Business Development Manager

Black Box; Reading; On-site; GBP 90,000 - 150,000; Full time

Job summary

Black Box in Reading seeks an experienced sales leader to drive revenue in IT services. You will own pursuit strategies, engage with vertical leaders and delivery teams, and close large outsourcing engagements.

The role requires 12+ years in sales, including 5+ years in IT-sector sales, strong networking with customers, and willingness to travel. You’ll coordinate across bids, proposals, and client delivery to win and expand strategic accounts.

Qualifications

• Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector.
• Well networked with customer organizations.
• Experience handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase).
• Proven track record of sales successes. Project Management experience.
• Willingness to travel. Open, communicative and team-oriented.
• Self-reliant and compelling, Analytic and conceptual frame of mind.
• Goal oriented, resilient

Responsibilities

• Lead generation and onboarding new logos.
• Collaborate with Vertical Leaders and Client Delivery Leads to identify services and value proposition.
• Forge relationships with buying offices of potential clients.
• Learn and present Black Box offerings and use cases to customers.
• Define pursuit strategy; develop client proposals and pricing with bid manager and Solution Architects.
• Generate leads through research and marketing inputs; drive leads to closure.

Skills

Sales leadership

IT sector sales

Outsourcing deals

Stakeholder management

Negotiation

Job description

Job Description

Job Specifications & Requirements

• Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector
• Well networked with customer organizations
• Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)
• Proven track record of sales successes. Project Management experience
• Willingness to travel. Open, communicative and team-oriented
• Self-reliant and compelling, Analytic and conceptual frame of mind
• Goal oriented, resilient

Key Responsibilities

• Lead generation and onboarding new logos
• Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement
• Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge
• Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)
• Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects
• Generate leads through secondary research and pursue leads identified by marketing teams and leaders
• Drive leads to closure
• Own actual negotiation; also coordinate inputs / participation from different stakeholders
• Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review
• Collate & communicate learnings from pitches, proposals, customer feedback to Sales team
• Oversee account handover to Vertical AM
• Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager
• Create robust transition plan for account handover to Vertical AM
• Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking
• Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations
• Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects
• Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives