Description : The Digital Transformation Business Development Director supports PSS and Operational Certainty Consulting in uncovering, developing, and closing demand creation opportunities in the area of IIOT and Industry 4.
0 for the process industry. Working hand-in-hand with sales team and channel partners, strategic account leads, competency practice leads and Business Development Managers, these Business Development executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.
Job Responsibilities : The Digital Transformation Business Development Director is responsible for selling the products and services required to provide comprehensive solutions to new prospective clients and, in select situations, existing clients.
As a Business Development Director you will :
Leads business development efforts within the core accounts for digitization opportunities.
Works with AP country Sales and OpCertCon Competency Practice leads to identify potential clients for targeting.
Develops understanding of PSS and OpCertCon IIOT value propositions, and integrated solutions to be conversant in their capabilities.
Understands market segmentation of target clients and potential fit with PSS platforms, service lines and market offerings.
Develops understanding of target client’s buying patterns based on industry knowledge, relationships, prior experience, etc.
Leverages your strong and deep network of industry executives to access decision makers, influence budget cycles and secure foundational business for PSS.
Identifies target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities.
Screens opportunities and engage appropriate BDD and Competency Leads for follow up conversations as needed.
Develops overview materials to support initial meetings / conversations.
Leads / quarterbacks preparations for more serious sales meetings and orals for qualified opportunities.
Provides support to core accounts as needed for critical opportunities.
Identifies opportunities (sole source / up for bid) and evaluate opportunity alignment with client strategy.
Identifies and aligns appropriate firm resources to pursue, win, and manage opportunities.
Contributes to pursuit processes by leveraging relationships for insights and influence, including determining win themes, aligning messaging with client needs, supporting proposal / orals materials preparation, and participating in the orals session as appropriate.
Responsible for Industry Expansion and Relationship Building.
Identifies ways PSS can expand / enhance visibility across the industry at key events.
Works with competency lead to develop OpCErtCon’s strategy for leveraging industry conferences and events (e.g., which events, which clients, which topics).
Identifies key relationships across the industry which would benefit OpCErtCon and develop plan to cultivate those relationships.
Utilizes Emerson eminence - including thoughtware, events, trainings, conferences, and memberships to build and enhance relationships.
Utilizes available offerings to develop and participate in activities and events focused on shared values and mission.
Leads detailed planning for key industry events to determine consulting participation, client targets, etc.
Participates in key industry events to build relationships and develop business opportunities.
Competency Practice Support
Supports IT / Data Management Competency Practice lead in developing practice plans during annual planning process.
Leads development of close the gap plan.
Participates in Practice Lead cadence calls and in person meetings, assist with planning and preparation as needed.
Job Requirements :
Degree in Engineering, Computer Science or other technical discipline; MS or MBA an advantage.
With more than 5 years’ experience managing complex clients characterized by long business development cycles and significant dollar transactions.
Strong business development management knowledge and / or experience.
Proven consistent track record of delivering multimillion dollar revenue per annum.
Existing and / or evolving in-depth understanding of the functions they represent, the marketplace for OpCertCon services, clients' businesses and competitors.
Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries (min 1 target industries).
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients.
Ability to develop and utilize pre-existing network of clients or contacts in the marketplace.
Lead or support practice sales management activities.
Experience managing internal demand creation activities to ensure consistent approach to marketplace across geographies and industry groups.
Experienced with a complex pursuit process, proposal development and oral presentations that win new business.
Adept at making presentations.
Ability to work in a multi-layered matrix organization serving many leaders.
Success in working closely with service line leaders, partners, practitioners and other senior executives to develop strategies and tactics that drive targeting programs and win business.
Knowledge and experience in some of the Key AI platforms, e.g. IBM Watson, Microsoft Azure, Google Api.Ai, Facebook Wit.Ai.
Experience in working at major technology consulting firms, AI technology firms.
Experience in and understanding of data and information management, especially Big Data trends.
Able to explain technical concepts in a non-technical language.
Imagine being surrounded by intelligent, driven, and passionate innovators all working toward the same goal to create groundbreaking solutions that leave our world in a better place than we found it.
Emerson is a global technology and engineering company providing innovative solutions for customers in industrial, commercial, and residential markets.
Our Emerson Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production, protect personnel and the environment while optimizing their energy and operating costs.
Our Emerson Commercial and Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency, and create sustainable infrastructure.
A dynamic environment is what you’ll discover at Emerson, a Fortune 500 company with $14.5 billion in sales and 155 manufacturing locations worldwide.
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Whether you’re an established professional looking for a career change, an undergraduate student exploring options, or recently received your MBA degree, you’ll find a variety of opportunities at Emerson.
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