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Job Information
Job title

VP Business Development

Company Cambridge
Wage between $0.00 - $0.00 Annually
Location United States, Virginia, Arlington
Employment type Full Time
Education Bachelor
Year Experience 3 - 4 Years of Practical Experience
Travel None
Published on 2/26/2006
Description
Job Description: Roles and Responsibilities

Primary Responsibilities
· Responsible for establishing, building and managing senior level, including C-level, client relationships that will result in the sale of Sapient business and technology consulting services through consultative selling
· Bring new ideas to the client that will deliver value to their business and position Sapient as a strategic partner
· Overall accountability of the sales process for their target accounts
· Connect, encourage, question, confirm progress and provide information with the customer, creating a clear, positive image of one's self, Sapient, and our services
· Use best practices in account relationship management processes, including account planning, opportunity development, new buying point expansion, and executive relationship development
· Demonstrate leadership, team building, proven sales performance, executive relationship skills, and the ability to develop and implement sales and marketing plans to achieve business growth with existing and new clients within an industry
· Success in this position will be determined by revenue contribution and conversion rates to include both new prospects to closed business as well as expansion of existing relationships through additional account penetration.

Secondary Responsibilities
· Learn and use Sapient's sales force automation system for contact management, activity management, and opportunity forecasting and pipeline management
· Frequent overnight and occasional overseas travel is required
· Roles that can be filled by someone in this title
· Relationship Manager
· Business Development Lead
· Client Executive

Education
Degree
BS degree or equivalent required, graduate degree desired

Discipline
Experience (coming into the title)

Industry: A proven track record and 7 years experience in selling professional services environment
Years of Experience: At least 15 years of overall work experience in the technology or business industry

Project:
· Experience selling into Fortune 500 companies and C__ level executives
· Ability to deliver against a $10 million annual quota for delivered revenue
· Demonstrate past success in developing a market with little existing business
· Specific industry experience at establishing, closing and expanding relationships that lead to complex multi-million dollar engagements
· Relevant client and industry knowledge/ experience and subject matter expertise (e.g. CRM)
· Outstanding oral and written communication and messaging skills
· Strong team player
· Highly organized and capable of handling several projects simultaneously
· Excellent business building and leadership skills
· Ability to self manage and support (i.e. Administrative SFA etc)
· Team management experience

Technology
Required: Working knowledge of office tools- i.e. Outlook, Word, Excel, PowerPoint


Promotion Criteria

· Same criteria as for Director promotion apply, however with company-wide or BU-wide sphere of influence, and additional details below
· Core value and core skills progression - Teaches and Inspires in Core Values, Excels proficiency in Core Skills
· Meets expectations in Domain Skills
· Contributes successfully to Sapient as a whole
· Successful Business Development, with increased scope and seniority of relationships

Domain specific:
· Same criteria as for Director promotion applies, however with larger sphere of influence, and additional details below
· Successful Business Development
· Performance against target (past 24 mos.) = 75% or above
· Plan/ Project/ Manage mix in selling (if available)
· New clients/ new buying points and revenue associated with the above = at least 2 per year
· Recurring revenue = 25% of total results (soft target)
· Contribution Margin = greater than 45%
· # of projects referenceable = 90%
· Yrs of experience (in selling and/or industry)

Training required: Consultative Selling Skills

Core Values:
Client-Focused Delivery
·

Experience/Skills
See above

Other desired skills:
VP Business Development
This job has expired.