Director, Business Development

Job Overview

Our Data and Devices (D&D) end-markets are going through a period of exponential change and rapid growth supported by megatrends like AI, memory disaggregation, Edge computing. The cloud infrastructure spending has gone up tremendously by our customers. Our products push the envelope to meet the growing needs of large AI clusters, higher power data-center racks, cooling technologies etc. Our approach is to enhance the way we engage with our customers, ecosystem and partners and focus on what really matters to drive the relentless pursuit of product leadership and profitable growth. We are looking for an exceptionally driven and highly analytical Sr. Manager of Business Development, with a strong background that blends strategy and execution to focus on growing our business. 

This business has high performing yet complex operations encompassing 10,000+ SKUs, 300,000+ orders and 10 million+ shipments through 10 distribution centers annually, all while launching upwards of 50 new products per year.   

Role and Responsibilities:

The Director of Business Development will work closely with customers, partners, cross-functional stakeholders, and executive leaders in the development and execution of growth strategies. It will require deep understanding of the target applications, customers/ecosystem, building & validating strategies, and subsequently executing them to enable profitable growth. The position will require extensive interaction with external stakeholders (customers, partners) and internal stakeholders (sales, product-management, engineering, operations, finance) to determine opportunities, develop value proposition, position the product/portfolio, and conduct targeted promotion to realize revenue goals. Specific responsibilities will include:

• Engage with customers, eco-system partners to identity key market and hardware/software architecture trends in Cloud Storage & Compute, AI, Enterprise, and Edge that will impact D&D business. 
• Partner with the internal advanced solutions team, system architecture team, and product management team to define and develop prototype solutions that will address these key market trends happening over the next 3-5 years. 
• Own/Sponsor translating these product ideas and prototypes to leadership products as the products move through the development cycle. 
• Analyze and make the right decisions on Make versus Partner versus Buy for new business and technology growth areas with the intent of addressing key market/customer needs and profitable growth. 
• Continuously review and identify opportunities of TAM/SAM expansion in cables, sockets, and connectors for Cloud, Enterprise, and Edge 
• Own and convert these opportunities into tangible actions where it drives profitable growth for D&D 
• Initiate and collaborate with stakeholders to develop customer proposals and presentation materials including development of business cases, value propositions and supporting financial models. 
• Demonstrate a strong program management mindset to drive growth initiatives by providing direction by establishing priorities, assigning/pursuing tasks, ensuring accountability, and driving systematic follow-through. 
• Communicate with and influence executive leaders and key stakeholders as part of developing and operationalizing growth strategies. 

What your background should look like:

• More than 15 years in Business Development, Strategy, Product Management and/or Sales, combined with strong background in Engineering. 
• Minimum of 4-year of engineering degree is required. An advanced degree, preferred, not required. 
• Highly analytical strategic thinker with strong problem identification and solving skills. 
• Detail oriented, committed to accuracy and outcome. 
• Ability to understand the big picture, uncover customer needs and translate into selling opportunities. 
• Strong communication skills and interpersonal skills with ability to build rapport with customers and stakeholders. Ability to concisely communicate complex ideas. 
• Adept at new customer prospecting and communicating value proposition effectively. 
• Ability to negotiate terms and conditions to drive desired business agreement results. 
• Passion for both technology and business with deep understanding of key business/technical metrics. 
• P&L background/understanding with strong market and technical underpinning. 
• Self-motivated, ability to work under pressure and in a fast-paced environment. 
• Proven track record defining product and technology growth strategy for Next Generation and Generation 2 product & technology ecosystem. 
• Program management mindset to systematically drive outcome via well-planned milestones, time-management/organization skills, balancing content-depth with process injection. 
• Exhibits integrity and does not compromise on principles and core values. 
• Strong intellectual curiosity, coupled with a strong desire to learn and improve constantly. 

Competencies