Director, Business Development

To help us realize our vision, we are seeking a Director of Business Development to lead and manage our customer acquisition process. The ideal candidate will be responsible for developing new business prospects and transforming them into loyal customers by leading them in evaluating the Microsoft platform against their transformational business goals, building rapport with key stakeholders, scoping consulting and support engagements, and negotiating agreements.

As the Director of Business Development, you will play a crucial role in the growth and success of our overall Business Development function. You will lead a team of virtual and dedicated team members who are dedicated to customer acquisition. You will collaborate with other leaders in the organization to drive results and achieve the goals we have set out.

This is an exciting opportunity to join a dynamic organization with a clear vision for growth and success. If you are a strategic thinker who is passionate about customer acquisition, we encourage you to apply.

As the Director of Business Development, you will play a key role in leading the Catapult business development function. You will be responsible for building and managing a robust sales funnel across all prospect segments, solutions, and engagement types. You will work closely with the consulting team leads to identify customer acquisition and sales opportunities by qualifying leads, developing prospects, gathering information about needs and business goals, developing value propositions, and facilitating software demos. You will present statements of work that resonate with the prospect’s key stakeholders and align with their business objectives.

You will demonstrate exceptional leadership in articulating Catapult’s value proposition, differentiation, and service offerings. As a natural communicator, you will help keep sales opportunities moving, build influence and rapport with internal and client stakeholders, and have a knack for getting things done, closing loops, and tying off loose ends. You will always look ahead to identify potential obstacles and risks and address any number of “hiccups”, questions, objections, or difficulties that the customer may have during the sales process.

You are someone who thrives on problem-solving, and you are skilled at sifting through details and potentially conflicting information to develop a meaningful understanding of a situation. You will craft valuable narratives to facilitate stakeholders’ understanding and decision-making. As the leader of the sales and business development function, you will be responsible for ensuring that your team operates effectively and efficiently, achieving or exceeding revenue targets, and building a culture of excellence.

As the Director of Business Development at our B2B IT services firm, you will have the opportunity to lead and take ownership of the following areas:

• Lead the qualification of marketing-generated leads: You will promptly review prospect details, conduct research on the prospective customer organization and stakeholders, and initiate contact via email or telephone. Your ability to effectively qualify leads will directly impact the company’s revenue growth and market share. You will also schedule meetings with prospects to determine if there is a sales opportunity by assessing if our solution and services align with their needs and confirming their purchasing timeline.
• Actively prospect and engage with the business community: To actively prospect and engage with the business community, you will consider attending industry events, joining industry associations, leveraging social media, conducting research on potential clients, and using referrals to generate new business leads. By taking a proactive and consistent approach to these activities, you will build relationships with potential clients and stay informed about industry trends, which can ultimately help to drive revenue growth and market share for your organization.
• Lead the sales process: You will be responsible for shaping the sales funnel by developing opportunities into new customer business and follow-on business with existing customers. Maintaining a healthy funnel of opportunities at every stage of the sales cycle across solution and service areas, supports achievement of our revenue goals.
• Develop, present and vet proposals and statements of work: You will collaborate with Solution Leads to develop high-level solution concepts, implementation timelines, budget estimates and fee proposals, and support plans. You will then present and vet these proposals with clients, ensuring that they meet standards for quality, completeness and professionalism.
• Coordinate all aspects of the sales process: You will lead discovery meetings, gather details in preparation for solution demos, validate requirements, review statements of work, deliver presentations, present budgets and fees, and review contracts and agreements. You will ensure that all sales deliverables are complete and meet standards for quality and professionalism, supporting consultants in preparing for sales related meetings.
• Enhance and manage core business development tools: You will be responsible for enhancing and managing core business development tools such as our own CRM system, proposal and collateral libraries, software price lists, pricing templates, key sales documents, RFP response templates, and presentations.
• Collaborate with the marketing team: You will collaborate with the marketing team to share insights from opportunity development experiences, perspective on customer types and stakeholder personas, buying journeys, solutions and case studies.

As the Director of Business Development, you will have the opportunity to make a significant impact on our company’s growth and success. We are looking for a motivated and skilled individual to lead our business development efforts and drive revenue growth.

To be an exceptional Sales Director, you must do more than just respond to customer inquiries. You must excel in managing expectations, foster long-term relationships with customers, and enhance Catapult’s reputation in the marketplace. Your success as a Sales Manager will depend on your ability to work closely with Solution VPs, consultants, and clients to ensure that any proposal for a D365 solution aligns with the customer’s goals while driving Catapult’s business objectives forward. By prioritizing customer satisfaction and aligning our solutions with their needs, you will position Catapult as a top-tier provider of IT services in the industry.

• Portfolio Management: The Director must be able to manage multiple sales opportunities concurrently to achieve revenue targets across various revenue streams and enable delivery teams to meet fiscal targets.
• Prospect understanding: The Director should be able to understand the prospects’ vision and objectives for engaging with Catapult. This involves identifying key assumptions and risks, fees, timelines, client and consultant roles, and client expectations and documenting them.
• Contract management: The Director is responsible for applying all agreed-upon details in the sales process into contracts. They will communicate relevant details to delivery teams during sales handovers and act as an account advisor for customers that engage with Catapult.
• Business Impact Awareness: The Director should demonstrate a clear understanding of how Catapult’s work will impact the client’s business. They should also comprehend how the component parts of the solution/project/engagement contribute towards the achievement of defined goals.
• Client knowledge: The Director should know the client’s organization/business, the individuals in it, and how they measure individual client stakeholder’s performance. The Director should also build relationships, rapport and trust to support their achievement.
• Effective communication: The Director should communicate well and follow up proactively, using in-person and telephone communication as a priority, and relying on email for more transactional and mechanical communications.
• Exceeding client expectations: The Director should go above and beyond, within reason, to surpass clients’ expectations.
• Sales methodology: The Director should follow, apply, and enhance defined Catapult sales methodologies that have been implemented and help to evolve them.

• 5 years of professional experience with demonstrated history of achievement, and evolving responsibilities in a dynamic, fast-paced environment. Preferably from a consulting background
• Demonstrated track record managing teams, budgets, schedules and complex workplans
• Experience working with senior management
• Experience with software development lifecycle and business analysis
• An up-to-date working understanding of modern enterprise IT concepts.
• Fluency and proficiency in English both spoken and written.
• Superb written and verbal communication skills are a must

• Experience in professional services environment or a client-facing role where you had to meet delivery expectations with external stakeholders.
• Prior experience working with enterprise software systems such as ERP or CRM platforms, preferably Microsoft D365
• Prior experience selling business applications to mid-sized companies in Canada
• Experience with requirements gathering, business analysis, and interpreting technical diagrams and specifications.
• Familiarity with business process and data management concepts
• MBA or Business Education

• Team player with a positive, results-oriented attitude
• Someone who takes pride in the organization they work for and gets excited about being part of achieving a vision.
• Self-motivation to meet project deadlines and deliverables
• Highly organized and able to prioritize tasks
• Commitment to professional growth and development
• Hustle! Being efficient and proactive