Role Overview
We are seeking an experienced and motivated servant leader to build a pipeline of new business opportunities, significantly expand Sidebench’s client and project portfolio, and build out their business development dream team.
The focus of this role is to identify, acquire, deepen, and broaden “Trusted Advisor” relationships with C-level Executives, top-tier Founders, and high-value industry connectors and partners in the healthcare technology space along with the general corporate innovation, startup, VC/angel, and IT communities.
If you thrive in a model that requires you to think strategically, build meaningful relationships, and leverage a wide array of consulting, design, and development capabilities to present comprehensive custom solutions to future clients, this might be the role for you.
You should have a proven track record of scaling an advisory business and growing annual services billings through consistently acquiring new client accounts and building/leading top notch business development teams.
This role will be expected to constantly learn and grow along with the organization, be willing to operate in a hands-on and dynamic environment, and maintain significant personal client engagement for key accounts.
This role will have a primary focus on the healthcare tech industry.
With that in mind, we’re looking for someone who’s familiar with how to network and navigate relationships within both enterprise and startup healthcare tech environments.
Past experience in this vertical is worth major brownie points in our selection process..
Responsibilities
- Core member of the leadership team responsible for developing strategies and action plans to increase engagement opportunities, market share, brand recognition, and client awareness
- Build an extensive network and client list that includes potential partners in tech, health, and others
- Develop an in-depth knowledge of the product development process and Sidebench’s core offerings to identify profitable business opportunities
- Create the systems and CRM-focused processes that drive consistent top of funnel opportunities by consistently nurturing high-value prospects & connectors, researching prospective client accounts, new industry trends & technologies, and market landscapes to generate market maps, target prospects, and in roads to building relationships
- Achieve ambitious sales quota via networking into new client accounts, leveraging existing relationships, targeted account planning, prospecting efforts, and marketing initiatives
- Present Sidebench’s value propositions to clients across multiple markets, addressing their key business drivers in the most compelling way; Understand client need and build a vision for how Sidebench’s services and solutions will materially impact client business drivers
- Be proficient in identifying, validating, and building a ‘Trusted Advisor’ relationship with key decision-makers & influencers within a client’s organization
- Build out the common operations for the business development team, implement those processes and best practices, and hold the team accountable to those
- Drive contract negotiations with clients, leveraging internal legal and business partners as appropriate
- Support initial project solutioning and pitch development with the Product team, collaborating with internal stakeholders (Product, Technology, Marketing, Legal, Finance, Delivery and Account Management) to effectively close new client deals.
- Ability to think critically about our product capabilities and value propositions while balancing the ability to collaborate with the Product, Design, and Engineering teams to shape solution details and approach
- Maintain pipeline progress, forecast accuracy, and opportunity progression via CRM
- Strategize with the leadership team and marketing team to create awareness and maintain strong standards across deliverables and company branded materials
- Researching emerging trends and recommending new service offerings to satisfy clients’ needs
- Develop and manage strategic partnerships to grow business
- Present business or marketing opportunities to Sidebench Partners and leadership
Qualifications
- Proven track record of sourcing & closing $5.0M+ in annual consulting/design/development billings
- Demonstrated experience with selling custom application development, technology consulting, user experience research & design, and/or other relevant digital/tech advisory services (systems integration, data analytics, digital transformation, etc.); winning net new accounts with an average first year budget of $300k to $1.0M in billings
- Experience as a high profile leader in hiring, managing, and mentoring a team of high performing business development employees
- Highly skilled in all aspects of consultative sales and business development to include prospecting/sourcing, initiation, deal qualification, closure, and customer satisfaction/client management
- Proven track record of opening new accounts and expanding them with the support of a Product team; and adeptness in building high-quality relationships versus having a purely impersonal transactional approach
- Critical thinker with strong strategic relationship building and negotiating skills; ability to see the big picture while also understanding key project-level details
- Highly developed organizational, planning, and management skills; Creating business cases, assessing new markets, qualifying targets, and prioritizing sales efforts
- Proven ability to develop/drive and thrive in a metrics-driven, process-based environment with high accountability
- Strong team building skills with a predisposition for building consensus and achieving goals through collaboration
- An extremely high level of energy, sense of urgency, creativity, and decisiveness coupled with the ability/willingness to work hard and well under pressure
- Success in this role will require you to be entrepreneurial, resourceful, collaborative, and personable and hungry, humble, smart; high sales IQ yet open to coaching and investing in personal and professional growth for yourself and your team.