Director of Business Development, LotusFlare
More information about location
Office located in Santa Clara, CA
Cloud-native digital commerce
Open for applications
Cloud-native digital commerce
201-500 employees
Open for applications
More information about location
Office located in Santa Clara, CA
201-500 employees
Company mission
To design, build and continuously advance a digital commerce and monetization platform that simplifies technology and customer experience to deliver valuable outcomes to enterprises.
Role
Who you are
- We are seeking a dynamic and accomplished Director of Business Development to drive the expansion of LotusFlare’s business in the Americas
- 8+years experience in enterprise sales, business development or account management function
- 3+ years of experience working for an enterprise software company that sells into CSP
- Knowledge of the telecommunications industry, particularly BSS, OSS or Cloud technologies. Consultative selling skills with an understanding of market insights
- Demonstrated experience in identifying and winning multimillion dollar system integration/technology solution deals and consistently meet or beat sales quotas
- Ability to build relationships at multiple levels within the client organization
- Successful examples of full-lifecycle sales experience with complex technical solutions
- Demonstrated ability to negotiate win-win agreements with clients
- Creative “out of the box” thinker that can identify innovative solutions and sales strategies to achieve differentiation for LotusFlare
- Strong bias for action and will aggressively pursue opportunities and navigate external and internal obstacles
- Ability to analyze data and translate it into professional sales presentations
- Strong negotiation skills for creating contractual agreements
- Capable of working in a matrixed corporate environment
- Executive presence with excellent verbal and written communication skills
- Exposure to project management and client delivery
- Comfortable with demos, RFPs, contracts, SOWs, POs, invoices and the ‘nuts and bolts’ of commercial sales for enterprise software projects
- Some travel expected (about 15%)
- Established ‘Rolodex’ of contacts in CSP space and industry partners
- Flexible to be able to work across global timezone as needed
What the job involves
- You will contribute to LotusFlare’s sales and business development initiatives in the Americas with the goal of adding new accounts to our business and growing existing accounts
- Responsible for identifying, qualifying and advancing opportunities based on their probability and potential value within assigned accounts or territories
- Develop and maintain relationships with executives in the telecom, cloud and system integrator (SI) domains in the Americas to build brand access and access to opportunities
- Proactively identify ways for LotusFlare to bring more value to the client through its software, services, and other assets
- Develop a thorough understanding of a prospect’s or existing client’s short-term and long-term strategic requirements, goals, and challenges while identifying potentially relevant LotusFlare solutions
- Develop and recommend strategic and tactical sales plans for assigned accounts
- Fully understand the customer's business challenges, culture and environment: specifically market trends, future technology, competition and partners that may affect the customer's business
- Develop a trusted advisor relationship with key client executives and be viewed as a reliable focal point for business and systems issues
- Lead the commercial discussions with the customer, in alignment with LotusFlare’sr business standards and partnering closely with internal stakeholders as it pertains to all contractual agreements
- Responsible for achieving annual sales, revenue, and profitability targets identified by Commercial Leadership
- Collaborate with sales leadership and other stakeholders to develop successful sales strategies for each opportunity
- Work cross-functionally with LotusFlare product, sales engineering and commercial teams to drive pursuits across client engagement, solution development, deal response, contracting and closure
- Prepare reports on BD status to communicate the progress of weekly initiatives to internal stakeholders
Our take
LotusFlare has ridden the wave of cloud tech evolution over the 2010s with its Digital Network Operator software, which helps media companies engage with customers. The company's primary objective has been to widen the mobile internet user net, bringing the technology to parts of the world that would otherwise not have access to it.
The company’s DNO product is its main USP and has led to partnerships with the likes of A1 Group and T-Mobile. This particular partnership was formed to launch a new stand-alone digital service brand, re:do.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Nov 2016
$2m
EARLY VC
Sep 2015
$6m
SERIES A
Total funding: $12m
Company benefits
- Paid lunch
- Yearly bonus
- Company stock options
- Training and workshops
- Truly flexible working hours
Company values
- Solidarity - We support one another, respecting our colleagues and their perspectives. We thrive on diversity while making our environment fun and enjoyable.
- Craftmanship - We put our hearts and minds into our work, always striving for excellence.
- Growth - We learn, adapt and grow - as do our products and services. We challenge the status quo, even if the status quo is our own idea.
- Integrity - We value trust, transparency and honesty. We depend on one another and treat each other with respect.
- Ownership - We take ownership and accept full accountability for delivering top notch results.
Company HQ
Santa Clara, CA
Articles
Leadership
Terry Guo
(President & Head of Product)Previously Principal Product Manager at Facebook and Senior Programme Manager Lead at Microsoft.
Shao Xia
(Head of Engineering)Previously Software Engineer at Facebook and Principal Development Lead at Microsoft.
Sam Gadodia
(CEO)Previously Head of Growth at Facebook, COO and CFO at Telesign, Co-Founder at GEP Worldwide and Director of Product Management at Citysearch.com.
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