BUSINESS DEVELOPMENT LEADER JOB DESCRIPTION

Global alliances and hyperscaler ecosystems have reshaped how enterprise technology vendors grow: revenue no longer flows solely through direct sales but through a layered web of GSI relationships, cloud marketplace agreements, and acquirer-partner activations spanning dozens of markets. Against that backdrop, the Business Development Leader owns the strategy and execution for a defined partner or customer segment, from identifying whitespace to closing agreements that land on the books. This is a seniority-level individual contributor role with measurable pipeline accountability, not a supporting function. It requires fluency in both commercial negotiation and technical value propositions, unusual depth that few adjacent roles demand simultaneously.

The mandate of the Business Development Leader is to generate incremental revenue and strategic positioning for the organization by converting market intelligence into signed partnerships, activated accounts, and a pipeline that sustains multi-year growth targets. Working across internal product, solution architecture, and regional sales teams, and frequently reporting to a VP or GM of Business Development, the role owns outcomes across the full partner or segment lifecycle from initial qualification through commercial activation. 

Career Impact: Owning a named partner or market segment at this level, whether a Global System Integrator, a major cloud hyperscaler alliance, or an acquirer portfolio spanning 60+ countries, builds the kind of deal-sheet credibility that is highly portable within enterprise technology. 

Business Impact: The agreements this role structures determine whether joint go-to-market motions with platforms like AWS, Cybersource, or major GSIs generate measurable incremental revenue or remain on a slide deck, directly affecting top-line results for a defined segment. 

Growth Opportunity: Demonstrated success closing complex, multi-party technology deals opens a visible path toward VP of Business Development, Strategic Partnerships, or General Manager roles, particularly as cloud and payments ecosystems continue to expand into emerging markets. 

Company Value: Several organizations in this space explicitly offer the ability to operate across geographies and business units with high autonomy, access to senior executives, and exposure to enterprise transformation programs at Fortune 1000 scale. 

• Define and execute segment-specific go-to-market strategies across partner, channel, or direct enterprise accounts. 
• Develop joint value propositions and solution narratives in collaboration with product, solution architecture, and marketing teams. 
• Build and manage a qualified pipeline, maintaining forecast accuracy and reporting against revenue and bookings targets quarterly. 
• Negotiate and structure commercial agreements, including partnerships, SOWs, and co-development arrangements, working in tandem with legal and finance stakeholders. 
• Engage senior client and partner executives to align on transformation priorities, unmet needs, and joint investment opportunities. 
• Design enablement assets, playbooks, and training mechanisms that allow regional sales and partner teams to scale the business development motion. 
• Monitor competitive positioning, partner ecosystem shifts, and market trends to sharpen differentiation and refine go-to-market priorities. 
• Represent the organization at industry events, executive briefings, and partner forums to strengthen market presence and generate qualified leads. 

• Bachelor's degree in Business, Engineering, Computer Science, or equivalent work experience. 
• 8 or more years of business development, strategic partnerships, or enterprise sales experience, with demonstrated success closing complex, multi-stakeholder technology deals. 
• Proven ability to develop and manage a qualified sales pipeline through full commercial cycles, including forecasting and executive reporting. 
• Demonstrated experience structuring and negotiating partnership agreements, co-development arrangements, or technology licensing deals. 
• Ability to translate technical product capabilities into commercially compelling value propositions for executive-level audiences. 
• Strong cross-functional collaboration skills, with experience aligning product, legal, finance, and regional sales teams around shared commercial objectives. 
• Excellent written and verbal communication skills, including comfort presenting at CxO and board level in multi-cultural or global contexts. 
• Willingness and ability to travel up to 35–50% of the time for customer, partner, and industry engagements. 

• Advanced degree (MBA, MS, or equivalent) with coursework or applied experience in enterprise technology, digital transformation, or financial technology. 
• Prior experience working within or alongside Global System Integrators, hyperscaler partner programs, or payment network ecosystems. 
• Fluency in a second language relevant to an assigned regional territory, with cross-cultural client engagement experience. 
• Familiarity with enterprise cloud adoption frameworks, payments acceptance infrastructure, or network-level go-to-market models. 

• Qualified pipeline value generated per quarter, measured against segment revenue target. 
• Bookings attainment rate as a percentage of quarterly and annual quota. 
• Partner activation rate: percentage of signed agreements reaching defined first-revenue milestone within 90 days. 
• Average deal cycle time, tracking efficiency of qualification-to-close motion across account types. 
• Executive engagement depth: number of CxO-level meetings per quarter within managed accounts, reflecting relationship coverage. 
• Typical tools: CRM platforms (commonly Salesforce); presentation and proposal tools (commonly PowerPoint, Google Slides); partner enablement portals. 

• Base Salary Range: $145,000–$195,000 depending on seniority and geography
• Bonus: Variable commission or annual performance bonus, typically 20–40% of base
• Equity: RSUs or stock options common at senior levels in technology firms
• Health Benefits: Medical, dental, and vision; employer-sponsored premiums standard
• PTO: 15–25 days annually, with some firms offering flexible or unlimited PTO
• Common Perks: Home-office stipend, travel expense reimbursement, professional development budget, and employee stock purchase plan

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background checks, including employment history and, where applicable, credit history verification, are a standard condition of employment for this role. All applicants are considered without regard to race, color, religion, national origin, sex, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected under applicable federal, state, or local law. Applicants requiring reasonable accommodations during any stage of the application or hiring process may request them at any time. Candidates must be authorized to work in the United States; visa sponsorship availability varies by employer.

The Business Development Leader owns demand generation and market expansion for a process automation portfolio, engaging end-user executives to formulate solutions that create measurable value for petrochemical and oil and gas clients. Reporting to senior commercial leadership, the Business Development Leader collaborates with regional sales and business leads to develop account-specific strategies that convert market intelligence and competitive insights into sustained revenue growth.

Key Responsibilities

• Develop demand for the process automation portfolio within new and existing customers and markets aligned to strategic objectives.
• Interface with regional sales and business leads to develop account-specific strategies within key customers and markets.
• Improve process automation portfolio penetration across key focus customers through new solutions and services.
• Engage with end-user leaders and executives to develop relationships, understand business needs, and formulate solutions that create value.
• Evaluate and pursue the execution of key medium-term business goals in identified focus areas and established accounts.
• Focus on key strategic and target accounts and clients with upcoming projects.
• Provide voice of market and customer trends, and develop competitive intelligence related to service and software portfolio.
• Support development of business cases for strategic initiatives and drive implementation of selected strategies.

Required Qualifications

• Degree in Business Management, engineering, or equivalent.
• 7+ years of business development experience in the petrochemical and oil and gas industries, preferably in engineering, systems, software, and services.
• 5+ years of experience in engineering, project management, or operations within the chemical, oil, and gas industries.
• Experience in a strategy or business development role within an automation or engineering firm across various oil and gas industry verticals.
• Proven experience developing and implementing business strategies and converting them into implemented business solutions driving sales and revenue.
• Proven experience working in an owner or operator environment in process automation, process engineering, operations, and maintenance.
• Experience developing a sustainable opportunity pipeline based on business plans.
• Understanding of basic process design in the petrochemical industry.
• Understanding of process automation and its applications.
• Analytical thinking, strong project management and problem-solving skills, sound judgment, and willingness to resolve issues promptly.
• Excellent communication skills with the proven ability to develop rapport and credibility, and to promote ideas and proposals persuasively.

Embedded within a regional commercial team, the Business Development Leader at CannonDesign advances client opportunity pipelines across Health, Education, Commercial, and Community & Civic market segments, building and leveraging a strong professional network. Working closely with office, market, and client leaders, the Business Development Leader shapes annual business plans, coaches interview presentations, and personally identifies new net fee client opportunities that support firm-wide top-line sales goals.

Core Functions

• Ensure the office opportunity pipeline meets expected targets in partnership with office, market, and client leaders.
• Develop an annual business plan supporting top-line sales goals and assist with identifying target clients based on value propositions and strategic initiatives.
• Conduct regular meetings with office client leaders to ensure business and marketing plans are being implemented.
• Generate qualified client leads and develop strategies to meet business plan goals.
• Participate in and lead client engagement meetings, sharing intelligence, assessing pursuit opportunities, and executing strategic client pursuits.
• Conduct research and intelligence gathering for evaluating potential clients and opportunities, including developing capture plans that pre-position the firm with identified target clients.
• Contribute to and coach interview presentations, providing the client's perspective from gathered intelligence and participating in interviews as needed.
• Champion and participate in client engagement across all phases to build and maintain client relationships.
• Support the client feedback program to assess team performance and the ability to meet client needs.
• Mentor emerging client leaders by championing best practices of business development and client engagement.
• Collaborate with business development professionals across the firm on marketing and business development activities.

Qualifications & Experience

• Degree in marketing or a related field preferred.
• Minimum 10 years of related experience in marketing and business development roles, preferably within the architecture, engineering, and construction industry.
• Experience pursuing work with real estate developers and mixed-use clients.
• Proven track record of developing significant relationships that increase opportunity pipeline.
• Business acumen with the ability to develop, influence, and execute strategy.
• Proficiency in Microsoft Office, including Word, Excel, and PowerPoint.
• Experience with CRM platforms such as Salesforce.
• Authentic and respectful communication style.

Reporting to senior studio leadership, the Business Development Leader shapes and executes a long-term growth strategy for an interactive entertainment studio, sourcing external development partners and establishing relationships with major platforms and digital stores. Partnering with general counsel and internal project teams, the Business Development Leader drives IP extension across print, film, merchandise, and emerging platforms while overseeing funding, financing, and merger and acquisition activities that expand the studio's commercial footprint.

Primary Duties

• Execute research and planning around new areas of business and business models.
• Establish new partnerships to support cross-platform ambitions around IP extension, including print, comics, merchandise, board games, film, television, and media.
• Support forward-thinking and ethical approaches to revenue generation and monetization within products, and guide ethical user acquisition and revenue optimization practices.
• Source and vet external development partners, including porting studios, outsourcing partners, co-development partners, merchandising partners, and licensing partners.
• Design and execute a long-term growth strategy for the studio, including supporting the build-out of a sales calendar, user acquisition strategies, and revenue optimization across all platforms.
• Support all internally and externally developed projects with business development guidance and partner management.
• Establish, nurture, and strengthen relationships with all major platforms and digital stores.
• Spearhead product strategies for expanding into new markets.
• Serve as the first point of review on all business deals, contracts, and legal discussions in collaboration with general counsel.
• Stand in as the studio's spokesperson in business dealings when requested.
• Stay abreast of new business models and platforms, and proactively identify opportunities and risk areas.
• Support the licensing of third-party technology as needed.
• Support business intelligence efforts, research into emerging platforms and markets, and general market assessments.
• Support the development and execution of funding and financing arrangements, including investment and merger and acquisition activities.

Skills & Qualifications

• Senior-level business development experience at a video game publisher or developer.
• Proven experience creating business development plans and executing them to successful conclusions.
• Extensive network of business contacts in the interactive entertainment space.
• Proficiency in business intelligence tools to inform strategy and decision-making.
• Ability to analyze contracts and legal agreements and work with in-house counsel to ensure organizational needs are met.
• Deep strategic thinking skills with the ability to develop and execute tactical plans.
• Excellent communication skills and a polished, authentic professional demeanor.
• Highly collaborative work style with the ability to work autonomously and manage multiple priorities while remaining organized and productive.

Sitting at the intersection of government relations and advanced microelectronics, the Business Development Leader builds and manages strategic partnerships with defense prime contractors and government agencies, aligning organizational capabilities with DoD funding opportunities and technology roadmaps. Operating across internal organizations, sales teams, and the commercial ecosystem, the Business Development Leader architects collaborative solutions and influences partner decision-makers to drive government program growth and system-differentiating market positioning.

Duties

• Develop and maintain strong industry relationships across the government community, including defense, intelligence, industrial base, university, and commercial organizations.
• Represent the organization at industry and government events, conferences, and panels.
• Provide insight and leadership to align organizational and government interests, programs, and available funding.
• Work across internal organizations to drive, develop, and influence market strategies.
• Influence partner decision-makers and drive strategic change.
• Advise and assist corporate and market-specific functions across marketing, business units, and ecosystem partners to develop and position unique, system-differentiating capabilities.
• Help sales teams understand, qualify, and develop differentiated solutions for prime contractors and deliver strategic government program growth.
• Develop and grow a deep technical and programmatic partnership with select government prime contractors.
• Architect collaborative partnerships and solutions with prime contractors.
• Track account technical needs and account strategies, merging organizational knowledge with government interests and requirements.
• Build partner-centric solutions using available technologies and strategies.
• Manage partner funding opportunities and seek opportunities for joint funding and technical proposals.
• Prepare and support the preparation of proposals, white papers, and similar documents.
• Serve as a trusted advisor to prime contractors on government-funded opportunities and technology roadmaps.
• Engage the commercial ecosystem to support partner initiatives.

Requirements

• Bachelor's degree in engineering or a related field required.
• Master's degree, PhD, or MBA desired.
• Minimum 10 years of experience in business development, product or program management, marketing, or sales in the Department of Defense or defense industrial base.
• Prior military or intelligence community experience desired.
• Direct working experience with microelectronics in end-user system applications, including SoC architectures, manufacturing, and the EDA or IP industry.
• Knowledge of DoD systems and applications desired.
• Strong written and verbal communication skills applicable to technical, financial, and executive audiences, including the ability to translate complex technical information for non-technical audiences.
• Proficiency in office productivity software, including PowerPoint, Excel, and Word.
• Proven ability to create high-performance, collaborative teams within an organization and across ecosystems of partners, suppliers, and customers.
• Proven ability to develop successful relationships between partners by understanding each organization's capabilities and interests.
• Ability to think creatively and find new ways to build and grow collaborative opportunities between organizations.

A key member of a regional marketing and business development team, the Business Development Leader builds client relationships, leads proposal development, and drives market-softening campaigns across geographic areas for an architecture and engineering consulting firm. Collaborating across technical, marketing, and corporate support groups, the Business Development Leader authors thought leadership content, manages RFP and RFQ responses, and advances capture planning strategies that strengthen the firm's competitive position in target markets.

Functions

• Organize and attend events both independently and in collaboration with associates, partners, and clients.
• Generate external energy and internal camaraderie around client, community, and industry activities for specific geographic areas.
• Conduct market research, competitor analyses, and support business planning activities.
• Write, generate content for, or ghost-write thought leadership pieces for conferences, publications, and social media platforms.
• Communicate the firm's story at both the local and state level through detailed research, creative visuals and infographics, concise writing, and conversation.
• Plan and execute market-softening tactics in parallel with strategic pursuits and client capture strategies.
• Build relationships with key clients, industry organizations, teaming partners, and stakeholders to advance capture planning and business development.
• Facilitate meetings and collaboration to outline messaging and develop differentiators, win themes, and strategies.
• Maintain a current knowledge base of the competitive environment and the firm's differentiators.
• Drive marketing campaigns that support client or pursuit strategies and support high-priority initiatives.
• Author and review proposal content and participate in or assist with presentations.
• Lead and support recruiting of talent at all levels.
• Act as project manager, task manager, or liaison to corporate support groups to execute strategic initiatives.

Experience & Qualifications

• Bachelor's degree in marketing, sales, communication, business, architecture, engineering, or a related field.
• 10+ years of relevant experience.
• Proficiency in business development, marketing, communication, and graphic design processes.
• Strong writing, editing, and grammar skills.
• Experience with Microsoft Office Suite, including Outlook, Excel, PowerPoint, and Word.
• Excellent time management skills with the ability to drive proposal schedules and manage multiple tasks and changing priorities.
• Ability to travel and work unscheduled overtime, sometimes under tight deadlines.
• Self-starter capable of working both independently and collaboratively in a team environment.
• Exceptional critical thinking and problem-solving skills.

Federal growth and client retention depend on the Business Development Leader, who generates leads, assesses new markets, and leads federal business growth strategy for an engineering and consulting firm serving the Department of Defense and other U.S. government clients. Based within a team that spans regional, national, and marketing functions, the Business Development Leader manages cross-selling efforts, fosters an inclusive work environment, and delivers against large and complex opportunity pursuits to grow the firm's federal portfolio.

Accountabilities

• Leverage technical experience to enhance current and new service offerings.
• Advance the strategic growth direction of the program and position it for sustained success.
• Manage client coordination and cross-selling efforts across all business lines in coordination with regional, national, and marketing teams.
• Generate leads, assess new markets, and develop new business opportunities for federal projects and programs.
• Participate in federal business growth strategy development and execution.
• Foster a collaborative, inclusive, and diverse work environment to attract top industry talent.
• Exercise responsible and ethical decision-making regarding company funds, resources, and conduct.
• Perform additional responsibilities as required by business needs.

Technical Qualifications

• Bachelor's degree in engineering or architecture.
• 15+ years of experience in consulting, engineering, or business development to the federal government, including the Department of Defense.
• Strong knowledge of government clients, contracting industry, federal budgeting, and industry business drivers.
• Experience leading strategy and marketing for federal acquisitions, working with cross-functional teams and diverse stakeholders, and developing and executing strategies to deliver business results.
• Understanding of financial metrics, including EBITDA, earned and new business revenue, overhead costs, profit and loss, and project financials.
• Demonstrated track record of managing large and complex opportunities and pursuits.
• Strong business development skills with attention to win strategies and differentiators.
• Strong negotiation skills and proven ability to communicate effectively, both verbally and in writing, under time constraints.

As the Business Development Leader, this role designs and executes strategies to grow market share in renewable energy and microgrid segments, partnering with regional commercial teams to break into untapped regions and drive orders through engineering, procurement, and construction firm relationships. The commercial team depends on the Business Development Leader to shape compelling value propositions, manage the full sales cycle from prospect contact through proposal delivery, and leverage CRM tools to improve pipeline visibility and customer account activity.

Activities

• Partner with regional commercial teams and renewable energy businesses to drive existing market share growth.
• Design and execute specific strategies to break into and grow share across untapped segments or regions.
• Contact potential clients to establish rapport and arrange meetings.
• Plan and oversee new marketing initiatives.
• Research organizations and individuals to find new opportunities.
• Increase the value of current customers while attracting new ones.
• Attend conferences, meetings, and industry events.
• Develop quotes and proposals for clients.
• Develop goals for the commercial team and ensure they are met.
• Train personnel and support team members in developing their skills.
• Serve as an interface and liaison between the sales team and the business to meet customer demands.
• Develop strong relationships with engineering, procurement, and construction firms, project developers, and investment institutions to drive orders and revenue growth.
• Shape and craft value propositions for microgrid segments or regions.
• Leverage CRM tools to track customer and account activity and improve visibility.

Position Requirements

• Bachelor's degree in an engineering discipline or business from an accredited college or university.
• Minimum 8 years of work experience in a commercial capacity, including sales, commercial operations, or marketing, related to complex solutions.
• Ability to develop and build a capture team for long sales-cycle, complex projects.
• Exceptional written and verbal communication and presentation skills.
• Ability to express technical and non-technical concepts clearly and concisely.
• Technical skills required to create proposals and develop solutions to meet client requirements.
• Excellent organizational skills with the ability to meet goals, set priorities, and handle work in stressful and uncertain environments.

Business Development Leader manages strategic sales activities across enterprise and reseller accounts in the computing, infrastructure, and mobile solutions space, building an accurate portfolio of contacts and driving high-performance revenue growth of at least 10% year over year. Success in the position means establishing and expanding relationships with key decision-makers at medium and large enterprises, responding to RFPs, managing monthly prospect pipelines, and delivering consistent results across IT asset disposition, hardware deployment, and depot repair services.

Operational Focus

• Establish and maintain relationships with clients, industry influencers, and key strategic partners.
• Seek out and respond to RFPs and RFQs.
• Build and present PowerPoint presentations to prospects.
• Manage sales and marketing activities within a CRM platform.
• Build an accurate portfolio of contacts within the enterprise and reseller space.
• Determine and implement strategic sales plans, quotas, forecasts, and budgets.
• Develop and market service offerings.
• Measure performance against annual, quarterly, and monthly sales goals.
• Generate marketing campaigns to key contacts.
• Travel to meet clients and prospects and attend trade shows as needed.
• Identify products coming off-lease for purchase.

Knowledge Skills & Abilities

• Extensive experience responding to RFPs and building proactive proposals to solicit new business.
• Experience managing a monthly prospect pipeline and implementing strategic sales plans, quotas, forecasts, and budgets.
• Expertise in presenting complex sales formally and effectively.
• Experience leveraging industry associations and clients for referrals, papers, articles, and presentations.
• Proven track record of high-performance sales with at least 10% new growth year over year.

The Business Development Leader produces and implements strategy for an IoT and remote tank monitoring business, defining commercial channels, pricing approaches, and product roadmaps that maximize profitability across target geographies. Reporting into the product and commercial organization, the Business Development Leader develops relationships that facilitate market knowledge exchange, collaborates with the product team on data-driven pricing recommendations, and leads IoT integration efforts for newly acquired companies to generate acceptable returns.

Key Deliverables

• Define and set strategy for IoT and remote tank monitoring business, incorporating external industry knowledge and market data.
• Identify and evaluate prospective needs for IoT solutions.
• Create a clear execution plan including timelines, key stakeholders, risks, and goals.
• Identify and prioritize commercial channels to market across various geographies and coordinate efforts with product directors.
• Map out a product roadmap incorporating data from market research, competitive analysis, and voice of the customer.
• Lead the product team by developing market priorities focused on maximizing profitability and channel to market.
• Develop relationships that allow for the exchange of market knowledge and maintain awareness of key factors impacting specific market segments.
• Collaborate with the product team to develop pricing strategies by maximizing available capacities and making data-driven recommendations on target geographies.
• Use analytics and market knowledge to develop pricing strategy by product line and geography to maximize profitability relative to plant capacities.

Professional Experience

• 10+ years of experience successfully integrating newly acquired companies into an organization.
• 5-10 years of IoT software and hardware experience.
• Experience with acid tracking, predictive analytics, and data visualization.
• Strong P&L management, strategic, analytical, and financial skills.
• Strong negotiation skills and the ability to influence others at all levels of an organization.
• Software engineering understanding with the ability to lead IoT efforts and strategy.
• Understanding of the investment development cycle.
• Business development and sales acumen to develop new business opportunities that generate acceptable returns.
• Previous voice-of-customer experience a plus.

Embedded within a global alliances organization, the Business Development Leader develops new relationships locally and globally, creates compelling go-to-market programs, and drives enablement activities that generate new value for customers across cloud platforms including IBM Cloud, Azure, AWS, and GCP. Working closely with the Partner Executive, global alliance teams, and sales and solutioning organizations, the Business Development Leader refines joint business plans, tracks partnership progress through scorecards, and publishes success stories that demonstrate organizational eminence.

Areas of Ownership

• Grow global partnerships through the development, execution, and management of key business development activities, projects, and programs.
• Help build a partnership foundation that drives global growth and transformation across global alliance teams, sales, solutioning, practices, and delivery organizations.
• Develop new relationships locally and globally, create compelling content, establish unique go-to-market programs, and drive enablement activities that support partnership growth.
• Work across the partner ecosystem to generate new value for customers by combining unique capabilities across alliances and key partners.
• Represent the organization at appropriate events hosted by alliances and analysts to strengthen and showcase organizational eminence.
• Track progress through scorecards, find and publish success stories, support teams in building joint business plans, and help develop value propositions.
• Assist the Partner Executive in creating, building, and managing relationships across global technology alliances and other partners at multiple levels of the organization.

Background & Experience

• 3+ years of experience understanding and working on large partnerships.
• 3+ years of experience developing solutions with alliances on a public cloud platform, including IBM Cloud, Azure, AWS, or GCP.
• 3+ years of experience with services and hybrid cloud strategy and offerings.
• 3+ years of experience in business development, including the ability to assist in leading new offerings and initiatives, with knowledge of go-to-market models and options.
• Proven track record of relationship management with strong communication, teamwork, presentation, and organizational skills.

Reporting to business line leadership, the Business Development Leader refines go-to-market strategy and positions fixed network technologies and solutions for world-leading broadband service providers, including telcos, cable and MSO operators, and new market entrants. Partnering with sales teams to provide commercial support on customer proposals, the Business Development Leader performs market analysis, monitors competitive activity, and applies technology expertise in passive optical networks and 5G fixed wireless to guide executive-level decision-makers through network evolution strategies.

Role Responsibilities

• Formulate strategy, position solutions, and guide business lines to address opportunities.
• Develop and articulate the value proposition for fixed network technologies, products, and solutions.
• Drive opportunity development in cooperation with sales teams.
• Provide commercial support to sales teams in developing customer proposals.
• Perform market analysis, monitor competitive activity, and identify customer needs and market trends.

Minimum Qualifications

• Degree in engineering or computer science with business management experience.
• At least 8 years of experience in a technical presales or sales environment.
• Technology and broadband market knowledge, ideally including passive optical networks, in-home networking, and 4G and 5G fixed wireless.
• Demonstrated communication, consultation, and business modeling skills to guide executive-level decision makers on technology decisions, network evolution, and transformation strategies.
• Industry expertise in access network solutions with an active network of contacts.
• Ability to work across business units, build a strong internal network, and lead cross-business-unit initiatives.
• Willingness to travel up to 35% of the time for customer and industry engagements.

Sitting at the intersection of technical strategy and commercial execution, the Business Development Leader scopes, defines, and drives the creation of enterprise solutions in collaboration with global system integrator partners, aligning technical roadmaps to business and sales go-to-market plans across multiple regions. Operating across product groups, professional services, marketing, and partner development and lab teams, the Business Development Leader oversees solution creation from inception to completion and manages governance structures that deliver joint go-to-market advantages and incremental partner value.

Job Functions

• Scope, define, and drive the creation of solutions and integration with partner technology and offerings.
• Collaborate with multiple partner leads to align technical strategy to business and sales go-to-market plans.
• Drive solutions creation from inception to completion and develop content, including value propositions, solution messaging, datasheets, and whitepapers, to promote joint technical and business value.
• Participate in the development of business plans and work as part of a cross-functional team on execution based on defined strategy.
• Manage technical roadmaps to keep solution offerings aligned to business strategy and go-to-market needs.
• Create and drive joint solutions based on value propositions and route-to-market motions required for specific initiatives.
• Support partners in a pre-sales capacity for selected engagements.
• Create and manage new solutions and go-to-market initiatives that drive incremental value for the organization and its partners.
• Define governance structures to drive accountability and product alignment through appropriate planning and testing.
• Manage the relationship between the internal product group and partners' development and lab teams to create joint technology solutions and roadmaps.
• Ensure product integration points that create unique go-to-market advantages.
• Work closely with professional services and customer success organizations to ensure effective and efficient service delivery.
• Work with marketing, sales, and channel virtual teams to support go-to-market motions and adjust solution creation to match evolving needs.

Education & Experience

• Bachelor of Science in computer science or a related field.
• Master of Science is a plus.
• At least two industry-recognized technical certifications, such as Cisco, HP, Microsoft, CompTIA, or CISSP. Citrix sales and technical certification required.
• 12 years of industry experience at a lead architect level within Fortune 500 companies and data centers.
• 2 years of experience working with and creating solutions for large global system integrator partnerships.
• Ideally 8 years of senior technical leadership experience.
• Expert in at least three relevant technology stacks.
• Solid understanding of enterprise marketing and sales organizations, with experience as a technical marketing lead or sales systems engineer.
• Experience working with key IT industry players and ecosystems, including business and go-to-market models across multiple regions.
• Expert architect in at least two technologies with a well-rounded IT and technical background.
• Experience working at senior technical levels within large high-tech organizations.
• Ability to lead the installation of large and complex solutions within partner labs, and to tune and troubleshoot deployments with minimal assistance.
• Strong written and verbal communication skills, including comfort communicating at the executive level and expected output of multiple whitepapers and blog posts per year.
• Strong strategic and operational skills to help define a common strategy and plan.
• Experienced virtual team leads, capable of architecting and leading large, complex technical solution build-outs.

A key member of the Business and Corporate Development team, the Business Development Leader develops and manages high-value partnerships with life science organizations, structuring and negotiating complex transaction types from collaborations and joint ventures to multi-party partnerships that shape the company's life sciences strategy. Collaborating across engineering, product management, and senior leadership, the Business Development Leader evaluates opportunities, conducts due diligence, and oversees the full partnership pipeline to generate strategic and revenue-producing outcomes across healthcare software and digital health platforms.

What You'll Do

• Advocate for critical partnerships across the organization consistent with the business development strategy, gain key stakeholders' support, and manage organizational resources and teams.
• Coordinate teams to form cross-functional integration plans that support the overall goals of deals and investments.
• Manage a wide range of transaction types from inception to completion, including collaborations, joint ventures, and multi-party partnerships.
• Structure and negotiate agreements with partners by working closely with internal engineering and product management teams to formulate business plans.
• Evaluate opportunities, conduct due diligence, negotiate agreement terms, and present recommendations to senior leadership.
• Work with senior leadership to define strategic requirements for partnership opportunities, determine capability and operational fit, and develop, nurture, and manage the partnership pipeline.
• Establish and grow relationships with existing and new partners, serving as the central point of contact and maintaining comprehensive account knowledge.

Professional Experience

• MBA or other advanced degree.
• 12+ years of experience in a business development role within health technology or healthcare systems and technology.
• Proven record of strategic and revenue-generating partnerships and collaborations, with a demonstrated track record of managing and closing transactions.
• Proven track record of working with cross-functional merger-and-acquisition teams to achieve objectives.
• Experience leading complex operational and strategic initiatives across various geographies.
• Experience in enterprise software development and in regulated environments, managing and structuring alliances in healthcare, pharmaceutical, biotechnology, or related industries.
• Ability to manage multiple deals or a complex deal, and to lead non-deal corporate development integration projects.
• Strong strategic and analytical skills with the ability to drive exploration of new areas in healthcare.
• Distinctive problem-solving and analysis skills, combined with strong business judgment.
• Effective project management, relationship-building, and negotiation skills.
• Excellent written and oral communication and interpersonal skills.
• Entrepreneurial mindset with the ability to thrive in a fast-paced, ambiguous, startup-like environment.

Sustained revenue growth in oncology testing services depends on the Business Development Leader, who recruits regional biopharmaceutical clients, manages the full sales cycle from cold calling through close and follow-up, and generates statements of work in coordination with R&D and clinical operations teams. Serving as a field representative who travels up to 50% of the time, the Business Development Leader delivers formal sales presentations to translational scientists and medical officers, maintains CRM records, and utilizes an established scientific network to grow Viracor Eurofins' biopharma business.

Day-to-Day Responsibilities

• Work with the management team to drive a commercial strategy for oncology test method development and testing services.
• Prioritize activities, identify key accounts based on potential growth opportunity, and develop new accounts and customers.
• Meet or exceed annual revenue and new contracts quotas.
• Move clients efficiently through the sales process from cold calling to close and follow-up.
• Deliver formal sales presentations to a broad range of attendees, including translational scientists, clinical operations staff, and medical officers.
• Navigate and penetrate all targeted departments and personnel within an account.
• Generate statements of work accurately and promptly, working with R&D, clinical operations, and project management.
• Perform targeted activities that maximize client interactions and sales productivity, and maintain CRM records.
• Utilize a strong network of contacts to support business development activities.
• Represent the organization favorably and in accordance with established standards and applicable regulatory requirements.

Qualifications & Experience

• Advanced degree in a related life science or business field preferred; bachelor's degree required.
• 5+ years of related experience in the pharmaceutical, medical device, biochemistry, biotechnology, molecular biology, immunology, or related healthcare field.
• 3+ years of related experience in oncology required.
• Knowledge of the drug development process and how companion diagnostics fits into it.
• Strong understanding of diagnostic technologies and the ability to compare and contrast them effectively.
• Ability to learn, retain, and effectively communicate technical material, and to apply scientific knowledge during client visits and presentations.
• Ability to understand the latest information from clinical studies and abstracts.
• Demonstrated analytical and critical-thinking abilities with the ability to make independent decisions regarding matters of significance.
• Excellent interpersonal, verbal, and written communication skills with the ability to interact effectively with people at all levels.
• Goal-oriented with excellent time management and organizational skills, with keen attention to detail.
• High level of proficiency with PC-based software programs.
• Ability to influence leadership and others, and to keep sensitive information confidential.

As the Business Development Leader, this role manages a large and complex multi-state territory of independent agents, developing and executing revenue-obtainment plans that drive net revenue goals through new agency prospecting, appointment, and customized sales planning. The Program Team relies on this work to ensure production commitments are met, cross-sell opportunities are realized, and agents receive the ongoing sales, product, and systems training needed to achieve submission metrics and profit objectives.

Scope of Work

• Develop and execute revenue-obtainment plans for the assigned territory.
• Manage agencies effectively by executing new agency prospecting, appointment, and termination plans, and achieving appointment goals within agreed-upon timeframes.
• Draft customized premium goals and sales plans collaboratively with appointed independent agents in support of territory objectives.
• Establish and manage agency-specific submission metrics to ensure production commitments are met.
• Plan travel throughout the assigned territory to optimize agency contacts and minimize travel and expense costs.
• Communicate regularly with agents to achieve production and profit objectives.
• Provide ongoing sales, product, and systems training to personnel within assigned agencies.
• Act as a problem-solving liaison between the organization and assigned agents.
• Maintain knowledge of all relevant products and systems.
• Maintain marketplace knowledge, including competitor strengths and weaknesses, and communicate regularly with internal teammates.
• Assist with events, trade shows, publications, and promotions within the assigned territory.

Skills & Qualifications

• Bachelor's degree with three to five years of experience, or an equivalent combination of education and experience.
• Knowledge of the inner workings of independent agents.
• Exceptional listening, time management, verbal communication, written communication, and presentation skills.
• High level of organizational ability with the capability to simultaneously manage multiple priorities while remaining detail-oriented.
• Ability to work individually and in a team environment.
• Commitment to personal and professional growth and development.
• Highly motivated and customer-oriented.
• Valid driver's license with an acceptable motor vehicle record.
• Must maintain minimum required insurance coverages and limits.

Business Development Leader oversees new business capture across government and industrial customers, winning research and development, commercialization, and project funding from programs including SBIR, STTR, and advanced research and development initiatives in automotive, aerospace, and defense sectors. The work directly supports the company's technology development pipeline by translating market research and technical marketing collateral into viable product concepts, persuasive proposals, and revenue-generating strategies that advance hardware-based innovation.

Work Activities

• Develop viable product concepts and business development strategies.
• Identify, develop, and capture promising new business opportunities to advance technology development, and provide business leadership in crafting compelling proposals.
• Win research and development, commercialization, and project funding from government and industrial customers, including SBIR, STTR, and advanced research and development programs.
• Lead concept evolution, transition paths, and market entry strategies for innovations.
• Conduct insightful and productive market research.
• Represent the organization to other companies and at trade shows and conferences.
• Develop informative and persuasive technical marketing collateral, proposals, press releases, white papers, and website materials.
• Provide high-quality support toward overall company strategies, plans, decisions, and actions.

Requirements

• Bachelor's or Master's degree in engineering or science required.
• Minor in marketing or business, or an MBA, is a plus.
• Minimum 2 years of experience in an industrial setting.
• Business experience in technology development for automotive, power generation, environmental, chemicals processing, oil and gas, aerospace, or defense industries preferred, with an established network.
• Marketing focus with business acumen, technical insight, and the ability to sell new products while they are still in development.
• Industrial technology, business-to-business, and business-to-government sales knowledge with an entrepreneurial mindset and the ability to generate revenue.
• Effective market research skills with internet research fluency.
• Proficiency in Microsoft Office products.
• Excellent written English communication skills for business.

The Business Development Leader creates and executes sales and business development strategy for Ascend's Acteev brand within medical and engineering plastics applications, promoting and selling products across an assigned U.S. region to drive significant customer growth. Reporting to regional and commercial leadership, the Business Development Leader gathers competitive intelligence, manages the full customer engagement cycle from lead identification through contract finalization, and coordinates cross-functional support to commercialize new applications for established and new polymer products.

Performance Expectations

• Promote and sell products and services within the assigned region.
• Establish annual, quarterly, and monthly sales plans and priorities in support of objectives.
• Develop in-depth relationships with existing and new customers in the region.
• Gather competitive intelligence regarding competitor activity, competitive products, and their performance.
• Pursue sales leads, communicate product information, assess customer needs, and suggest appropriate products.
• Respond to customer enquiries, negotiate prices and delivery times within limits of authority, and finalize contracts and sales orders to meet revenue targets.
• Determine customer issues and coordinate assistance.
• Communicate customer feedback and forecasts to appropriate internal contacts.
• Assist in devising and implementing pricing strategy.
• Assist in the identification, development, and commercialization of new applications for established and new products.

Education & Experience

• Bachelor of Science in engineering, preferably in plastics, polymers, chemicals, or mechanical engineering; MBA or Master's degree preferred.
• 10+ years of successful business development experience with a strong track record of delivering significant growth across multiple customers.
• 5+ years of experience within the medical industry, specifically in medical plastics.
• 5+ years of experience with new product launches, including successfully supporting high-performance teams commercializing a new platform.
• 3+ years of strategic marketing experience, including the ability to segment, prioritize, value-price, and position products.
• Knowledge of material science, including polymers and plastics, as well as medical devices and regulations.
• Strong project management and cross-functional communication skills.
• Self-starter with high discipline, the ability to create and deliver with minimal supervision, and the intellectual capacity to connect disparate information.
• Able to work in a matrix organization and confident operating within a high degree of ambiguity.

Embedded within a regional office of an architecture and engineering services firm, the Business Development Leader manages strategic leads, pursuits, and proposal preparation across buildings, consulting, and infrastructure businesses, representing the firm at local industry conferences and client events. Working closely with technical and marketing staff, the Business Development Leader coordinates submission packages, tailored resumes, and RFP and RFQ responses that position the firm competitively and support long-term client relationship growth.

Core Responsibilities

• Foster and build client relationships through involvement in relevant industry organizations and representation at external events.
• Manage strategic leads and pursuits.
• Coordinate strategic pursuits with technical and marketing staff at a regional level.
• Work with technical teams to ensure materials are on message and appropriately targeted.
• Collaborate in the preparation of information and materials for submittals, requests for information, and proposals.
• Manage the preparation of submission packages, tailored resumes, responses, and presentations for selected RFQs and RFPs.
• Prepare proposal responses in collaboration with the general marketing team, including initial outlines, appropriate forms, and other specialized documents to support buildings, consulting, and infrastructure businesses.
• Review translated material for accuracy.
• Take a leading role in the organization of conferences, client events, and presentations, both internally and externally.
• Manage involvement and represent the firm at local industry conferences.

Required Qualifications

• Bachelor's degree, preferably with an emphasis in marketing, planning, engineering, or a related technical field.
• At least 10 years of experience in marketing and business development in the services industry, with architecture and engineering experience preferred.
• Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Adobe Acrobat.
• Experience with Photoshop, InDesign, and Illustrator is a plus.
• Excellent communication skills with strong writing and organizational skills.
• Confident, self-motivated, highly independent, and proactive, with a proven ability to manage multiple deadlines under pressure.
• Comfortable coordinating events such as workshops and conference attendance.

Reporting to senior leadership in an engineering consulting firm, the Business Development Leader develops, retains, and maintains clients in the port and harbor infrastructure market, building a profitable portfolio targeting annual professional fees of $1M or more. Partnering with project management teams and technical staff, the Business Development Leader leads proposal and presentation development, owns client conflict resolution and strategic planning, and mentors internal team members to deliver design-build value propositions that strengthen the firm's market position.

Key Deliverables

• Develop and implement competitive strategies for acquiring targeted clients and expanding relationships with existing clients.
• Lead development of proposals and presentations.
• Develop and maintain long-term, relationship-based client relationships and interface with clients to ensure satisfaction with services delivered.
• Develop strategies to address client risk, execution concerns, and stakeholder issues.
• Develop win-win pricing strategies for the firm and its clients, targeting an annual profitable portfolio of $1M or more in professional fees.
• Work with project management teams and clients to ensure project success, and communicate with project teams to facilitate effective delivery of client needs.
• Provide turn-key or design-build value propositions to clients.
• Ensure technical reports are completed per client requests and conduct regulatory negotiations.
• Own the client relationship, including conflict resolution, unpaid invoices, strategic initiatives, planning, and resource allocation.
• Lead the internal client team, mentor and coach team members, and build teamwork among team members and disciplines at all levels.
• Participate in strategic planning, development, deployment, and growth with clients.
• Understand and respond to overall market trends, challenges, and client concerns.

Skills & Qualifications

• Bachelor's degree in engineering, environmental science, geology, or a similar technical discipline.
• 10-15+ years of experience in engineering consulting services in the public or private sector.
• Proven track record of developing, retaining, and maintaining clients.
• Demonstrated success in business development in the port and harbor infrastructure market.
• Previous port and harbor infrastructure project experience, including developing design-build project opportunities.

Sitting at the intersection of B2B sales and logistics technology, the Business Development Leader qualifies prospective clients, negotiates contracts, and cultivates productive relationships with shipping and manufacturing companies across Canada to grow and expand a technology-driven supply chain business. Operating within a small, close-knit team that requires hands-on activity and self-directed initiative, the Business Development Leader maintains existing customer accounts, generates new leads, and develops new business opportunities that build a sustainable revenue base for the company.

Operational Focus

• Qualify prospective clients by phone and in person.
• Develop new business opportunities and negotiate contracts.
• Establish ongoing relationships with existing customers.
• Maintain client relationships using professional customer service techniques and ensure customer accounts are current.
• Possess alternative lead-generating skills.

Experience & Qualifications

• 3+ years of B2B experience in managing a sales team, marketing, or public relations preferred.
• Experience in logistics, operations, or supply chain an asset.
• Experience with operational business systems an asset.
• Strong sales and presentation skills with skilful negotiation and closing abilities.
• Excellent business-to-business telephone and written communication skills.
• Full computer literacy, including Microsoft Office, social media, and new technology and applications.
• Relentless drive to engage new business with a passion for technology.
• Ability to thrive in a close team environment with minimal supervision while maintaining focus and productivity to meet deadlines and goals.
• Bilingual in French and English an asset.

A key member of the merchant sales and solutions organization, the Business Development Leader co-develops product roadmaps, co-leads acquirer portfolio planning, and partners with sales and commercial operations teams to drive linkage between acquirer activation success criteria and commercial terms across Latin American markets. Collaborating with product, marketing, deal management, and partner sales activation teams, the Business Development Leader refines regional go-to-market priorities, develops partner KPIs, and serves as a trusted advisor to sales teams navigating complex commercial discussions with acquirers and merchant acceptance partners.

Areas of Ownership

• Co-develop the product roadmap to address new market requirements and coordinate deployment plans with development teams.
• Partner with sales and commercial operations teams to ensure accurate strategic and business planning, forecasting, territory management, and methodology aligned to the broader merchant sales and solutions strategy.
• Partner with sales, deal management, and partner sales activation teams to drive linkage between acquirer activation success criteria and commercial terms.
• Drive analytic and strategic planning efforts for the acquirer region in partnership with relevant teams.
• Co-lead planning efforts to increase share of wallet and develop strategic framing within the acquirer portfolio and specific client engagements.
• Support local solutions teams to ensure new product requirements are captured with a supporting business case.
• Collaborate within the wider organization to develop and frame regional account strategies and plans to achieve revenue and strategic goals.
• Partner with sales teams to own and drive acquirer sales strategy and support client engagements to position acceptance solutions.
• Drive and influence key value propositions and messaging to partners, and champion positioning of broader services internally.
• Serve as a trusted advisor to sales teams for navigating commercial discussions and deal negotiation strategies with prospective and existing clients.
• Drive the continued refinement and delivery of an adapted sales methodology for accepted partners in the region.
• Develop partner KPIs and reporting views to track and measure performance, and lead regional partner market sizing, analytics, and reporting efforts.
• Evolve and refine regional partner go-to-market priorities and messaging in partnership with sales, marketing, and client delivery teams.
• Drive client engagement and activation strategy in partnership with cross-functional teams to streamline partner delivery and activation, focusing on speeding delivery and improving operational efficiencies.

Technical Qualifications

• Bachelor's degree with 10+ years of work experience, or an advanced degree with 8+ years of experience, or a PhD with 3+ years of experience.
• Experience in financial management and operations in a high-growth sales environment.
• Experience at an acceptance partner or an organization providing acceptance, technology, or enablement capabilities to acquirers, merchants, or technology and independent software vendor partners.
• Proven experience navigating and supporting change programs across functional teams.
• Understanding of Latin American markets and the ability to communicate in a multicultural environment.
• A strategic mindset with the ability to understand regional market trends and penetration tactics, identify key insights, and develop them into business strategies.
• Proven ability to demonstrate leadership, coordination, and project management skills.
• Vision and drive to set direction for commercial go-to-market plans and leverage market insights to differentiate from competitors.
• Successful track record of building relationships and engaging with colleagues across functions, levels, and geographies.
• Experience with sales effectiveness models.
• Proven written and verbal communication skills, including the ability to speak to different constituencies such as product, operations, and sales teams.
• Ability to work with minimal guidance, be proactive, and handle uncertainty and ambiguity.
• Multilingual fluency in English and Spanish; Portuguese is desirable.

The Business Development Leader for AWS's largest enterprise transformation program elevates the selection quality of cloud-ready enterprise customers by defining and deploying targeted sales and qualification processes, developing sales assets, and building training and enablement mechanisms across business development, sales, partner, and professional services teams. Reporting to senior AWS leadership, the Business Development Leader manages pipeline and forecast for the fastest-growing enterprise accounts, presenting progress metrics to senior management and working backwards from customer and field team feedback to continuously improve customer qualification and sales cycle efficiency.

What You'll Do

• Define, build, and deploy enterprise-focused, geography-specific sales and business development campaigns.
• Develop training and enablement mechanisms to engage, support, and scale business development and sales teams across the geography to deliver the value proposition to enterprise customers and partners.
• Set customer discussions via sales and partner teams through proactive expertise and outreach.
• Engage in senior-level customer meetings to discuss business opportunities and explore how cloud solutions can address and resolve customer challenges.
• Establish metrics to measure and track the expected value of the program and field seller awareness, with a continual focus on improving the approach based on those measurements.
• Develop and measure customer qualification characteristics that produce the most meaningful results.
• Prepare and give business reviews to the senior management team regarding progress and metrics.
• Work backwards from customer and field team feedback to continuously improve sales assets, processes, and tools to accelerate the sales cycle and improve customer selection.
• Present at customer events and executive briefings on cloud-powered enterprise transformation.

Position Requirements

• Bachelor's or Master's degree in computer science, business, or a related field; MBA preferred.
• Experience selling to or supporting Fortune 1000 and Global 2000 enterprises.
• Experience developing and executing pursuit strategies targeted to enterprise customers, with a focus on digital or business transformation.
• Experience leading the strategy behind and execution of a large-scale cloud adoption effort.
• Strong experience in senior executive roles within technology, IT services, or professional services companies focused on shaping and executing transformative technology strategies.
• Experience leveraging cloud computing and digital technology to solve enterprise business challenges.
• Experience communicating with both technical and non-technical stakeholders across multiple teams.
• Exceptional business acumen and judgment, with the ability to use technology and business depth to understand customer needs and shape transformation initiatives.
• Strong interpersonal and communication skills, both written and verbal.

As the Business Development Leader for Federal Ventures, this role guides market strategy for U.S. federal government architecture-engineering and staff augmentation programs, leading capture plans, facilitating risk management sign-offs, and maintaining key client relationships across major federal accounts. The federal and business development team relies on this work to maintain situational awareness of contract performance, drive cross-sell opportunities, and ensure regulatory compliance while training staff on methods for identifying federal consultative opportunities and managing portfolio quality across regions and business lines.

Scope of Work

• Identify strategic drivers influencing the marketplace and recommend resource allocations for growth.
• Conduct competitor and small business analyses and coordinate with other business development leaders.
• Develop opportunity targets based on market conditions and client acquisition strategies, negotiate portfolio goals, and keep senior leadership informed.
• Monitor and support sales opportunities, and continually seek to improve overall portfolio quality and optimize across regions and business lines.
• Train other business development and marketing staff on requirements and methods for identifying federal staff augmentation and consultative work.
• Maintain situational awareness of performance across the account every month and develop situational reports when projections are not in alignment.
• Lead capture plans for all pursuits, assist with teaming and negotiating, and ensure coordination with relevant teams for maximum support.
• Facilitate risk management sign-offs, pricing, proposal reviews, and all other unique federal requirements.
• Assist in monitoring program manager performance monthly for achieving bookings against contract capacity.
• Manage key relationships at all major clients and optimize cross-sell opportunities.
• Maintain situational awareness of contract performance, ensure regulatory compliance, personally review all performance reports and rebuttals, and communicate with program and project managers at least monthly.

Knowledge Skills & Abilities

• Bachelor's degree plus 10 years of related business development experience, or demonstrated equivalency.
• Bachelor's degree in architecture, engineering, or a related discipline preferred, with a Master's or PhD preferred.
• 10+ years of experience working with U.S. federal government agencies on architecture-engineering or related programs.
• 4+ years in a business development leadership role.
• Previous experience supporting and leading business development efforts in support of U.S. government staff augmentation programs.
• 4+ years pursuing and managing staff augmentation or management programs.

Business Development Leader coordinates account management and product penetration strategies for an assigned portfolio of retail banking and consumer financial services clients, tracking performance against country KPIs and driving the next phase of growth through advocacy and alliance partner development. The work directly supports the execution of country business plans by championing product and marketing development strategy, establishing non-bank alliance partners and technology service providers, and expanding penetration of existing and emerging products within current and new accounts.

Key Responsibilities

• Manage relationships for a group of assigned accounts and grow overall client volumes across all products.
• Develop and maintain relationships with clients through deep engagements across client organizations and all relevant stakeholders.
• Contribute to the development, production, and implementation of initiatives outlined in country and account plans.
• Gather ongoing intelligence and monitor and analyze competitor strategies, and lead strategic responses to ensure competitiveness.
• Attend to all client queries and issues and provide timely and efficient solutions.
• Develop an understanding of client strengths and opportunities and partner with clients to maximize their business potential.
• Expand the penetration of existing and emerging products within current and new accounts.
• Contribute to the development of functional strategy.
• Champion and lead the product and marketing development strategy, including new product penetration within current and new accounts, and expanding the penetration of existing products.
• Focus on advocacy to lay the foundation for the next phase of growth.
• Establish alliance partners, including non-banks, technology service providers, and merchants, and create new business opportunities for growth.
• Support the execution of the country's business plans and ensure initiatives, budget, and KPIs are consistently met.

Qualifications & Experience

• Degree in business management or a similar field.
• Minimum 12 years of experience in retail banking, cards, or consumer financial services.
• Excellent sales, account management, presentation, and strategic planning skills with a strong track record of client service, strategy development, and execution.
• Proven ability to grow and protect the franchise collaboratively across functions and geographies, and to adapt to market needs and lead change management in an evolving environment.
• Analytical mindset with the ability to analyze situations and offer solutions to problems.
• Strong interpersonal skills with the ability to interact with multiple teams simultaneously, cultural sensitivity, and a global mindset.
• Good time management skills and the ability to work on own initiative and independently.
• Proficiency in Microsoft Word, Excel, and PowerPoint.
• Proficiency in English and Thai, with strong verbal and written communication skills.

The Business Development Leader crafts strategic sales approaches and manages multiple concurrent business development initiatives to drive business expansion for automotive and manufacturing clients, leveraging knowledge of quality systems including APQP, PPAP, and FMEA to distinguish new methodologies and cost-saving opportunities. Reporting to commercial leadership and working alongside field advisors and cross-functional teams, the Business Development Leader builds pipeline forecasts, negotiates and closes business deals, and uses existing and new networks to identify decision-makers and attract clients across the automotive sector.

Core Functions

• Support all business verticals' growth through a strategic approach, identify quick-win opportunities, maintain contact with key customers, and build upon existing and new relationships to drive business expansion through the sales cycle.
• Use business networks, go-to-market collateral, and case studies to attract new customers and clearly distinguish new methodologies and cost-saving opportunities.
• Support existing and new advisors in the field with operational and business challenges.
• Manage existing business clients and ensure satisfaction while seeking new business opportunities to increase sales.
• Plan persuasive approaches and pitches to develop rapport with new clients.
• Create sales KPIs and manage pipeline and forecasts to identify business revenue with a focus on strong margin performance.
• Negotiate, close business deals, and create proposals that match client needs, concerns, and overall objectives.
• Manage multiple business development initiatives concurrently.
• Use existing and new relationships to attract clients by growing and leveraging networks, and identify decision makers within organizations.

Requirements

• Degree in engineering or manufacturing preferred.
• Knowledge of quality and business systems, including Advanced Product Quality Planning, Production Part Approval Process, and Failure Mode and Effect Analysis.
• Knowledge of lean manufacturing and operational excellence, and an understanding of manufacturing processes including digital transformation.
• Strong analytical, numerical, and reasoning abilities with problem-solving skills and the ability to present data effectively.
• Strong interpersonal skills, including written and verbal communication, public speaking, and influencing skills.
• Excellent negotiation skills and listening skills.
• Ability to work in a diverse and dynamic environment and to plan and prioritize activities effectively.

Embedded within a sales and marketing organization focused on building management systems, the Sr Business Development Leader defines segment and vertical growth plans, develops differentiated solutions leveraging the product portfolio, and translates strategic priorities into practical sales playbooks and demand generation activities for local sales teams and channels. Working closely with the customer marketing team and channel partners, the Sr Business Development Leader coaches demand generation and marketing talent, leads rigorous territory and pipeline reviews, and identifies new channel opportunities to maximize new project wins and customer acquisition in target segments.

Strategic Responsibilities

• Define and deploy the strategic plan to win in target segments and verticals by developing a deep understanding of stakeholder unmet needs, market trends, and growth opportunities.
• Develop differentiated solutions leveraging the product portfolio and adjacent technology offerings, working closely with product marketing and local sales teams and channels.
• Ensure specific requirements are fed into product roadmaps and delivered.
• Establish the local teams as segment and vertical experts and thought leaders, and serve as a change agent and innovator in the industry.
• Identify and lead with early adopters of technology.
• Translate strategic growth plans into practical sales playbooks, effective demand generation activities, and value-selling content.
• Lead the rigorous formulation of sales strategy and territory plans, and conduct regular pipeline and key pursuit reviews to grow new project wins and customer acquisition.
• Identify new channel opportunities to drive growth in target segments and verticals, leveraging existing channels.
• Partner with the customer marketing team to define the communication plan and prepare impactful events, campaigns, and sales collateral.
• Coach and support the development of demand generation and marketing talent, and contribute to improving sales culture and behaviors to maximize growth and productivity.

Qualifications & Experience

• 15+ years of professional experience in sales or marketing.
• Strong background in sales, marketing, and new business development, ideally in the building management industry.
• Proven track record in defining growth plans and articulating compelling solutions and value propositions.
• Strong analytical mindset with an in-depth understanding of value selling, sales processes, KPIs, and CRM.
• Strong leadership with a passion for winning, excellent influencing skills, market awareness, and sound business acumen.
• High emotional intelligence with the ability to create a motivating and collaborative environment.
• Ability to work in a multicultural environment and coach sellers for high performance.
• Fluency in English and one other European language, with German preferred.

Reporting to senior leadership, the Business Development Leader manages complex accounts in the Australian defence and security sector, working directly with engineers to shape platforms to mission needs and drafting white papers, proposals, and contracts that articulate complex technical solutions concisely. Partnering with clients and internal technical teams, the Business Development Leader builds and grows existing client business, closes new opportunities, and educates a broader set of stakeholders on the organization's mission and unique approach to hardware and software systems.

Delivery Expectations

• Build and grow existing client business by solving new challenges and closing new business, and manage complex accounts efficiently and precisely.
• Work directly with engineers to build relevant products for client operational needs.
• Work side-by-side with clients to understand challenges and shape platforms to mission needs.
• Draft white papers, proposals, and contracts as necessary, and articulate complex platforms concisely.
• Participate in efforts to educate the broader set of stakeholders on the mission and unique approach.

Background & Experience

• Experience in business development, productization, and contracting.
• Experience managing complex technical projects in government.
• Experience with complex hardware and software systems.
• Knowledge of defence and security acquisition processes and familiarity with Australian defence programs.
• Strong writing and research skills.
• Comfortable with setting and achieving goals in an ambiguous environment.
• An enthusiasm for and broad knowledge of technology development.

Sustained progress on the Net Zero Carbon agenda depends on the Senior Business Development Leader, who manages team sales plans, qualifies and positions decarbonisation solutions with customers, and takes direct accountability for large-scale energy performance programmes delivered on time and within energy-saving guarantees. Operating within the public sector energy services industry and reporting closely to the Managing Director, the Senior Business Development Leader produces compliant bids, maintains client oversight throughout project delivery, and advises regularly on leads, proposal strategy, and critical performance metrics.

Ownership Areas

• Develop expertise in and demonstrate commitment to the Net Zero Carbon agenda.
• Lead multiple priorities simultaneously within a commercial environment.
• Take direct responsibility for team sales plans on a monthly, quarterly, and yearly basis.
• Develop and present monthly business reviews of critical metrics for assigned areas of responsibility.
• Provide business and technical expertise to qualify opportunities and position decarbonisation solutions with customers.
• Maintain a close working relationship with the Managing Director, advising regularly on all leads and agreeing on proposal development strategy.
• Produce compliant bids and manage the initial stages of project production to allow projects to transfer to installation phases.
• Record, monitor, and advise the Managing Director of any issues.
• Take accountability for large-scale programmes of work, delivered on time, within budget, and within energy-saving guarantees.
• Remain the client point of contact and maintain an overview of project performance throughout the works.

Experience & Qualifications

• Experience developing and running large and multiple concurrent projects within the energy services industry, specifically within the public sector energy performance sectors.
• Knowledge and understanding of transitioning buildings to become Net Zero Carbon.
• Excellent verbal and written skills with the ability to communicate technical information to a non-technical audience.
• Strong ability to articulate the value in reducing carbon, energy, and fuel bills.
• Ability to manage, influence, and collaborate with both internal and external partners at all levels.
• Experience working directly with end-user clients.

A key member of the aerospace and defense business development team, the Business Development Leader strengthens the organization's position in thermal systems and STEM-driven product markets by capturing new business opportunities, managing trade show representation, and crafting proposals for DoD and industrial customers. Collaborating across technical, marketing, and program management functions, the Business Development Leader drives project funding from SBIR, STTR, and advanced research and development programs to advance innovation from concept to market entry.

Work Activities

• Identify and implement business development projects relating to standard and new products.
• Assess markets, interface with customers, and generate and maintain new business forecasts.
• Aid in capture and proposal management by providing key themes, customer priorities, and price-to-win analysis.
• Represent the operational unit at trade shows, seminars, and press relations activities.
• Develop and disseminate information on a continuous basis to all pertinent parties concerning the fulfillment of project goals and objectives.

Minimum Qualifications

• Bachelor's degree in science, technology, engineering, or mathematics.
• Master's degree in a STEM field with 3 years of relevant experience.
• 5 years of aerospace, defense, or product development industry experience.
• Experience with thermal systems, with emphasis on two-phase devices including heat pipes, associated equipment, and radiator panel structures, manufacture, and test.
• Experience facilitating and participating in process improvement efforts and working within cross-functional teams.
• Project Management Professional and/or Professional in Business Analysis certification.
• Ability to obtain and maintain a DoD Top Secret and/or SCI clearance.
• Strong business acumen with a proven track record of providing innovative solutions.
• Excellent communication skills.

Sustained revenue growth in construction and manufacturing markets depends on the Business Development Leader, who manages a prospect pipeline through networking, cold calling, and emailing while directing commissioned representatives and maintaining advertising arrangements to drive consistent lead flow. Serving as a subject matter expert on company products, the Business Development Leader qualifies prospects, cultivates client relationships from first contact through deal close, and applies multiple sales techniques to meet sales goals.

Performance Expectations

• Connect with potential clients using networking, cold calling, and emailing.
• Serve as an active conduit between the company and potential customers until a project has materialized.
• Qualify prospects and ensure they are quality leads.
• Maintain information, timelines, and volume information in reporting systems.
• Generate new leads by stimulating and capturing interest in company products.
• Serve as a subject matter expert on products to answer customer questions and suggest solutions.
• Cultivate productive relationships with customers from first contact until the deal is closed.
• Maintain relationships with, and direct the efforts of, commissioned company representatives.
• Maintain advertising arrangements and lead the creation and development of advertising campaigns.

Required Qualifications

• Bachelor's degree in marketing, business administration, or a related field preferred.
• Proven work experience as a business development representative, sales account executive, or similar role, with a proven track record of meeting sales goals.
• Knowledge of the construction field desired.
• Experience in manufacturing would be an asset.
• Hands-on experience with multiple sales techniques.
• Excellent communication, interpersonal, and negotiation skills with the ability to create and deliver engaging presentations.
• Highly motivated with a high level of persistence to pursue opportunities and a strong ability to find common ground and build rapport with prospects.
• Ability to create, maintain, and source marketing and sales materials and presentations.
• Ability to quickly adapt to any situation.
• Engaging, energetic, and positive attitude with a desire to grow within the role.