Director, Business Development

With over 138 years of innovation and service excellence, Burroughs keeps technology running for some of the largest financial institutions and retailers across North America. Through our North American network of field service professionals and digital support teams, we deliver full lifecycle management for payment and transaction automation, self-service, robotic, and IoT technologies—ensuring our customers experience maximum uptime and performance every day. At Burroughs, we believe in growing our people as much as we grow our technology services. Many of our leaders began their careers in the field, and their success stories continue to inspire new generations of technicians, engineers, and support professionals. Our work is diverse, dynamic, challenging, and rewarding—but for those with curiosity, integrity, and a drive to learn, Burroughs is a place to build a lasting and meaningful career.

Job Summary:

The Director of Business Development leads and oversees all business development, current account sales, and related activities within the Retail and FI automation technology sector. This role is accountable for driving revenue growth and achieving organizational sales targets by directly contributing to Business Development efforts, all within the framework of established policies, strategies, and quotas. Responsibilities also include disciplined CRM, pipeline and funnel management activities as an independent contributor and building relationships with potential clients to drive revenue growth across their assigned application segment and territory.

Essential Functions/Key Responsibilities:

Close sales and achieve assigned Sales bookings quota targets Primary focus on developing and optimizing internal methodologies, strategies, and processes to enhance the efficiency of all business development activities, as well as to strengthen go-to-market execution for the assigned application segment and industry vertical. Source new sales opportunities through inbound lead follow-ups and outbound cold calling with AI support demand generation and outbound email strategies Lead and coordinate cross-sell initiatives between Burroughs and acquired entities to drive revenue and customer retention Communicate Burroughs' value proposition clearly across business units and ensure consistent messaging Primary responsibility is to drive Annual Contract Value (ACV) revenue growth by meeting defined bookings targets, while also supporting broader objectives related to total contract value over the contract term and overall margin contribution. Drive new business development by establishing relationships with previously untapped accounts ("new logos") through coordinated efforts with the sales team. Collaborate with vendor partners, internal brands, and cross-functional teams to design and implement services-led solution strategies that address customer challenges and deliver measurable business outcomes. Manage and grow both new and existing client relationships (as may be applicable) to expand market share and maximize the value of the Burroughs services portfolio through strategic cross-selling and up-selling initiatives. Engage C-level executives, key decision-makers, and influencers with a consultative and strategic communication approach to position value-driven solutions. Develop and execute targeted BizDev and marketing campaigns to support and exceed company revenue and growth objectives. Works with Sales management and Bid Desk (pricing) to develops opportunity cost models for Burroughs senior management review (as required) Foster a customer-centric culture across all touchpoints, consistently upholding a professional and solutions-oriented company image.

Knowledge, Skills and Abilities:

Advanced understanding of sales cycles. Possess a strong selling ability and is quota/goal achievement driven Knowledge of marketing automation (CRM HubSpot) and emerging AI selling tools High focus on account strategic planning. Strong knowledge of Microsoft Suite of products (PowerPoint, Excel) Articulate in interpersonal communications with internal and external customers Strong organizational skills and ability to prioritize tasks in a fast paced environment Ability to generate respect and trust from team, internal constituents and customers Strong negotiation, conflict management & customer service skills. High degree of personal integrity and professionalism.

Education and Experience:

Minimum of 5+ years of experience selling services within the Retail segment or attached sectors, with a strong track record of direct customer engagement and/or selling OEM services and technology through a channel based GTM methodology. Bachelor's degree or equivalent relevant experience is required. Deep understanding of service-based sales offerings, including hardware maintenance, project-based services, and Managed Service delivery models.

Physical Requirements and Working Conditions:

This role is primarily home office-based, involving extended use of standard office equipment such as computers, laptops, and mobile devices. Travel is required to attend customer meetings, industry conferences, and internal company meetings/events.

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of day-to-day activities, duties or responsibilities that are required of the team member for this job. Duties, responsibilities and activities may change at any time with or without notice. Burroughs is an Equal Opportunity Employer and Drug Free Workplace. Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status or disability. Job Details Job Family Exempt Pay Type Salary Hiring Min Rate 92,000 USD Hiring Max Rate 105,000 USD