Director / Senior Director Business Development - IMSS

• Title: Director / Senior Director Business Development - IMSS ​​​
• Role: Business Development (Hunting & Farming) - UK / Europe
• Location: United Kingdom - Remote
• Target: 5 – 10 Mil USD
• Reporting: Head of Sales – Cyber Security & Digital Infrastructure

Company Overview:

Our client is IT Company and they specialized in enabling digital transformation for enterprises and technology providers by delivering seamless customer experiences, business efficiency and actionable insights.

Job Details:

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We are seeking a highly accomplished and market-facing Business Development Leader to drive aggressive business growth for Infrastructure Management & Security Services (IMSS) business across the United Kingdom and Europe.

The successful candidate will be an accomplished enterprise sales leader with a proven track record of consistently generating net-new logos, building qualified sales pipelines, developing executive relationships, and closing complex Infrastructure Managed Services, Cloud Transformation, Cyber Security, Infrastructure Modernization, Digital Workplace, and Managed Services engagements.

This is a pure hunting and business development leadership role, requiring an individual who thrives in identifying white-space opportunities, opening strategic enterprise accounts, influencing CXO stakeholders, and converting opportunities into long-term strategic customers.

The ideal candidate should possess an established network within UK and European enterprise organizations and demonstrate the ability to independently originate opportunities while collaborating with delivery, practice, alliances, and marketing teams to successfully close complex transformation engagements.

Market / Client facing role

Sales Strategy & Business Development

• Meet and exceed the annual Europe revenue plan by developing and executing an aggressive market penetration and business development strategy.
• Own the complete business development lifecycle for IMSS services across the UK and Europe.
• Build, maintain and continuously expand a qualified pipeline of net-new opportunities capable of delivering the assigned revenue target of USD 5–10 Million.
• Develop and execute strategic Go-To-Market (GTM) plans aligned with IMSS offerings across Infrastructure, Cloud and Cyber Security.
• Continuously identify whitespace opportunities, emerging market trends and competitive positioning to expand presence in target industries.

Net-New Logo Acquisition

• Drive aggressive acquisition of net-new enterprise customers across the UK and Europe.
• Independently identify, qualify, engage and convert new logos within Retail, CPG, BFSI, Telecom, Manufacturing, Utilities and other strategic enterprise sectors.
• Build and execute targeted account acquisition strategies for identified Must-Have Accounts (MHAs).
• Create account penetration strategies focused on opening strategic enterprise relationships rather than relying solely on existing accounts.
• Demonstrate a proven ability to consistently win first-generation outsourcing, infrastructure transformation, cloud modernization and managed services engagements.
• Build a sustainable pipeline through direct prospecting, executive networking, referrals, partner ecosystems, analyst relationships and industry events.
• Maintain a hunter mindset with a strong emphasis on opening doors, creating opportunities and winning competitive pursuits.
• Lead strategic pursuits from opportunity qualification through contract signature.
• Shape complex IMSS opportunities by working closely with solution architects, delivery leaders and practice teams.
• Lead opportunity qualification, solution positioning, proposal strategy, commercial negotiations and contract closure.
• Own pursuit governance and ensure high-quality bid management for strategic opportunities.
• Drive competitive displacement strategies to replace incumbent IT service providers.

Alliance & Ecosystem Development

• Work closely with Hyperscalers, OEM partners, System Integrators and strategic alliance partners to co-create opportunities.
• Leverage relationships with Microsoft, AWS, Google Cloud, VMware, Cisco, ServiceNow and other strategic ecosystem partners where applicable.
• Develop partner-led demand generation initiatives to increase pipeline creation.
• Collaborate with Private Equity portfolio companies and advisory firms to identify transformation opportunities.

Responsibilities:

Business Development & Sales

• Demonstrated success consistently exceeding annual revenue targets through enterprise business development.
• Proven track record of independently generating and closing net-new enterprise logos.
• Strong history of developing qualified sales pipelines capable of supporting multi-million-dollar revenue targets.
• Experience selling complex IT Services, Infrastructure Managed Services and Digital Transformation engagements.
• Demonstrated ability to originate opportunities without dependence on inbound leads.

Hunting & New Logo Acquisition (New Section)

• Strong hunter mentality with measurable success opening enterprise accounts.
• Proven success acquiring new customers through proactive prospecting and executive networking.
• Experience selling into organizations where has no existing footprint.
• Demonstrated ability to convert cold opportunities into strategic long-term enterprise customers.
• Strong competitive selling experience replacing incumbent global system integrators.
• Consistent history of winning strategic enterprise pursuits in competitive RFP and non-RFP environments.

Candidate Profile

• The ideal candidate should demonstrate:
• 15–25+ years of enterprise IT Services sales experience.
• Significant experience selling Infrastructure Managed Services (IMSS).
• ​​Strong exposure to Cloud Transformation, Infrastructure Modernization, Cyber Security Services, Managed Services, Infrastructure Outsourcing, Digital Workplace, and Consulting Services.
• Demonstrated success generating USD 5–10M+ annual sales.
• Proven record of winning net-new logos within the UK and Europe.
• Strong network across CIO, CTO and CISO communities.
• Experience working within leading global IT Services & Consulting organizations.
• Strong executive presence with excellent consultative selling skills.
• Experience leading large, complex, multi-million-dollar strategic pursuits.
• Ability to operate independently with minimal supervision in a highly entrepreneurial sales environment.

All your information will be kept confidential according to EEO guidelines.

Originally posted on Himalayas