Director of Business Development

Santa Clara, CA

Full Time

Experienced

LotusFlare (www.lotusflare.com), based in Santa Clara, California is an innovation led technology company specializing in digital transformation solutions targeted at providing accessible connectivity services across the globe. LotusFlare DNO Cloud (Digital Network Operator Cloud | LotusFlare) provides a cloud commerce and monetization managed service that serves as a digital business support system (BSS) for Communications Services Providers (CSPs).

We are seeking a dynamic and accomplished Director of Business Development to drive the expansion of LotusFlare’s business in the Americas. You will contribute to LotusFlare’s sales and business development initiatives in the Americas with the goal of adding new accounts to our business and growing existing accounts.

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

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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

Apply for this position