Business Development Manager

TEPHRA

Mission Viejo, CA

Description:

Job Description:

Sales Leadership:

Map client organization, build outstanding relationships with new business units, and build sales strategies for developing new business opportunities for cloud services
Run end-to-end lead generation, sales, and RFI/RFP processes for specific solution
Drive collective focus with multiple teams on larger multi service line deal
Drive revenue by prioritization, structuring, and leading digital engagements
Envision and build new opportunities within existing and new businesses
Lead financial and contract terms, conciliations, and outsourcing discussions
Counsel account leadership and delivery leadership by highlighting risks and issues related to the engagements
Develop and implement Account Growth strategy and business plans that coordinate with account teams to integrate with the account's larger growth plan
Work in a matrix organization to achieve prospecting and other sales management goals

Solution Design:

Work closely with the practices and delivery organization to co-define and drive transformation strategy and service offerings
Architect tailored cloud solutions by spearheading team across various functions like solutions, pricing, contract management etc by leverage best practices and meeting specific client requirements, utilizing platforms such as AWS, Azure, Google Cloud, Private Cloud, DC Solutions.
Understand client requirements and prepare appropriate cloud solutions (IaaS, PaaS, SaaS, Hybrid / Multi-Cloud, Hardware OEMs, Network, Security).

Technical Presentations:

Conduct workshops and presentations to demonstrate solution feasibility and value, fostering trust and engagement with stakeholders.

Mandatory Skills

Experience:

Sales Experience: Minimum 10+ years in consultative selling of hyperscale cloud, infrastructure and / or security solutions; Proven ability to close deals ranging in size up to $50M+; Proven understanding of current industry trends
Technical Skills: Proficiency in two or more cloud platforms (AWS, Azure, GCP, OCI, IBM, Nutanix, Neo Cloud, etc.); Experience in architecting applications leveraging containerization (Docker, Kubernetes), Cloud native (IaaS, PaaS, SaaS), Hybrid / Multi-Cloud, Hardware OEMs, Network, Security, Microservices, FinOps, iPaaS and APIs, Infrastructure as Code (IaC) tools (Terraform, CloudFormation), and CI/CD pipelines.; Strong knowledge of enterprise architecture principles.
Communication Skills: Excellent communication abilities to engage effectively with both technical and non-technical stakeholders to articulate technical concepts.

Desired Skills

Knowledge of specific industry verticals (e.g., Retail, CPG, Travel, Hospitality, Transportation, BFSI, Healthcare, Manufacturing).
Ability to lead the entire sales lifecycle from opportunity identification (focus on farming) to conciliation/contracting
Capable of working with clients to envision, structure and specify solution requirements - Strong verbal and written communication skills
Capable of structuring and editing presentations and proposals using content that is both self-generated and provided by colleagues
Logical and structured approach to presenting opinions/views and interpretation of information
Ability to influence decisions makers and develop followership among colleagues and subordinates
Technical certifications related to cloud computing (e.g., AWS Certified Solutions Architect, Microsoft Certified: Azure Solutions Architect Expert).
Relevant cloud certifications (e.g., AWS Certified Solutions Architect) are preferred; must obtain certification within 90 days of employment.
Understanding of DevOps and SRE concepts.
Ability to lead cross-functional teams effectively.

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Vacancy posted 2 days ago

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