Key responsibilities for the Head of Business Development North America:

* The Head of Business Development manages the BDE community, defines strategy to capture new logos and leads development campaigns to build a deal pipeline of new logos

* Allocates business development resources to ensure and effective implementation of the GTM strategy, identifying priority customers to ensure short- and long-term growth

* Define business development plan and sales strategy, leveraging support from marketing, regional leadership, partners, and alliances

* Support BDEs in the preparation of development campaigns; initial value proposition and client approach strategy

* Ensure early and effective qualification of opportunities to ensure efficient use of resources.

* Support BDEs in pre-sales campaign activation including contacts with high-level client stakeholders

* Coach the BDE community in prospecting new clients & act as a last point of escalation

* Understand competitive environment and develop strategies to outperform the competition

* Establish comprehensive view of industry, competitors, and other relevant industries for the benefit of the deal and wider GST positioning.

* Reskill, recruit, and managed BDE community to reach its full order entry potential

* Utilization of GST best-practice (e.g., Price 2 Win, Bluesheet, Deal Health Check, Deal Clinics) to develop winning deal positioning and shape.

* Ability to inform, motivate and inspire others to succeed.

* Leads by example * Establishes a winning spirit in deal team

* Effectively manages internal stakeholders across both Industry/GBU/Group Exec.

* Contribution to ongoing development of best-practice and innovative sales excellence.

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