TRUGlobal - Vice President/Director - Business Development - US Sales

Description:
Position Title: VP / Director -Business Development (US Sales).
Experience Required: 15+ years in IT services business development and account growth.
Domain Focus: Infrastructure, Cloud, and Analytics.
Role Overview:
We are seeking a dynamic and strategic VP/Director of Business Development to drive growth across Infrastructure, Cloud, and Analytics services in the US market.
This role requires a proven leader with deep experience in IT services sales, a strong network of CXO-level relationships, and the ability to define go-to-market strategies, drive large deals, and grow key accounts.
The ideal candidate will be a hands-on sales leader who can build and scale the business by identifying opportunities, creating long-term value for clients, and collaborating with delivery and practice teams to provide cutting-edge technology solutions.
Key Responsibilities:
Sales Strategy & Revenue Growth:
- Define and execute US sales strategy for Infrastructure, Cloud, and Analytics business units.
- Drive revenue growth by identifying new business opportunities and expanding existing accounts.
- Meet and exceed quarterly and annual sales targets.
- Build a multi-million-dollar sales pipeline aligned with organizational growth goals.
Business Development & Market Penetration:

- Identify and pursue new logos across mid-market and enterprise customers.
- Lead strategic deal pursuits, large RFPs, and complex solutioning.
- Build strong relationships with CXOs, CTOs, CIOs, and senior decision-makers.
- Drive cross-sell and upsell opportunities within existing accounts in collaboration with account managers.
GTM Planning & Partnerships:
- Collaborate with marketing and practice leaders to develop go-to-market (GTM) strategies.
- Build alliances with cloud vendors (AWS, Azure, GCP) and analytics platform providers to drive joint sales opportunities.
- Represent the company at industry events, forums, and networking conferences in the US.
Solutioning & Proposal Management:
- Work closely with presales and delivery teams to design compelling solutions for customers.
- Lead proposal preparation, pricing strategies, and contract negotiations.
- Showcase business value through case studies, POCs, and demos.
Leadership & Team Management:
- Build and lead a high-performing US sales team, including account executives and hunters.
- Mentor and coach sales teams to improve deal closure rates and strategic selling skills.
- Collaborate with offshore teams for seamless end-to-end delivery alignment.
Key Skills & Competencies:
- Deep understanding of Infrastructure, Cloud, and Analytics services.
- Proven track record of driving multi-million-dollar IT services sales in the US market.
- Strong CXO relationship management and networking skills.
- Expertise in strategic deal shaping and RFP management.
- Experience with cloud vendor alliances and partnership-driven sales.
- Exceptional negotiation, communication, and presentation skills.
- Ability to work in a fast-paced, entrepreneurial environment with a global delivery model.
Qualifications:
- Bachelors degree in Engineering, Computer Science, Business, or related field (MBA preferred).
- 15+ years of IT services sales experience, with at least 5+ years selling into the US market.
- Experience handling large, strategic accounts and complex multi-year deals.
- Strong knowledge of Infra modernization, cloud migration, and advanced analytics solutions.
Performance Metrics:
- Revenue Target Achievement: Annual and quarterly targets met/exceeded.
- New Logo Acquisition: Number of net-new customers onboarded.
- Pipeline Development: Size and quality of sales pipeline.
- Account Growth: Expansion of revenue within existing accounts.
- Client Satisfaction: Measured via NPS and relationship strength.