Sales Director

Business Development Director

The Business Development Director (BDD) will focus on winning new clients and large deals through sales pipeline development, deal pursuit and deal closure for the Mining and Public Sector Industry Group.

The BDD role is customer facing and accountable for origination-to-closure of IT and consulting service deals.

The BDD will build credibility to gain market share for LTM and is the go-to point of contact for the end-to-end sales cycle with clients for must-win and other assigned accounts. Additionally, the BDD collaborates with relevant LTM service lines, pre-sales and delivery teams (including global and cross-regional teams) to structure value proposition proposals and negotiate contracts for clients in regulated industry segment.

The ideal candidate would have successful sales experience and proven ability to build long-term rewarding relationships across all levels of an organization including CXO levels within enterprise and government environments.

Key Responsibilities

• Promote and sell LTM portfolio for digital transformation and IT services. Originate, qualify and acquire new clients across Mining companies, State-Owned Enterprises and Government institutions.

• Communicate and demonstrate the value LTM brings in solving business and IT problems for clients. Understand client requirements and expectations within operational, regulatory and citizen-service driven environments.

• Partner with pre-sales teams to develop in-depth understanding of LTIMindtree products, related solutions and knowledge of the Mining and Public Sector domains to craft client solutions to drive a successful sales engagement.

• Identify prospective clients and create a go-to-market plan for the must-win and assigned clients. Generate business from campaigns and plans to penetrate competition accounts, new accounts and build a platform to scale accounts into multimillion dollar engagements.

• Lead structured deal pursuits and coordinate multi-tower solution teams (consulting, applications, cloud, infrastructure, data & managed services) to shape opportunities into large engagements.

• Achieve net new revenue, profitability, collection targets and quarterly and annual targets across the mix of LTM Business. The goal is to close 2-4 deals each year to achieve sales target.

• Achieve high customer satisfaction, references, and case studies to support future sales.

• Liaise closely with the LTM delivery teams (including distributed/global delivery teams) to provide pre- and post-sales support and assistance to client to build a foundation for growth.

Experience Required

• Min 12+ year of experience, proven track record in opening and winning business at new client accounts and in winning new business from existing accounts

• Proven track record of successful new logo deals in the $5m to $20m range

• Demonstrated history of regularly achieving multi-million sales quotas

• Understanding of the sales life cycle including demonstrated ability to build/close a funnel/pipeline over an extended period

• Experience selling a broad IT service portfolio encompassing consulting, applications development and maintenance, testing, Data, Ai and infrastructure management services into new accounts

• Good knowledge of Mining and/or Public Sector markets and key business drivers

• Experience working within complex stakeholder environments including regulated or compliance-driven organizations

• Excellent communication skills, confidence and demonstrated ability to build relationships at all levels including at the CxO level

• Consultative sales style, creative thinking with a pragmatic approach

• Experience working collaboratively with marketing teams and internal key stakeholders across multiple service lines

• Analytical and keeps up to date with market and technology trends

• Experience with onsite/offshore delivery models and working in a multi-cultural environment

• Results orientated and highly organised