VP- Business Development

As a VP, Business Development, you will reach out and build relationships with design, innovation, technology, and product leaders within primarily Fortune 100 organizations, working to set up introductory meetings, understand client needs, build proposals, and close deals for BORN XDS. Your primary responsibility will be to find new targeted prospects in key verticals (healthcare, life sciences, insurance, banking), develop rapport and pitch our services to key decision makers, and ultimately, close new business.

This is a full-time position reporting to EVP, Sales. We have offices in Boston, MA and New York, NY, but we are open to remote working arrangements for the right candidate. If you are curious, collaborative, and confident, with high emotional intelligence and a passion for empowering others, you might be BORN XDS’ next addition.

What you’ll do:

• Lead Qualification & Fielding: As our marketing team and pre-sales engine provides leads, this role will take marketing qualified leads (MQLs) and determine if they are sales qualified leads (SQLs). Assuming they pass qualification, this role will actively pursue the opportunity through successful close and kickoff of the work.
• Lead Generation: Work collaboratively to identify accounts of interest and prospect lists for outreach and other means of communication. You will be responsible for outreach via email, LinkedIn, networking, representing BORN XDS at industry events, building interest, booking appointments, recommending services, identifying projects and opportunities, and following up. Collaborate with marketing and client experience teams to establish/maintain thought leadership and credibility and build stronger client relationships. On certain identified accounts, collaborate with our parent company, TechMahindra, on shared outreach and networking.
• Pitch Process Leadership & Project Scoping: Coordinate and motivate all BORN XDS players involved in the sales process – including client experience partners and subject matter experts – to best represent BORN XDS, our capabilities, and our core values. Collaborate to appropriately qualify and scope work using the tools that we have developed. This piece of the process requires representing both the client and their needs and helping the team to marry them with the scope and deliverables that we can provide.
• Pre-Engagement Management: Manage all the proposal revisions, legal document reviews, and follow-ups involved in booking business, providing an initial review/sanity check, getting them to the right people for review, and following up to make sure that everything that should be in place is in place and delivered at the right time.
• Transition to Delivery: After closing a piece of new business, meeting with the delivery team members assigned to the project to share any relevant background/context, review project activities & deliverables, discuss the proposed project timeline, share any background on the client players involved, and share background documents/existing research, in order to ensure that they have everything they need to achieve a successful start to the project. Following project kickoff, remain involved with the client for the first 6-12 months to ensure any potential follow-up work is secured; as the relationship grows, be prepared to transition to a CX team member to own the account and relationship from there on out.
• Team Lead: In this role, you will be a team lead, guiding a pod of BD Directors in their own pursuits.
• Travel: In this position you must be willing to travel for prospect and client appointments, pitches, and industry events around the country. We will always try to work within reasonable scheduling constraints, and conduct appointments virtually if/when needed.

What you’ll need:

• Background
  • 10-15 years’ experience selling consultative services
  • Ability to confidently present to C-suite clients on behalf of BORN XDS
  • Ability to write proposals, including SOWs and RFP responses
  • Ability to navigate/project manage procurement and legal processes
  • Ability to socialize and sell a project to internal teams to garner support and approvals
  • Experience managing multiple deals / projects at one time
  • Ability to take multiple data points and translate them into a cohesive sales story
  • Experience navigating challenging conversations with the end goal on a successful outcome
• Skills
  • Excellent written and oral communication skills with the ability to collaborate often and effectively with team members and clients
  • Exceptional organization
  • Critical and creative thinking
  • Tenacity to manage the highs and lows of the sales process
  • Impeccable professionalism, as the face of our company to the market
  • Ability to handle the fast pace of an agency environment
• Technical Skills
  • Ability to work across a variety of virtual meeting platforms
  • Experience with CRM necessary; experience with HubSpot a plus
  • Experience with Slack