Business Development Director - Hi-Tech Industry

Publicis Sapient (“PS”) is a leader in digital transformation space, helping the best brands in the world get to their future, digitally enabled state, both in the way they work and the way they serve their customers. Fueled by a recognized heritage in large-scale IT and engineering, we combine market leading capabilities in strategy, technology & engineering, platforming, experience design and more. We deliver Idea through Execution across the ten business sectors in which we operate.

As digital pioneers with 20,000 people and 53 offices around the globe, our experience spanning technology, data sciences, consulting and customer obsession is amplified by our parent company, Publicis Groupe, the world’s largest multi-national communications and marketing organization. Our culture is one of curiosity and relentlessness, and we embrace diversity and reward imagination. We seek achievers, leaders and visionaries, and our team looks to each person to bring skills and passion to help our clients solve their biggest business challenges.

Publicis Sapient will continue to grow exponentially in this pivotal time in history, driven by the transformation of our own Growth Force, which is comprised of Strategic Sales executives, Client Partners, Partner Sales Executives, and other go-to-market roles. Our mission is clear: lead Publicis Sapient’s growth to achieve 3x revenue by 2025 and beyond.

The Company growth is fueled by our clients, the work we do for them and the value we bring to them. We are seeking seasoned Strategic Sales Executives to join our team to drive new business at existing clients, new clients within the Hi-Tech industry we serve and those ahead. For new opportunities a strategic sales approach is expected where you will (often be) the PS representative and will be responsible for forming the teams to progress the opportunities. You will work with a Client Partner to bring opportunities to closure and transition to delivery. You may work existing clients to help execute a growth-based Strategic Sales on behalf of the Client Partner. You will bring the full capabilities of PS to our clients to expand and grow the business. Your results roll-up to the results of our company growth, and in this role, you will harness the depth and breadth of PS portfolio. Our proposition includes unique creative capabilities offered through the Power of One with the Publicis Groupe to further amplify differentiation at our clients.

Successful candidates will have industry-specific expertise and/or domain expertise coupled with a proven track record of creating, steering and closing new business opportunities. Geographic location is open and led by both our country and client coverage needs along with the qualifications of the candidate

Key responsibilities & expectations

As a successful candidate your primary intention is to seek out, develop and help close new opportunities that grow the PS business. You must be embraced by the value you demonstrate to the existing PS teams through industry knowledge and/or domain knowledge, and sales capability. You will be capable of cross selling the entire PS portfolio as an ingredient to bringing both client value, and PS growth.

You will report to the SVP of our TMT Industry vertical where you will focus on growing a set of existing PS clients and driving new client logos, and support existing clients defined by your management. Your subject matter expertise in the Hi -Tech space, combined with the PS portfolio will be a critical sales differentiator. Specific expectations & measurement are viewed through a lens of Growth, Business & pipeline management, and Industry / domain.

Growth

• Represent the PS portfolio and developing opportunities through the early stages of the selling cycle, to the proposal stage. Work with the requisite Client Partner / commercial team to drive the ongoing pursuit, client oral presentations and competitive win strategy.
• Create new pursuits in one or multiple target accounts and bring forward clear and compelling client propositions.
• Strive to provide continual value-add to existing client teams, and clients through Industry expertise, domain expertise, or sales leadership and eminence.
• Use a variety of resources to identify specific deals, potential renewals, potential repeatable business opportunities
• Manage and achieve quarterly and annual growth (signings) targets.

Business management

• Manage annual client account planning sessions in collaboration with the Client Partner. The output is a PS sales identification & execution strategy for that year and foreseeable future. It includes but is not limited to:

• Articulation of client’s customers’, business and IT priorities
• Insight on applicable industry trends
• Clarity on PS competitive set
• Understanding of client budget and proposed projects
• A relationship map and calling plan between the client and PS executives
• Catalogue of known opportunities, and a set of proactive proposals to be developed
• Identification of unsolicited ideas to be pitched to senior clients that are value generative to the clients’ business.
• Declare who and what is needed to pursue each opportunity
• Assign PS client team members to help drive tactical pursuits

• Ensure all opportunities are accurately reflected and forecasted in our CRM. Whether from a planning activity or ad-hoc sales activities identified throughout the year.
• Collaborate with PS colleagues to understand and manage delivery expectations and plan for post-sale transition to successful delivery.
• Take ownership of monthly, quarterly and annual signings targets and ensure contractual arrangements meet defined commercials goals.
• Manage PS Internal teams to build a dedicated and virtual team of experts to match our offerings to Client priorities.

Industry / domain

• Work with a cross-disciplinary team on the development of proactive propositions to take forward to multiple clients. Their impact and quality will position PS as a relevant provider in a client’s digital agenda to open doors to opportunities that would not be otherwise be present.
• Create an innovation agenda to differentiate the PS value proposition with clients.
• Foster strategic partnerships to help grow the perception of PS and our capabilities. Business partners, marketing campaigns, and thought leadership are examples.
• Contribute to team education and community for the benefit of the growth office and PS populations. Innovations, thought leadership pieces, client successes, asset demonstrations etc.
• Attend selected industry & digital business forums to promote PS to the market, forge and maintain industry relationships and knowledge. Identify opportunities and execute on them as a result.
• Maintain a current and compelling set of client reference materials for re-use in the pursuit of client opportunities by you, and by the PS client team population.

• 
  Demonstrated experience in IT and business professional services with proven record of developing and closing new business. Examples and contribution will be part of the interview process.
• Industry expertise gained either from working in industry or selling / consulting to industry in a consulting or IT capacity. You will demonstrate connections within your industry that will facilitate access to clients and opportunities.
• Proven examples of proactive shaping of opportunities that resulted in non-competitive awards of work.
• You possess a hunting mentality, but also bring the requisite business acumen needed to find, develop, create and sell business outcome-based solutions to clients.
• Excellent spoken and written communication and proficiency in Microsoft presentation tools expected. Examples of personnel prior works may be requested as part of the interview.
• Proven ability to be accepted by and communicate at the CxO client level. Executive presence is a subjective qualification but is important and will be assessed as part of the interview process.

About you in this role

• You possess a strong learning mindset and drive for continuous self-improvement, including exceptional communication and negotiation skills, personal adaptability, and high empathy and curiosity.
• As a routine and rigor, you maintain a thorough understanding of PS’ portfolio and solutions and how to best differentiate these values to our clients.
• You are a collaborator who fosters trusted advisor relationships with clients and internal stakeholders. Style, Industry POVs, and value-added conversations are your approach.
• You are an articulate leader who steer internal teams to outcomes. You embrace mentoring and developing others in your journey. You can apply a data-directed approach to include research, business intelligence, and compelling strategies.
• Flexible and mobile, able to work in a hybrid work from home and office and travel as the role necessitates

• Flexible vacation policy; Time is not limited, allocated, or accrued
• 16 paid holidays throughout the year
• Generous parental leave and new parent transition program
• Tuition reimbursement
• Corporate gift matching program

Pay Range: $129,000 - $252,000

The range shown represents a grouping of relevant ranges currently in use at Publicis Sapient. Actual range for this position may differ, depending on location and specific skillset required for the work itself.