Role Summary
DTV is seeking a Business Development Lead to drive business value through customer acquisition, opportunity development, and revenue growth across DTV's product and service portfolio (including hardware-enabled solutions, software systems, and technical services such as prototyping and scale-up facilities).
This role will own the commercial pipeline end-to-end, from identifying opportunities and engaging customers, to shaping proposals and closing deals in partnership with technical and delivery teams.
Key Responsibilities
1) Revenue & Pipeline Ownership
- Build and manage a strong opportunity pipeline aligned with DTV priorities.
- Own commercial execution from first contact through closure (proposal negotiation agreement).
- Drive revenue outcomes, deal conversion, and strategic customer expansion.
2) Customer Engagement & Market Development
- Proactively engage target customers (public sector, industry, corporates, and strategic entities).
- Lead customer discovery conversations to identify pain points, needs, and decision drivers.
- Develop trusted relationships with senior stakeholders and decision makers.
3) Offer & Proposal Development
- Translate customer needs into structured opportunities, including scope, timeline, and value proposition.
- Lead proposal development, SOW structuring, and commercial packaging.
- Align deal scope with delivery feasibility in collaboration with product and technical teams.
4) Commercial Strategy & Value Creation
- Support leadership with insights on market needs, competitive positioning, and commercial prioritization.
- Recommend pricing approaches and commercial models (fixed packages, pilots, phased delivery).
- Drive recurring opportunities and long-term customer relationships.
5) Internal Cross-Functional Alignment
- Work closely with product, engineering, and delivery teams to ensure sellable and scalable offerings.
- Ensure clarity on customer expectations, delivery boundaries, and commercial commitments.
Required Qualifications
- 5+ years of experience in Business Development, Commercial Strategy, Partnerships, or Sales.
- Proven ability to originate opportunities and close deals (not just relationship management).
- Strong experience selling technical products, technical services, or complex solutions.
- Excellent negotiation, stakeholder management, and executive communication skills.
- Comfortable operating in high-ambiguity environments and building from scratch.
Preferred Qualifications
- Experience with HW/SW integrated offerings or engineering-led services.
- Experience selling innovation services, prototyping, labs, facilities, or technology programs.
- Strong network across relevant industry and government stakeholders.
- Ability to shape multi-phase engagements (Discovery Pilot Scale).
