Senior Director/Director - Business Development - Small & Multi Services Deals - India/APAC & Middle East Region

Role : Sr. Director / Director / Associate Director : International Business Development - ( India , APAC & Middle East Region) - Small & Multi Services Deals

Location : Mumbai

Profile Description:

Shape, sell and close small deals that are single or multi-service. Close sales opportunities resulting in profitable sales growth by leading opportunities from qualification to deal close using deep sales process skills and expertise in Organization's offerings. Play a critical role in supporting origination of large opportunities. Lead early-stage positioning with clients and develop and execute the origination strategy along with Client account teams to identify and qualify specific opportunities. Continue working with the sales team to ensure closure of sales.

Grow Profitable Sales:

- Shape, sell and close small deals that are single or multi service with a focused approach. Lead their own deal as the overall sales capture lead, or lead a component of a larger deal while working for an overall sales capture lead.

- Lead the sales team and work closely with the CAL, the client account team and relevant subject matter experts.

- Develop and manage the win strategy, the negotiation strategy and the close plan.

- Engage the firm's leadership as appropriate and to shepherd the deal through the firm's approval process

- Build a pipeline by originating opportunities, support origination for large deals thru' active campaigns and go-to-market of offerings that are aligned to client /industry.

- Understand Organisation's assets, offerings and methodologies to frame and reframe clients' issues and build industry expertise.

Develop Relationships:

- Proactively generate and build client relationships that aid origination of new opportunities and help with the qualification, shaping, negotiation and closure of existing opportunities

- Collaborate with sales colleagues to ensure efficient and effective sales strategy to win the opportunities

- Successfully lead and align a complex network of stakeholders

- Resolve issues around sales efforts with the client as well as internally

Drive the Sales Process:

- Lead sales opportunities for small deals (<5m$) and drive to closure, providing discipline and rigor to the sales process as an expert on sales best practices.

- Establish qualification, win strategy and power map to ensure deal is winnable and deliverable and a competitive advantage is achieved via competitive positioning and commercial deal shaping

- Focus on opportunities that have a compelling value proposition to the client and are profitable to Organisation. Articulate Organisation differentiation with the focus on creating 360- value to client.

- Lead business negotiations for a successful outcome for the Organisation and clients, involve the right stakeholders for best outcome.