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Orion Innovation is a premier, award-winning, global business and technology services firm. Orion delivers game-changing business transformation and product development rooted in digital strategy, experience design, and engineering, with a unique combination of agility, scale, and maturity. We work with a wide range of clients across many industries including financial services, professional services, telecommunications and media, consumer products, automotive, industrial automation, professional sports and entertainment, life sciences, ecommerce, and education.
Business Development (BD) & New Client Acquisition
- As Sales leader your role will be to pursue end to end GTM strategy from pursuit to closure
- Net New (Targeted list in the region/market aligned to Industry segment and Orion’s strategic growth objectives for Prof Svcs Veritcal)
- Named Accounts (Targeted list or accounts in particular industry sub segment of focus)
- Prior MSA (Orion could have prior relationship) but no/minimal existing book of business
- Build, train, and mentor a growing sales team with a hands-on approach.
- Operate as a Player/Coach to ensure current understanding of challenges and opportunities.
- Identify where improvements can be made and develop sales plans and strategies to achieve and exceed goals.
- Establish measurable success metrics and motivate the team to meet and exceed sales goals.
- Developing, leading marketing campaigns designed to generate leads and new qualified opportunities within customer segments/micro verticals and named account list
- Pipeline management – maintaining accuracy of sales management system to document the status of campaigns, leads, and qualified opportunities
- Mapping of client/prospect business, their technology & operations needs to Orion’s capability areas.
- A solid understanding of prospect’s IT spends aligned to business/technology priorities,
- Competitor landscape and key winning propositions
- Shaping Orion’s digital mindshare with prospect, messaging Domain led Digital solutions and services capabilities that address specific problem areas, challenges & pain areas.
- Engaging with internal teams in constructing the solution scope, pricing estimates, presenting those solution proposals to client / prospect and consulting with client/prospect in explaining benefits, execution methodologies associated with the solution scope
- Leading consulting/discovery/solution design/estimations/costs during the opportunity bid process
- Own the entire prospect to opportunity closure operations process –
- Business Development, Hunting Targets
- Monthly / Quarterly forecasting,
- Opportunity / Pipeline management process (P0 to P5)
- NDA/MSA/contracts
- SOW(s), Invoices
- As a business development leader, he/she will be responsible for developing alliances & partnerships that may be required for teaming up for purposes of a sale / initiative to provide or augment) Orion’s capabilities in:
- Advisory/consulting
- Solution design
- Execution capabilities
Skills and Experiences:
Highly Networked, Thought Leader with deep experience in opening new markets, new logos or named accounts
- This role requires solid experience of hunting, passion to open new markets or Key industry segments within Professional Services area. Experience with the following a major plus. (Audit/Accounting/Tax/Advisory).
- The role also requires being a strategic advisor, provide management consulting becoming a coach / guide to key Stakeholder’s to drive Digital Transformation initiatives.
- You have strong understanding of
- macro & micro trends, customer preferences, marketplace challenges, emerging business models, regulatory impacts, geo (US)
- impact of various technologies & methodologies (Digital Experience, Cloud, DevSecOps, Data, Agile, Automation, AI/ML, IOT) and key enablers of Digital Transformation & Global Delivery
- This leader will need to contribute to Digital marketing efforts to expand mindshare for Orion’s Domain Led Digital Transformation solutions offerings / assets through
- Industry Webinars, Podcasts
- Marketing Campaigns, roadshows etc.
- Requires ability to construct project bids, multi-year digital transformation deals, Digital PODs with solid understanding of Design & Tech, co-development, co-innovation, co-sourcing models
- Requires significant interaction with business, technical, operations stakeholders.
- Communication will be a key
- Requires good understanding of Digital Transformation, relevant technologies, industry leaders in Sales & Services (e.g. CRM), Digital Experience Platforms, Cloud, Infrastructure Services, API Management, DevOps, Data/Analytics, RPA/Automation, Customer Experience, UX, Managed Services, Application Services
The ideal candidate is a leader who has
- Demonstrated success in leading engagements of all sizes from inception through completion in a fast-paced entrepreneurial environment
- Is a Sales Athlete, passionate about business development, opening new markets
- Is articulate and readily adapt his/her style and message appropriately to their audience
- Understands how to navigate complex client environments and situations. Is Skilled at defining, communicating, clarifying, and driving change and action
- Is a thought leader, adept at leading digital transformation journey.
- Can lead and engage with teams with diverse backgrounds and inspire performing teams
- Works with cross functional peers accountable for success in delivering outcomes and high-quality customer experience
- Balance focus on hyper-growth and revenue generation with clear ability to meet BD targets & profitability goals
Orion is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, citizenship status, disability status, genetic information, protected veteran status, or any other characteristic protected by law.
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