Senior Director, Business Development, International Sustain

Company Description

Publicis Sapient is a digital transformation partner helping established organizations get to their future, digitally enabled state, both in the way they work and the way they serve their customers. We help unlock value through a start-up mindset and modern methods, fusing strategy, consulting, and customer experience with agile engineering and problem-solving creativity. United by our core values and our purpose of helping people thrive in the brave pursuit of next, our 20,000+ people in 53 offices around the world combine experience across technology, data sciences, consulting, and customer obsession to accelerate our clients’ businesses through designing the products and services their customers truly value.

Overview

Senior Director, Business Development, International Sustain Solutions

Location: London, UK

Your primary responsibility as Director of Business Development is to bring new sales of Publicis Sapient’s services that address the post launch requirements of our Digital Customers. These include Digital ASM, Digital Run and Digital Operations – spanning L1 to L3 application support, incident and problem management, minor enhancements, release support, production reliability and continuous improvement across customer journeys, commerce, CRM, ERP, SaaS and COTS products, data platforms, APIs and integrations. You will also shape integrated deals that bring applications together with cloud, infrastructure, network, workplace, service management, observability and security operations under one operating model when client outcomes depend on the full technology stack. You will turn application reliability, feature velocity, customer experience, operational cost and platform complexity into a clear commercial case, positioning AI-enabled operations (AIOps, automation, self-healing and GenAI-enabled support) credibly and responsibly. You will do this through your own efforts of interfacing with existing account teams, with net-new logo acquisition teams and building a global team of sales professionals to drive pipeline and bookings in respective regions.

Your Impact:

• Creates and executes a sales plan that will achieve Publicis Sapient’s business goals in the space of ASM for Digital Platforms and Applications, identifying priority industries, target accounts, application estates, buying centres and high-value application-led managed services opportunities.
• Builds a global sales team as per the plan, and manages their quotas and performance.
• Interlocks with the matrixed country and vertical leadership to define ways-of-working, identify target accounts and build specific execution plans.
• Interfaces with client at all levels within existing and prospective account(s) – including CIO, CTO, CDO, COO, product, applications, engineering, platform, infrastructure, finance, procurement and vendor-management leaders – and consults with customers to fully understand their needs.
• Identifies and leads the pursuit of the targeted new business and contract expansion opportunities within existing accounts. Leverages a client-diagnostic sales strategy and consultative approach to uncover client specific issues and/or opportunities, such as application reliability, customer experience, operational debt, productivity, resilience, cost and transformation needs.
• Identifies and manages resources to develop proposals that position the full range of Publicis Sapient’s Digital Business Transformation capabilities with post-launch Digital Sustain at the core, translating complex application and technology estates into a simple point of view, a differentiated solution narrative and an executable commercial path. Shapes application-led deals that add cloud, infrastructure, network, workplace and security services where shared accountability improves the client outcome.
• Owns deal qualification, pursuit strategy, executive governance, proposal direction, pricing alignment, negotiation and close planning for priority pursuits.

• Collaborates with Publicis Sapient’s executive team and subject matter experts to jointly present proposals, orchestrating pursuit teams across application managed services, cloud, workplace, engineering, data, security, transition and commercial functions.

• Works with Technology Alliance Partner teams such as Microsoft, AWS, Adobe, Google, Salesforce and others to jointly develop opportunities.
• Originates opportunities through senior relationship building, partner ecosystems, industry events, targeted outreach and existing client networks.

• Positions AI-enabled operations credibly in every pursuit, with client-specific proof, responsible adoption and human accountability for consequential decisions.

 

• Stays engaged beyond contract signature, ensuring a clean handoff into transition, mobilisation and account governance with delivery leadership.

 

• Maintains accurate pipeline, forecast, account and pursuit records across the team, using disciplined sales operating rhythms to build a qualified pipeline with clear client need, executive sponsorship and solution fit, and to deliver new-logo wins and account expansions that create durable managed services partnerships rather than isolated staff augmentation or point projects.

Qualifications

• Experience in building and leading ASM and/or ADM services and/or Infrastructure Managed Services focused sales teams for technology services companies, with a focus on growing Digital Engineering and Cloud businesses. Experience in leading, constructing and closing large multi-year ASM and/or Cloud Infra deals at Fortune level companies is required.

 

• Results driven mindset and track record of driving new revenues from new customers. Personal motivation to seek out, pursue and close all opportunities to maximise growth for all parties.

 

• Experience opening net-new executive relationships and navigating multi-stakeholder, multi-workstream opportunities with long sales cycles.

 

• Experience in managing multimillion sales quotas and sales team performance.

 

• Working knowledge of digital application estates, product engineering, service management, cloud and infrastructure, integrations, data, observability, security boundaries and commercial managed services constructs.

 

• Ability to lead consultative conversations on application reliability, AIOps, automation, observability, GenAI-enabled operations, service experience, engineering velocity and cost optimisation without overstating unproven outcomes.

 

• Strong consultative and solution selling focus, with a track record of developing opportunities and closing business.

 

• Strong business awareness, communication and presentation skills, with executive presence, sound commercial judgement and the ability to simplify technical complexity for business audiences.

 

• Strong organization skills with the ability to manage and track multiple priorities.

• Strong stakeholder management skills – the ability to collaborate effectively with others across the organization to accomplish team goals and lead high level customer relationship management.

• Experience of working with Hyperscalers and other cloud platform providers.

 

• Experience of working in a matrixed environment, which includes interfacing with Industry and Regional sales teams.

 

• Willingness to travel extensively to customer locations and for deal-related meetings.

 

• Knowledge of DevOps, SRE, ITSM and AIOps is desirable.

Additional Information

• An inclusive workplace that promotes diversity and collaboration.
• Access to ongoing learning and development opportunities.
• Competitive compensation and benefits package.
• Flexibility to support work-life balance.
• Comprehensive health benefits for you and your family.
• Generous paid leave and holidays.
• Wellness program and employee assistance.

As part of our dedication to an inclusive and diverse workforce, Publicis Sapient is committed to Equal Employment Opportunity without regard for race, color, national origin, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity, or religion. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at [email protected]