Business Development Director (GIS Mapping)

Job Summary The Business Development (BD) Director is responsible for pursuing, negotiating, securing and managing strategic partnerships and alliances for the Public Safety GIS Content business unit. The BD Director will work closely with the team and act as the liaison between Our Client and the targeted partners and alliances (e.g., technology, product partners) to ensure success for all parties involved.

The BD Director will be a critical member of the overall team, helping to define and refine the business unit’s (BU’s) strategy based on his or her market knowledge and insights. The individual will be key in establishing the target list of partners and alliances based on the overall plan for the BU. The BD Director will also communicate and collaborate with the Public Safety Applications BU to ensure smooth management of shared partners.

In addition, the BD Director is responsible for maximizing profitable revenue growth through the establishment, management and maintenance of executive level business partnerships and alliances for assigned accounts for the purpose of driving sales and growth of Our Client’s solutions through channel management.

Essential Specific Job Duties

As a component of a larger, Public Safety GIS Content plan, create and maintain a partner and alliance strategic and tactical plan for assigned accounts.

Identify, research and contact decision makers at potential partners and alliances in targeted market segments. Screen potential business opportunities, move forward opportunities in line with Public Safety GIS Content strategies. Track partner and industry information including in a format that is shareable using Our Client’s established systems so that all partner information is consistent across both business units.

Develop partner strategy and positioning to target prioritized market segments that are aligned with the PS Content target partner traits and goals for assigned accounts. Contribute to market and sales strategies of overall BU.

Create brand recognition in prioritized market segments using the Company marketing practices, guidelines, and tools.

Communicate Our Client’s value proposition to potential partners and alliances.

Maintain strong understanding of solution offerings.

Identify and document trends, customer needs and partner needs; providing feedback to product management.

Monitor and evaluate trends in prioritized markets.

Evaluate partners and alliances to ensure relationship will be successful based on Public Safety GIS Content needs while ensuring the Company’s overall partner management strategy is aligned to.

Facilitate team and partner meetings effectively, hold regular status meetings with stakeholders, inform partner and team of changes, effectively communicate relevant information to internal team members, and understands how to communicate difficult/sensitive information tactfully.

Support deal structure and negotiations with partners and alliances including completing term sheets for assigned accounts. Contribute to partner and alliance agreements and proposals to move through the process in an effective and efficient manner. Ensures adherence to company processes and best practices.

Maintain and communicate Our Client’s value proposition and solution offerings through participation in educational webinars, conferences, networking and presentations.

Leverage and adhere to agreed upon processes and practices to streamline operations and reduce internal friction.

Essential Universal Job Duties

Improves self in any way possible to enhance job performance

Promotes the Company, its Mission, programs, and achievements to the public and other employees

Adheres to all aspects of Core Values:

Customer Commitment

Continuous Improvement and Innovation

Sense of Urgency

Teamwork

Empowered Accountability

Functions as a collaborative team member by assisting, supporting, and encouraging others

Performs related work as required, independently, willingly and eagerly

Meets deadlines as required

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not to be construed as an exhaustive list of all job duties performed by the personnel so classified.

Minimum Job Requirements Education: Bachelor’s Degree in Business or other related field

Experience:

B2B sales and/or public sector, safety and security market experience

Strong and collaborative problem solver

Excellent communication skills of all types

Experience in consultative sales techniques

Proven ability to plan and manage resources

Strategic in nature

Ability to establish and maintain effective working relationships with partners, clients, company personnel, and the general public

Ability to deliver presentations effectively

Experience with CRM system (NetSuite preferred)

Travel: Must be willing to travel up to 50% of time, on average

Desirable Training and Experience

5+ years of successful B2B sales and negotiations

5+ years experience and success in public sector, safety and security markets. Knowledge of complex public safety and security operations and communications systems including 9-1-1 and GIS.

Ability to independently perform highly responsible assignments requiring experience, judgment, and discretion

Ability to coordinate tasks for varied program and project areas

Proficiency with business enablement technology such as smart phone, and software (e.g., MS Word, Excel, Outlook, and PowerPoint)

Ability to work effectively independently and in team environments Our Client is an equal opportunity employer, and does not discriminate in hiring or employment on the basis of race, creed, color, religion, sex, national origin, citizenship status, age, disability, marital status, familial status, sexual orientation, veteran status, public assistance status, or any other status protected by applicable law.

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