Head of Business Development – Enterprise Marketing Solutions
Digital Strategy/Marketing Services Division of Professional Services Firm
The Company
Our client is a leader in digital strategy and execution in leading corporations, government and consumer organizations. The Head of BD will be responsible for uncovering, nurturing, and closing sales opportunities to meet/exceed bookings and revenue targets. Working hand-in-hand with Partners, Principals and Managing Directors, the Head of Business Development and their team will 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.
Position Title
Head of Business Development – Enterprise Marketing Solutions
Reporting
This position reports to – Managing Director, Enterprise Marketing Solutions
Location
This position has broad geographic flexibility and can be located in several Mid-Atlantic, Southeast or Midwest cities preferably including Atlanta, Charlotte, Chicago, Dallas, NYC, or Washington DC
Summary
Our client is looking for a top-performing Head of Business Development to pursue and win clients within its Consulting practice with a focus on enterprise digital marketing services (data management/orchestration, e-commerce implementation and optimization, campaign management, and omni-channel analytics and data). The ideal candidate is a business development leader that has an entrepreneurial spirit, relevant industry and marketing technology and services experience, and a consistent track record of building great selling teams and meeting/exceeding goals.
Responsibilities
- The Head of BD is responsible for building and leading the team and go-to-market plan to develop and win pursuits for the team across the US. The role involves:
- Creating awareness, building relationships with key marketing executives, and develop/pursue leads
- Supporting direct marketing campaigns – including following up on tele-marketing efforts
- Assisting Partners/Principals/Managing Directors and consulting teams to qualify and win opportunities
- Creating strategic and tactical plans to uncover and close a range of revenue projects
- Infiltrating and influencing decision-makers at the highest levels within accounts
- Leveraging Executive level relationships, and create and pursue selling opportunities
- Demand and execution management, i.e., work with the consultants and delivery groups to determine the solution details and approach
- Fostering teamwork, building relationships, and developing internal and external alignment
Qualifications:
- Successful track record of business development, selling enterprise-level marketing solutions within assigned territory, industry and/or country-level accountabilities
- Work experience with leading marketing technology and/or performance-based marketing service/agency providers such as Merkle, Acxiom, Harte Hanks, Precision Dialog, Experian, Sapient Nitro
- Possess a minimum of 10 years’ experience building/leading serially successful sales/business development teams, and acquiring and managing complex clients
- Experience selling high end, project-based professional services and/or recurring revenue-based managed services, characterized by long sales cycles and both large and small dollar transactions
- Significant business relationships with senior client executives
- Ability to work as a team player
- Strong presentation skills
- Good knowledge of major marketing software/cloud platforms in the marketplace
- An ability to gain access and influence decision-makers at the highest levels in client organizations
- Experience crafting and executing strategic and tactical plans to close large revenue projects
- Success in both large, matrixed enterprises and smaller, entrepreneurial businesses
- Experience selling both tangibles and intangibles
- Willingness to travel up to 70%
- Undergraduate degree required
Preferred:
- Advanced Degree
Compensation
As our client is seeking an outstanding individual for this important position, they are offering an attractive compensation package including base salary, discretionary cash bonus, long-term incentives, and excellent health and welfare benefits.
Contact
Executive Connections LLC is handling this retained executive search on an exclusive basis. For additional information, please contact:
Jeff Gundersen – CEO
941-323-8300
jgundersen@executiveconnectionsllc.com
Karen Lithgow – Managing Director
201-456-7900
klithgow@executiveconnectionsllc.com