DWS Business Development Strategy Director

Virtual / remote role with 50 % travel, primarily for client-facing meetings, workshops, and business development activities.

What Success Looks Like In This Role

• Engage senior client stakeholders (CIO, CFO, COO, CHRO, EUX leaders) as a strategic advisor to understand business priorities, challenges, and desired outcomes
• Lead executive briefings, discovery sessions, and client workshops to shape demand and influence buying vision
• Position Unisys Digital Workplace Solutions through value-focused narratives grounded in credible solution architecture experience that align technology capabilities to measurable business outcomes
• Drive prospecting and early opportunity development in partnership with Sales and account teams
• Act as an evangelist for Unisys DWS strategy, vision, and market differentiation

Responsibilities

Client Engagement & Business Development

• Engage senior client stakeholders (CIO, CFO, COO, CHRO, EUX leaders) as a strategic advisor to understand business priorities, challenges, and desired outcomes
• Lead executive briefings, discovery sessions, and client workshops to shape demand and influence buying vision
• Position Unisys Digital Workplace Solutions through value-focused narratives grounded in solution architecture experience that align technology capabilities to measurable business outcomes
• Drive prospecting and early opportunity development in partnership with Sales and account teams
• Act as an evangelist for Unisys DWS strategy, vision, and market differentiation

Sales Partnership & Opportunity Shaping

• Partner closely with Sales to qualify opportunities, define pursuit strategy, and establish clear win themes
• Support client-facing presentations, account planning activities, and targeted prospecting campaigns
• Shape opportunity scope, architectural intent, assumptions, and value propositions prior to formal solution build and pricing activities
• Contribute selectively to RFIs and early proposal stages, emphasizing strategy, vision, differentiation, and business value
• Ensure well-defined architectural context and strategic intent are handed off to Presales Architecture and solution teams

Cross-Functional Liaison & GTM Alignment

• Serve as the primary liaison between DWS Solution Development, Solution Management, Presales Architecture, and GTM teams
• Translate client needs, market signals, and competitive insights into actionable input for solution roadmap, packaging, and offering evolution
• Ensure early-stage client strategy and buying intent are clearly understood and reflected in downstream solution design and GTM messaging
• Facilitate alignment across teams to reduce friction, rework, and disconnects between strategy, solution architecture, and market execution
• Provide feedback loops to ensure GTM narratives, value propositions, and offerings remain market-relevant and execution-ready

Strategy, Thought Leadership & Market Positioning

• Provide thought leadership on Digital Workplace trends, transformation strategies, and outsourcing models
• Translate complex architectural and technical concepts into clear, executive-level business value messages
• Develop and deliver strategic collateral such as points of view, executive briefs, and vision presentations
• Maintain awareness of market trends, competitive landscape, and analyst perspectives
• Feed client and market insights back into DWS portfolio, offering evolution, and go-to-market strategy

Solution Direction & Architectural Context

• Leverage prior senior Digital Workplace Solution Architect experience to guide high-level solution direction and architectural framing
• Translate client business drivers into solution intent, design principles, and architectural guardrails
• Collaborate closely with Presales Architects to ensure continuity from early strategy through solution development
• Support early identification of delivery considerations, risks, and dependencies without owning detailed design, staffing models, or pricing
• Maintain credibility across core workplace services including Service Desk, End User Experience, Endpoint, Collaboration, and Mobility

Requirements

• 10+ years of experience in client-facing roles within IT services, managed services, or digital workplace environments
• Prior experience as a Senior Digital Workplace Solution Architect, Presales Architect, or equivalent role supporting large-scale workplace outsourcing or transformation engagements
• Demonstrated success in consultative selling, business development, and executive-level client engagement
• Strong understanding of Digital Workplace Services, solution architecture, and large-scale outsourcing models
• Proven ability to influence early buying decisions and shape opportunities prior to formal procurement
• Experience operating across product, solution development, presales architecture, and GTM teams to align strategy, offerings, and market execution
• Ability to articulate high-level solution concepts and architectural intent without defaulting to low-level technical design or cost modeling
• Exceptional written, verbal, and executive presentation skills
• Self-directed, pragmatic, and comfortable operating in ambiguous, early-stage sales environments

Qualifications

• Bachelor’s degree in business, technology, or a related discipline, or equivalent professional experience

Success Measures

• Strong pipeline development driven by high-quality, well-shaped opportunities
• Establishment of trusted executive relationships with prospective and existing clients
• Clear strategic and architectural positioning that improves pursuit effectiveness and win rates
• Effective alignment and collaboration across GTM, Solution Management, Solution Development, and Presales Architecture
• Improved consistency between client strategy, solution direction, and market-facing narratives

This role may require access to export-controlled commodities and technology; therefore, eligibility for U.S. Government authorizations is required.