Sales Leader - New Business

Description

Role: Sales Leader -New Business

Location:NY/NJ/New England
Employment Type: Full-time

Role Summary

The Sales Leader -New Business is responsible for driving new business acquisition and expanding Trianz’s market presence across targeted industries. This is a pure market penetration role focused on identifying, qualifying, and closing new client relationships that result in multi-tower, multi-year digital transformation and IT services engagements.

The role requires a seasoned sales leader with deep experience in net-new prospecting, pipeline generation, and high-velocity executive engagement. The ideal candidate has strong connections in the industry, a proven record of closing complex deals, and the ability to build C-suite relationships that translate into long-term revenue growth.

Key Responsibilities

1. New Logo Acquisition & Territory Growth

• Drive the end-to-end acquisition of new enterprise clients within the assigned region or vertical.
• Build and execute a territory strategy focused entirely on net-new prospects.
• Develop and maintain a high-quality pipeline through direct outreach, networking, referrals, and partner ecosystem engagements.
• Meet or exceed quarterly and annual new-logo and revenue targets.

2. Prospecting & Pipeline Generation

• Use a multi-channel approach—cold outreach, social selling, events, partner leads—to create new opportunities.
• Engage prospects from early stages to uncover pain points, transformation needs, and buying signals.
• Convert early interest into qualified opportunities and run structured discovery sessions.

3. Executive Relationship Building

• Build strong relationships with C-level executives (CIO, CTO, CISO, CDO, Head of Digital, COO, BU Leaders).
• Establish Trianz as a trusted partner by presenting thought leadership, insights, and relevant case studies.
• Lead executive briefings, solution showcases, and ideation workshops to accelerate deal progression.

4. Solution Positioning & Deal Shaping

• Work collaboratively with solution architects and practice leaders to frame opportunities, define scope, and shape value propositions.
• Position Trianz capabilities across:
  • Cloud & Digital Modernization
  • Data, Analytics & AI
  • Digital Infrastructure & Security
  • Managed Services
  • Application Modernization
• Ensure alignment between client needs and Trianz solution offerings.

5. Proposal, SOW & Commercial Leadership

• Lead proposal development, RFP/RFI responses, and client presentations.
• Partner with pricing, solution, and delivery teams to construct competitive commercial models.
• Drive negotiations around terms, pricing, SOW, SLAs, and close deals effectively.

6. Collaboration & Internal Alignment

• Work closely with marketing to execute targeted campaigns and industry-focused outreach strategies.
• Collaborate with delivery and practice leaders to ensure feasibility, differentiation, and client alignment.
• Maintain disciplined CRM/Salesforce hygiene—pipeline health, forecasting, and documentation.

7. Market Intelligence & Positioning

• Stay current with industry trends, competitor offerings, partner programs, and emerging digital technologies.
• Bring insights to prospects to shape demand and differentiate Trianz as a strategic transformation partner.
• Represent Trianz at conferences, industry forums, and networking events to grow brand visibility.

Skills & Competencies to Look For

1. New Business Development Expertise

• Exceptional prospector with proven success generating pipeline from scratch.
• Strong discipline in outbound sales, self-sourced opportunities, and high-velocity pursuit.

2. Enterprise Technology Services Knowledge

• Working knowledge of digital transformation, cloud services, infrastructure, analytics, and managed services.
• Ability to translate technology capabilities into business outcomes for prospects.

3. Executive Presence & Communication

• Ability to engage and influence C-suite leaders.
• Strong presentation, articulation, and storytelling skills.
• Confident leading high-stakes conversations and discovery sessions.

4. Sales Strategy & Commercial Acumen

• Solid understanding of deal qualification methodologies (MEDDIC, Challenger, SPIN, BANT, etc.).
• Experience negotiating complex commercial terms, pricing models, and multi-tower contracts.
• Strong financial and business case development skills.

5. Collaboration & Internal Leadership

• Ability to orchestrate cross-functional pursuit teams.
• Works seamlessly with marketing, solutioning, delivery, and leadership teams.
• Brings structure, clarity, and urgency to pursuit cycles.

6. Personal Attributes

• Highly driven and energetic; thrives in a target-focused environment.
• Self-motivated with strong ownership and accountability.
• Problem-solver with the ability to operate independently.
• Resilient, persistent, and adaptable to changing priorities.

Qualifications

• 12–18+ years of experience in technology services sales.
• Strong track record of net-new logo acquisition at the enterprise level.
• Experience working with global delivery and multi-tower solution models.
• Willingness to travel 30–50% based on client engagement needs.

Compensation & Benefits for Fulltime hiring.

• Trianz compensation reflects the cost of labor across several US geographic markets. The base pay ranges between USD $150,000 to $200,000. Pay is based on several factors including market location and may vary depending on job-related knowledge, skills, and experience. The actual wage offered may be lower or higher depending on budget and candidate experience, knowledge, skills, qualifications, and premium geographic location. Trianz also offers comprehensive benefits including medical, dental, vision, FSA, EAP, 401(k) with Company matching, unlimited PTO, flexible schedule, and professional development assistance.

Equal Employment Opportunity

• Trianz is an Equal Opportunity Employer and does not discriminate based on race, color, creed, national or ethnic origin, gender, religion, disability, age, political affiliation or belief, special needs veteran, veteran of the Vietnam Era, or citizenship status (except in those special circumstances permitted or mandated by law). We comply with all state and federal laws and regulations protecting employees and applicants against illegal discrimination, retaliation, and harassment. Our policy is available upon request. We consider qualified applicants with criminal histories, consistent with applicable federal, state, and local law. Trianz participates in the E-Verify program in certain locations, as required by law. We are committed to providing reasonable accommodation for all qualified individuals with a disability or other reasons protected by applicable laws. If you require assistance or accommodation due to a disability or special needs to search for a job opening or apply, please email [email protected] with your request and contact information.

Trianz Privacy Notice

• Trianz respects your privacy and wants to ensure we comply with applicable Data Privacy Regulations as per local regulator laws. Please review our privacy policy at https://www.trianz.com/privacy-statement for more.