Director of Business Development

Burroughs, Inc.

15d•Remote

About The Position

The Director of Business Development leads and oversees all business development, current account sales, and related activities within the Retail automation technology and crypto sector; including front-of-store Self-serve and real-time retail. This role is accountable for driving revenue growth and achieving organizational sales targets by directly contributing to BizSev efforts, all within the framework of established policies, strategies, and quotas. Responsibilities also include disciplined CRM, pipeline and funnel management activities as independent contributor and making necessary adjustments to improve outcomes using key sales indicators (KSIs) to assess the effectiveness of sales / support strategies in achievement of quota targets. Essential Functions/Key Responsibilities: Primary focus on developing and optimizing internal methodologies, strategies, and processes to enhance the efficiency of all business development activities, as well as to strengthen go-to-market execution for the assigned application segment and industry vertical. Initiate and lead the Retail / Store Ops-focused Sales and BizDev efforts, with responsibilities including sales forecasting, activity reporting, and customer success team member coaching toward supporting sales targets. Primary responsibility is to drive Annual Contract Value (ACV) revenue growth by meeting defined bookings targets, while also supporting broader objectives related to total contract value over the contract term and overall margin contribution. Drive new business development by establishing relationships with previously untapped accounts (“new logos”) through coordinated efforts with the sales team. Collaborate with vendor partners, internal brands, and cross-functional teams to design and implement services-led solution strategies that address customer challenges and deliver measurable business outcomes. Manage and grow both new and existing client relationships (as may be applicable) to expand market share and maximize the value of the Burroughs services portfolio through strategic cross-selling and up-selling initiatives. Engage C-level executives, key decision-makers, and influencers with a consultative and strategic communication approach to position value-driven solutions. Ensure consistent and effective use of CRM tools (HubSpot) across the sales team to maintain accurate records of leads and opportunities, while personally managing and reviewing CRM data on a weekly basis. Develop and execute targeted BizDev and marketing campaigns to support and exceed company revenue and growth objectives. Works with Sales management and Bid Desk (pricing) to develops opportunity cost models for Burroughs senior management review (as required) Foster a customer-centric culture across all touchpoints, consistently upholding a professional and solutions-oriented company image.

Requirements

Advanced understanding of sales cycles.
Possess a strong selling ability and is quota/goal achievement driven
Knowledge of marketing automation and emerging AI selling tools
High focus on account strategic planning.
Strong knowledge of Microsoft Suite of products (PowerPoint, Excel)
Articulate in interpersonal communications with internal and external customers
Strong organizational skills and ability to prioritize tasks in a fast-paced environment
Ability to generate respect and trust from team, internal constituents and customers
Strong negotiation, conflict management & customer service skills.
Ability to build long lasting relationships and act as trusted advisor.
High degree of personal integrity and professionalism
Minimum of 7 years of experience selling services within the Retail segment or attached sectors, with a strong track record of direct customer engagement and/or selling OEM services and technology through a channel based GTM methodology.
Bachelor’s degree or equivalent relevant experience is required.
Deep understanding of service-based sales offerings, including hardware maintenance, project-based services, and Managed Service delivery models.

Responsibilities

Developing and optimizing internal methodologies, strategies, and processes to enhance the efficiency of all business development activities
Strengthening go-to-market execution for the assigned application segment and industry vertical
Initiating and leading the Retail / Store Ops-focused Sales and BizDev efforts, with responsibilities including sales forecasting, activity reporting, and customer success team member coaching toward supporting sales targets
Driving Annual Contract Value (ACV) revenue growth by meeting defined bookings targets
Supporting broader objectives related to total contract value over the contract term and overall margin contribution
Driving new business development by establishing relationships with previously untapped accounts (“new logos”) through coordinated efforts with the sales team
Collaborating with vendor partners, internal brands, and cross-functional teams to design and implement services-led solution strategies that address customer challenges and deliver measurable business outcomes
Managing and growing both new and existing client relationships (as may be applicable) to expand market share and maximize the value of the Burroughs services portfolio through strategic cross-selling and up-selling initiatives
Engaging C-level executives, key decision-makers, and influencers with a consultative and strategic communication approach to position value-driven solutions
Ensuring consistent and effective use of CRM tools (HubSpot) across the sales team to maintain accurate records of leads and opportunities, while personally managing and reviewing CRM data on a weekly basis
Developing and execute targeted BizDev and marketing campaigns to support and exceed company revenue and growth objectives
Working with Sales management and Bid Desk (pricing) to develops opportunity cost models for Burroughs senior management review (as required)
Fostering a customer-centric culture across all touchpoints, consistently upholding a professional and solutions-oriented company image