Business Development Leader

Job Description

We Are:

NaviSite, part of Accenture, has evolved to become a trusted digital transformation partner for growing and established global brands. We provide global capabilities, customer-centric solutions, and flexible approaches that are specifically rightsized for the needs of mid-market and small enterprise customers. This team specializes in digital transformation and managed services with deep expertise in cloud, infrastructure and application services dedicated to assisting clients in building a strong digital core. With experience across multiple cloud providers, enterprise applications and digital technologies, NaviSite serves clients in the health and industrial, life sciences, technology, consumer goods and retail industries. Given their customer-centric solutions and flexible approaches, this team is adept at scaling our services for clients seeking to modernize and build more agile, resilient, and scalable businesses. The Navisite team of more than 1,400 members globally joined Accenture in January 2024. As part of Accenture, you will be working with an ambitious, collaborative team more empowered than ever to help customers modernize their IT for the AI era.

The Work:

The Business Development Leader leads, coaches, and develops a team of Business Development Representatives focused on identifying and engaging prospective customers. This role is responsible for driving team performance in qualifying opportunities, setting up qualified prospect meetings, and ensuring the team effectively communicates Navisite's value proposition. The Manager will collaborate closely with Sales and Marketing leadership to optimize lead generation strategies and support the company's growth objectives.

• Lead, coach, and mentor a team of Business Development Representatives to achieve and exceed pipeline generation targets.

• Oversee daily BDR activities including inbound lead handling, outbound prospecting, opportunity qualification, and meeting scheduling.

• Ensure the team understands and effectively communicates Navisite, part of Accenture's value proposition tailored to the unique needs of each prospect.

• Monitor and analyze team performance metrics, providing regular feedback and implementing improvement plans as needed.

• Develop and implement best practices for prospect engagement via email, LinkedIn, direct calls, and other channels.

• Manage the team's response to inbound sales inquiries and ensure timely qualification and follow-up.

• Support BDRs in overcoming prospect objections and ensuring high-quality qualification prior to meetings.

• Oversee documentation of all prospect interactions, meetings, and opportunity stages in Salesforce, ensuring data accuracy and compliance with Navisite's Sales Process.

• Collaborate with Marketing and Sales leadership to strategize and maximize lead generation efforts.

• Provide ongoing training and development opportunities for BDRs, including onboarding new team members.

• Report on lead generation efforts, pipeline progress, and team performance to senior management.

• Foster a collaborative, high-performance team culture aligned with Navisite's values and business objectives.

Travel may be required for this role. The amount of travel will vary from 0 to 100% depending on business need and client requirements.

Qualification

Here's what you need:

• Minimum of 3 years' experience in a BDR/SDR or outbound sales role

• Minimum of 1 year in a Sales/BDR team leader, supervisory, or management capacity (team size of 5 or more preferred)

• Minimum of 1 year experience with Salesforce, SAP or similar ERP platforms

• Minimum of 1 year proven track record of achieving and exceeding leader targets

• Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate's Degree, must have minimum 6 years work experience)

Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired in California, Colorado, District of Columbia, Illinois, Maryland, Minnesota, New York or Washington as set forth below. We accept applications on an on-going basis and there is no fixed deadline to apply. Information on benefits is here.

Role Location: Annual Salary Range:

California $73,800 to $150,100

Colorado $73,800 to $129,700

District of Columbia $78,500 to $138,100

Illinois $68,300 to $129,700

Minnesota $73,800 to $129,700

Maryland $73,800 to $129,700

New York/New Jersey $68,300 to $150,100

Washington $78,500 to $138,100

Locations