Business Development Director - SaaS

About Us

Korn Ferry is a global organizational consulting firm.
We help clients synchronize strategy and talent to drive superior performance.
Korn Ferry works with organizations to design their structures, roles, and responsibilities.
We help them hire the right people to bring their strategy to life.
And we advise them on how to reward, develop, and motivate their people.
Our 10,000 colleagues serve clients in more than 50 countries.

Korn Ferry Digital is a scaled product business unit within Korn Ferry that develops and sells our suite of talent products and HR technology, supporting clients across six solution areas:

• Organizational Strategy
• Assessment and Succession
• Talent Acquisition
• Leadership and Professional Development
• Sales and Service
• Total Rewards

Our comprehensive talent suite leverages a combination of proprietary talent IP, talent data, analytics and insights to help customers understand their workforce and existing talent gaps and deliver targeted talent interventions at scale using HR technology.

Within the Sales & Service solution, Korn Ferry Digital offers KF Sell, a market-leading CRM-embedded application that leverages Strategic Selling IP to support clients with real-time training and coaching with their sales opportunities.
Much of KF Digital growth is driven by continued adoption, renewal, and expansion of KF Sell along with complementary coaching & talent offerings to support the effectiveness of the clients' commercial teams.

The Role

​We have an exciting opportunity for an experienced New Business, Principal Client Director to join Korn Ferry Digital to focus on Korn Ferry Sell (Find out more here).
We help organisations accelerate their revenue growth - with our Sales Effectiveness Solutions powered by Korn Ferry's Intelligence Cloud which embeds the proven sales methodology of Miller Heiman Group into SFDC and Microsoft Dynamics.

You can read more about our Intelligence Cloud here .

OPPORTUNITY

You will be responsible for identifying new Enterprise prospects, converting them into clients, and collaborating with sales leaders and internal stakeholders on an identified set of large, highly strategic prospects.
The Principal Client Director will accomplish this through the ability to sell the full scope of the company's products and services in a consultative manner, negotiate an effective contract, and tailor solutions that address client needs.
This role requires high-level execution at every stage of the pipeline development and sales process.

KEY RESPONSIBILITIES

• Demonstrates strategic selling approach to identify, target and penetrate companies with needs appropriate to company's services and products.
• Ownership of prospects in assigned market segment.
• Working with CRO/CSO's to help organisations through revenue growth.
• Develops strategic business plan for area of responsibility to maximize revenue from new clients by addressing the unique needs and opportunities of the assigned scope of responsibility.
• Effectively researches prospect organization to understand industry segment, key business drivers, situational or environment factors, and business challenges.
• Develops customized business solutions based on customer needs that effectively articulate and differentiate products value proposition.
• Delivers compelling and thought-provoking presentations that compel new and dormant clients to work with the company.
• Builds strong internal network of resources and works effectively with them to build solutions and deliver against client needs.
• Builds reliable, sustainable, mutually beneficial relationships with key client buying influences.
• Effectively aligns with professional services and client management organization to ensure seamless transition of client to new account owner.
• Ensures comprehensive understanding of industry issues and competitive landscape to ensure relevance and appropriate competitive positioning.

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

The successful candidate will have -

• Proven experience in a complex business environment with emphasis on selling SaaS products and services to large, highly strategic corporations.
• Selling into CRO/CSO.
• Solid new business B2B SaaS experience mandatory.
• Experience with developing new business and maintaining client relationships.
• Strong written, verbal communication, and presentation skills; strong conceptual and analytical skills.
• Strong pipeline analysis and opportunity forecasting skills.
• Ability to present and defend point of view constructively and persuasively.
• Very strong influence skills.
  Exceptional listening and interpersonal skills.
• Insatiable curiosity and drive to succeed.
  Perseverant and upbeat.
• Understands how to work with senior level management.
  Solutions oriented.

Education

Bachelor's degree desired.
Advanced degree in business or in a similar field is a plus.

Our Values

Korn Ferry is an entrepreneurial, client-purposed meritocracy where inclusive, honest, knowledgeable, and high-performing colleagues can enjoy a lifetime of growth opportunities.

We expect all our employees to reflect our values of inclusion, honesty, knowledge and performance in everything they do.