Our client, a leading technology vendor in a rapidly developing market, is looking for a VP of Business Development. This position will be located near Dallas, TX
The firm is seeking a leader to drive revenue through innovative investments, acquisitions and technology and channel partnerships, as well as increased overseas markets share. As part of the sales management team, this position will be involved in all business issues and strategies relating to the operations of the company as well as the long term planning.
Duties and responsibilities include developing and executing business partnerships strategies to drive sales within the Enterprise, Government and Law Enforcement markets.
Responsibilities will cover all facets of strategic business development, identifying new market opportunities for partnerships and OEMs, identifying partners, initiating conversations, enumerating requirements, negotiating terms, and closing deals.
Work with executive management and BoD on investments, acquisitions, licensing, technology alliances and channel partnership strategy and execution. Research and prioritize non-core opportunities.
Drive revenues from the joint ventures by creating a pipeline of deal referrals via the technology and strategic alliance partner, via channel sales, lead generation and field sales teams.
Build a sustainable partner ecosystem with systems, processes and resources to maintain revenue, customer and market share growth.
Work with Executive management in decision support, by developing and optimizing data-driven measurement of partnership success. Build an effective sales dashboard comprised of a suite of Metrics and KPIs, measuring activity viz. products, customers, partners, and OEM/ISV developers.
Negotiate OEM / BD deals terms: Build joint ventures from scratch including definition of terms and condition, pricing, and revenue sharing. Negotiate mechanics for successful partnership including joint selling, lead sharing, sales training and co-marketing.
Build channel and distribution partnerships in overseas markets, including LATAM, APAC, EMEA/MENA and elsewhere.
Education, Experience and Skills Requirements
MBA strongly desired
MUST have experience working with Information technology vendor. Prefer some startup background.
10+ years of business development experience .
MUST have experience closing deals with OEMs, VARs, systems integrators and technology vendors, whether they’ re global MNCs, or VC- or PE -backed startups.
A clear proven understanding of OEM agreements, development partnerships, and co-selling relationships .
Demonstrated ability to lead effectively in a small and collaborative environment to deliver against ambitious targets .
Executive level strategy, communication, and presentation skills .
Results-orientation and strong decision making skills with the ability to prioritize multiple objectives and meet aggressive deadlines .
Excellent people management and interpersonal skills .