Director of Business Expansion

1 month ago


Toronto, Ontario, Canada LotusFlare Full time
Job Title: Director of Business Development

LotusFlare, a leading innovation-driven technology company based in Santa Clara, California, is seeking a seasoned Director of Business Development to drive the expansion of its business in the Americas. As a key member of the sales and business development team, you will contribute to the company's growth by identifying and pursuing new business opportunities and developing strategic relationships with key clients.

Responsibilities:
  • Identify, qualify, and advance high-potential business opportunities within assigned accounts or territories.
  • Develop and maintain strong relationships with executives in the telecom, cloud, and system integrator domains in the Americas to build brand awareness and access to new opportunities.
  • Proactively identify ways to bring more value to clients through LotusFlare's software, services, and other assets.
  • Develop a deep understanding of clients' short-term and long-term strategic requirements, goals, and challenges, and identify relevant LotusFlare solutions.
  • Develop and recommend strategic and tactical sales plans for assigned accounts.
  • Collaborate with sales leadership and other stakeholders to develop successful sales strategies for each opportunity.
  • Work cross-functionally with LotusFlare's product, sales engineering, and commercial teams to drive pursuits across client engagement, solution development, deal response, contracting, and closure.
Requirements:
  • 8+ years of experience in enterprise sales, business development, or account management.
  • 3+ years of experience working for an enterprise software company that sells into Communications Services Providers (CSPs).
  • Knowledge of the telecommunications industry, particularly BSS, OSS, or Cloud technologies, and consultative selling skills with an understanding of market insights.
  • Demonstrated experience in identifying and winning multimillion-dollar system integration/technology solution deals and consistently meeting or beating sales quotas.
  • Ability to build relationships at multiple levels within the client organization.
  • Successful examples of full-lifecycle sales experience with complex technical solutions.
  • Demonstrated ability to negotiate win-win agreements with clients.
  • Creative problem-solving skills to identify innovative solutions and sales strategies to achieve differentiation for LotusFlare.
  • Strong bias for action and ability to aggressively pursue opportunities and navigate external and internal obstacles.
  • Ability to analyze data and translate it into professional sales presentations.
  • Strong negotiation skills for creating contractual agreements.
  • Capable of working in a matrixed corporate environment.
  • Executive presence with excellent verbal and written communication skills.
  • Exposure to project management and client delivery.
  • Comfortable with demos, RFPs, contracts, SOWs, POs, invoices, and the 'nuts and bolts' of commercial sales for enterprise software projects.
  • Some travel expected (about 15%).
  • Established network of contacts in the CSP space and industry partners.
  • Flexible to work across global time zones as needed.


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