- Identify enterprise opportunities through outreach, industry insight, referrals and partners.
- Build executive relationships and uncover customer needs and buying initiatives before they become tenders.
- Shape technology propositions with Product, Engineering and Delivery, including use cases, pricing, business cases and routes to market.
- Test customer demand and economics before committing resources.
- Run demonstrations, pilots and proofs of concept with agreed success criteria and a path to contract.
- Own complex enterprise pursuits from qualification through procurement, negotiation and signature.
- Expand customer relationships across product lines and build a focused group of systems integrators, testing service providers and technology partners.
- Own the regional plan, pipeline and forecast, and work with Finance on revenue, margin and investment.
- Recommend and hire the regional team as demand justifies it.
Business Development