Business Development Director

About the role

Create the market. Open the door. Win the customer. We are looking for 2 Business Development Directors for our rapidly growing Telcos & Media Sales team, one to cover the Americas & Asia region and the other to cover EMEA. These are strategic new-logo hunter roles focused on identifying, developing and closing enterprise opportunities with telecom operators, digital service providers and adjacent markets.

Responsibilities

• Identify, qualify and close new-logo opportunities across telecom operators, digital service providers and adjacent markets throughout EMEA.
• Develop territory and account plans focused on priority accounts, whitespace opportunities, trigger events and long-term market penetration.
• Build credibility with C-suite and senior stakeholders across business, technology, operations and procurement.
• Navigate multi-stakeholder buying groups, qualification, procurement processes and contract progression from initial engagement through signature.
• Lead strategic RFI/RFP pursuits and translate Hansen’s BSS, OSS and customer engagement capability into outcome-led business value.
• Work with marketing, product, pre-sales, delivery and partners to drive demand generation, strengthen win themes and build Hansen’s visibility in the telecom ecosystem.

Requirements

• Proven enterprise software sales leader with deep telecom sector experience and a strong track record of winning new customers.
• Understanding of the BSS/OSS marketplace, telecom buying processes, commercial drivers, competitive dynamics and digital transformation priorities.
• Credibility to engage C-level and senior stakeholders, commercial judgement to shape multi-million-dollar opportunities, and resilience, creativity and persistence to create opportunities from the ground up.
• Disciplined approach to qualification, such as MEDDPICC or a comparable methodology.
• Excellent communication, negotiation and presentation skills.
• Experience gained with a leading telecom software vendor, systems integrator, consultancy or telecom operator highly valuable.
• Existing executive network across global or international telecom operators, digital service providers or adjacent markets, particularly if aligned to the regional focus of each role.
• Native or fluent English essential; additional European languages advantageous.