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Business Development Consultant in Mountain View, CA (ICT)



Job Description:
The Business Development Consultant (BDC) will be client focused with excellent business, sales, account management and consulting skills. The BDC will play a critical role in the development of Frost & Sullivan’s business in North America with a primary focus on new business development within our Information & Communication Technologies business unit.
The Business Development Consultant for Information & Communication Technologies division will be responsible for driving new business and fostering strong relationships with existing clients and will be part of a global team dedicated to delivering leading-edge research and best-practice models to markets such as; enterprise communications, communication services, conferencing & collaboration, mobile & wireless, space & communications, IT applications & services, network security, contact centers, and retail systems markets.
• Actively contribute to the growth of the business through proactively seeking, identifying and supporting sales opportunities to assigned accounts
• Drive the development and implementation of strategic account plans and achievement of sales targets, and overall growth of the revenue base with assigned accounts
• Lead efforts in building the client relationship in existing and new global / key accounts at all levels. This includes, in particular, relevant pre-sales activities, building senior management client/partner relationships, qualifying projects, understanding requirements, delivering presentations and proposals and closing new business
• Consult with C-level executives at our clients and translate their strategic thinking into actionable goals
• Serve as the primary Frost & Sullivan executive responsible for the client relationship, and developing trusted advisor relationships with senior client executives and decision makers
• Work closely with clients to understand key requirements and strategic direction, translate strategic thinking into actionable goals and design client solutions. Responsible for preparing and presenting proposals to clients
• Work closely with BU teams to provide feedback on how we can best service the clients’ needs and challenges, via our research programs and consulting activities
Key Skills:
• Business development and sales skills necessary to identify and close large scale, complex consulting and content opportunities
• Experience with pre-sales activities and strategic account planning and management
• Proven ability to identify and convert client business goals and objectives into solutions, write and present proposals to clients and negotiate and close profitable contracts.
• Effectively interactions with client fulfillment teams working on complex projects
• Strong interpersonal and team management skills
• Proficient in solution selling, consultative selling, and value based selling methodologies
• Understands consulting as a business, demonstrates competency in the ability to translate customer/business requirements into business solutions and successfully position with customers
• Ability to engage senior client management in discussions regarding our solutions, the client’s industry and business model
Education and Experience:
• MBA preferred
• Minimum of 10 years of consultative selling experience, gained with a well-known strategy consulting or business process consulting Firm
• Previous experience in managing client service teams and client relationships
• Proven experience & success in a business development/revenue generating role
• Previous industry experience in Information & Communication Technologies market
• Primary work location will be Mountain View, CA
• Position may require up to 50% travel
• Base, plus commission and bonus opportunities
• Comprehensive medical, dental, and vision plans, and 401k

To find out more information about the role and to apply, please click here

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