Director of Business Development

Responsibilities

Responsible for identifying, qualifying and advancing opportunities based on their probability and potential value within assigned accounts or territories

Develop and maintain relationships with executives in the telecom, cloud and system integrator (SI) domains in the Americas to build brand access and access to opportunities

Proactively identify ways for LotusFlare to bring more value to the client through its software, services, and other assets

Develop a thorough understanding of a prospect’s or existing client’s short-term and long-term strategic requirements, goals, and challenges while identifying potentially relevant LotusFlare solutions

Develop and recommend strategic and tactical sales plans for assigned accounts

Fully understand the customer's business challenges, culture and environment : specifically market trends, future technology, competition and partners that may affect the customer's business

Develop a trusted advisor relationship with key client executives and be viewed as a reliable focal point for business and systems issues

Lead the commercial discussions with the customer, in alignment with LotusFlare’sr business standards and partnering closely with internal stakeholders as it pertains to all contractual agreements

Responsible for achieving annual sales, revenue, and profitability targets identified by Commercial Leadership

Collaborate with sales leadership and other stakeholders to develop successful sales strategies for each opportunity

Work cross-functionally with LotusFlare product, sales engineering and commercial teams to drive pursuits across client engagement, solution development, deal response, contracting and closure

Prepare reports on BD status to communicate the progress of weekly initiatives to internal stakeholders

Requirements :

8+years experience in enterprise sales, business development or account management function

3+ years of experience working for an enterprise software company that sells into CSP

Knowledge of the telecommunications industry, particularly BSS, OSS or Cloud technologies. Consultative selling skills with an understanding of market insights

Demonstrated experience in identifying and winning multimillion dollar system integration / technology solution deals and consistently meet or beat sales quotas

Ability to build relationships at multiple levels within the client organization

Successful examples of full-lifecycle sales experience with complex technical solutions

Demonstrated ability to negotiate win-win agreements with clients

Creative “out of the box” thinker that can identify innovative solutions and sales strategies to achieve differentiation for LotusFlare

Strong bias for action and will aggressively pursue opportunities and navigate external and internal obstacles

Ability to analyze data and translate it into professional sales presentations

Strong negotiation skills for creating contractual agreements

Capable of working in a matrixed corporate environment

Executive presence with excellent verbal and written communication skills

Exposure to project management and client delivery

Comfortable with demos, RFPs, contracts, SOWs, POs, invoices and the ‘nuts and bolts’ of commercial sales for enterprise software projects

Some travel expected (about 15%)

Established ‘Rolodex’ of contacts in CSP space and industry partners

Flexible to be able to work across global timezone as needed

About :

At LotusFlare, we attract and keep amazing people by offering two key things :

• Purposeful Work : Every team member sees how their efforts make a tangible, positive difference for our customers and partners.
• Growth Opportunities : We provide the chance to develop professionally while mastering cutting-edge practices in cloud-native enterprise software.

From the beginning, our mission has been to simplify technology to create better experiences for customers. Using an “experience down” approach, which prioritizes the customer's journey at every stage of development, our Digital Network Operator™ Cloud empowers communication service providers to achieve valuable business outcomes. DNO Cloud enables communication service providers to innovate freely, reduce operational costs, monetize network assets, engage customers on all digital channels, drive customer acquisition, and increase retention.

With headquarters in Santa Clara, California, and five major offices worldwide, LotusFlare serves Deutsche Telekom, T-Mobile, A1, Globe Telecom, Liberty Latin America, Singtel, and other leading enterprises around the world.