As a key member of the Business Development team and reporting to the Global VP Business Development, the European Business Development Director will be the primary owner and driver of bookings, revenue and market positioning for the Company.

Focus will be on sales initiatives to key European Agencies where the company has realized excellent success. This sales leader will develop and execute a profitable growth strategy in key agencies and facilities, critical infrastructure and European funded opportunities, amongst a few.   The initiative includes both, the aggressive growth of the core business and the passionate extension of the company’s product portfolio, leveraging market opportunities and key relationships. He/she will transform and align the sales and marketing organization to achieve targeted bookings (monthly, quarterly and annually) in line with the SES BD organization. He/she will establish a vertical/ market segment oriented, customer focused organization and team, which addresses new market opportunities and current customer expansion in the most productive way for the company.

Principal responsibility examples include:

• Sharp focus and historical success on exceeding quarterly and annual booking and revenue targets
• Proven track record of Customer and deal ownership
• Develop & execute strategic sales and distribution plan: provide strategic and tactical thinking, as well as broad business insight.
• Take a leadership role in developing the sales strategy to support the growth of the business, while continuing to drive gross margins, quarterly bookings goals, and other agreed KPIs
• Align with the Professional Services team on client prospecting, engagement, and delivery.
• Sales teambuilding
• Sales leadership and sales pipeline management
• Develop and managing detailed budgeting & forecasting.
• Lead the management, maintenance & development of key partnerships in upstream indirect sales channels.
• Foster teamwork and create a positive work environment for a geographically disparate sales force
• Lead and develop a dynamic and creative sales infrastructure that fits the needs of the business and the products the Company provides to its customers.
• Drive internal discussion about strategies, ideas, new opportunities and the best methods for achieving success in a changing marketplace, particularly related to sharpening the message in the specified market and solutions.
• Consult with customers on their needs and provide feedback to other departments supporting sales efforts.
• Forecast, track and report sales performance using internal tools and applications such as Salesforce.com.
• Conduct internal pipeline meetings and reviews with the executive team
• Lead team in structuring strategic and integrated partnerships with key customers and partners
• Personally assist in closing large deals and managing strategic accounts
• Travel as needed to ensure that sales and client needs are met and exceeded.

Ideal Candidate Profile & Competencies;

Strong consultative ROI / TCO / solutions selling approach, with the ability to reach multiple decision makers in both the business and IT areas of the targeted customer / enterprise.  

Management and Leadership

• Functional senior leadership in Sales, Marketing, BD
• Commercial Sales Team Building to >10 Reps.
• Track record of hiring / upgrading / coaching to “A” players
• Excellence in developing and managing key relationships.
• Remote / Multi discipline team management
• Deep experience establishing sales process and controls.
• 12+ year of related business experience

Industry Experience

• Security solutions / detection selling to
  • Aviation
  • Ports and Borders
  • Critical infrastructure
  • Enterprise

• With a focus on;
  • Air cargo
  • Airport Security
  • Borders and port screening
  • Building protection
  • Explosive detection & identification
  • Mobile X-Ray screening solutions
  • Mailroom screening
  • Narcotic detection and identification
  • People screening
  • Trace & vapor analysis

Original Posting Date:

2024-10-09

While subject to change based on business needs, Leidos reasonably anticipates that this job requisition will remain open for at least 3 days with an anticipated close date of no earlier than 3 days after the original posting date as listed above.

Pay Range:

The Leidos pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.