Business Development Director - ServiceNow (Toronto)

The Business Development Director is responsible for leading all aspects of the sales process, including systematic prospect targeting, strategic client growth, development of opportunity specific sales strategy, selection of pursuit teams and "quarterbacking" the entire sales process. The business developer will concentrate on selling ServiceNow consulting services. This individual will build and maintain strong sales pipelines and forecasts associated with substantiated opportunities, prepare, and facilitate presentations/proposals as well as close sales and finalize agreements with clients. This role will work closely with various teams in leading growth efforts through direct prospecting, networking, attendance and participation with various industry and professional groups and networking associations.

The individual will be joining a highly sophisticated North American sales team and will have all the necessary resources to be set up for success. This career opportunity provides a competitive base salary along with a lucrative, uncapped incentive compensation plan. We are looking for a candidate that has a proven track record in selling ServiceNow with proven success in selling consultative services.

Responsibilities:

• Sourcing and qualifying opportunities with companies currently not served by the firm, with a particular focus on ServiceNow

• Responsible for developing and executing the sales plan and process, including coordination of all necessary internal and external resources to best position the firm to secure the business

• Work with proposal team to craft professional and persuasive proposals, with a strong emphasis on the level of detail required for public sector procurements

• Active networking with contacts, professional affiliations, industry groups and related Centers of Influence

• Work with industry team leaders to identify and target key companies within the industry team they support

• Support client server teams in cross-selling additional services to existing clients where appropriate

• Work closely with marketing resources to develop effective, targeted go-to-market plans

• Work closely with North American Sales Organization management to provide ongoing, current feedback relative to market opportunities

• Work closely with ServiceNow Alliance Managers and RSM’s delivery leadership to align sales pursuits with delivery capabilities, co-sell strategies, and go-to-market planning.

Basic Qualifications:

• Minimum of 8+ years of experience with demonstrated success in selling professional services to corporations with revenues ranging from $20 million to over $1 billion

• Minimum of 2+ years of previous experience selling ServiceNow

• Strong business acumen

• Demonstrated experience leading complex sales processes that involve multiple team members and multiple decision makers through to the deal closing

• Demonstrated network of Centers of Influence that could be leveraged to identify opportunities

• Successful relationships with field sales representatives / Account Executives at ServiceNow

• Ability to actively participate in the proposal and Statement of Work creation process

• Experience leveraging a CRM tool for report generation and sales tracking

• Prior experience leveraging social media technologies for networking purposes

• Excellent influence and negotiation skills; strong executive presence

• Must be motivated and self-disciplined; must possess strong time management skills

• Travel is required (local and overnight when appropriate)

Preferred Qualifications:

• Active network of C-level contacts

• Demonstrated community involvement and activity with industry associations

• Proven experience engaging with clients in the public sector, financial services, and public sector consumer products industries

• Exhibit exceptionally strong communication, presentation, analytical and organizational skills

• Experience working for Big Four or other national firms a significant plus