS thought leadership and entrepreneurial spirit
• Ensure that solutions articulate business value in written and oral settings
• Clearly distill complex technical capabilities into broader business value
• Host energizing technical and end user experience demonstrations to all organization levels
• Oversee alignment of client presentations to C-Suite audiences that are customized to meet client expectations and goals under tight timelines
• Lead the development of strategic and visionary collateral: POV, white papers, executive briefs, videos, etc.
• Liaise with analyst and advisory community to increase relevancy and Unisys vision in marketplace
• Articulate client needs to various DWS stakeholders to elevate overall offerings
• Proactively self-educate on important industry trends and technology
• Assist with RFI/RFP response editing to ensure a high quality and compelling result
• Host education sessions for architects and sales teams
• Contribute to and conduct reviews of statements of work for client proposals
• Partnering with the Alliance/Channel teams for sell-to, sell-through and sell-with opportunities

You will be successful in this role if you have:

Key Qualifications

• University graduate and 10+ years of executive or senior level management to include 5+ years leading global teams.  
• Master’s degree preferred. 
• Specific focus in the Digital Workplace Services and associated technologies is preferred.
• Demonstrated ability to build trusted client relationships
• Exceptional business acumen with experience running a P&L and delivering business results
• Successful track record of building and leading high-performance teams.
• Exceptional presentation and communication skills to clients at all levels
• Consultative selling knowledge/experience
• Curious, hands-on and pragmatic leadership
• Ability to understand specific client business operations, strategies, objectives, and needs and the translation compelling solutions
• Solid experience in working with large IT Infrastructure service delivery

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This role may require access to export-controlled commodities and technology.  Therefore, to conform to U.S. export control regulations, applicant should be eligible for any required authorizations from the U.S. Government.

Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.

This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers. If you are a US job seeker unable to review the job opportunities herein, or cannot otherwise complete your expression of interest, without additional assistance and would like to discuss a request for reasonable accommodation, please contact our Global Recruiting organization at [email protected] or alternatively Toll Free: 888-560-1782 (Prompt 4).  US job seekers can find more information about Unisys’  EEO commitment here.