Business Development Director - Software Sales
Let's be unstoppable together!
Circana is a leading provider of technology, AI, and data solutions for consumer packaged goods companies, manufacturers, and retailers. Our predictive analytics and Liquid Data® platform help clients measure market share, uncover consumer behaviour, and drive growth—powered by six decades of expertise and an expansive, high-quality data set.
At Circana, we are fueled by our passion for continuous learning and growth, we seek and share feedback freely, and we celebrate victories both big and small in an environment that is flexible and accommodating to our work and personal lives.We're a global company dedicated to fostering inclusivity and belonging.We value and celebrate the unique experiences, cultures, and viewpoints that each individual brings.By embracing a wide range of backgrounds, skills, expertise, and beyond, we create a stronger, more innovative environment for our employees, clients, and communities.
With us, you can always bring your full self to work.Join our inclusive, committed team to be a challenger, own outcomes, and stay curious together.Circana is proud to be Certified™ by Great Place To Work®.This prestigious award is based entirely on what current employees say about their experience working at Circana.Learn more at www.circana.com.
Role Overview
The Business Development Director – Professional Services is an enterprise sales leader responsible for originating and closing complex Professional Services engagements across both core retail and adjacent vertical markets. This role operates as a full-cycle deal owner, driving new business, expanding existing client relationships, and partnering cross-functionally to deliver high-value, data-driven consulting and analytics solutions.
The Business Development Director will build and manage a qualified pipeline, shape solutions in collaboration with delivery and product teams, develop commercial models, and lead contract negotiations through close. This role plays a critical part in scaling Professional Services by attaching services to data and technology offerings, identifying standalone opportunities, and influencing go-to-market strategy.
Job Responsibilities
- Own end-to-end sales cycle, including pipeline development, opportunity management, forecasting, and deal closure
- Identify, prospect, and secure new business across enterprise accounts, including net-new logos and existing clients
- Build and maintain strong, multi-threaded relationships across business, analytics, IT, procurement, and executive stakeholders
- Partner with internal teams (Professional Services, Product, Data, Analytics) to shape solutions, define scope, and articulate client value
- Develop pricing models, financial business cases, and deal economics, including margin, resourcing, and delivery assumptions
- Lead proposal development and contract negotiations, including Statements of Work (SOWs), MSAs, and commercial terms
- Drive expansion within existing accounts through renewals, extensions, managed services, and new workstreams
- Collaborate with account and vertical sales teams to attach and expand Professional Services opportunities alongside core offerings
- Orchestrate cross-functional pursuit teams and support RFP responses as needed
- Contribute to market development by identifying trends, refining offerings, and influencing go-to-market strategies
Requirements
- Extensive enterprise sales experience, with a focus on professional services, consulting, managed services, or analytics-driven solutions
- Extensive Software/Data sales experience (ideally in the Healthcare industry)
- Proven experience managing full-cycle sales, including prospecting, discovery, solution development, pricing, negotiation, and close
- Strong commercial and financial acumen, with hands-on experience building deal models and evaluating margin and delivery assumptions
- Experience negotiating contracts, including MSAs, SOWs, and procurement processes
- Demonstrated ability to influence senior stakeholders and navigate complex, multi-disciplinary buying environments
- Experience collaborating with account teams and aligning services sales with broader technology or data solutions
- Strong communication, presentation, and relationship-building skills
- Bachelor's degree required; advanced degree preferred
Circana Behaviours
- Stay Curious: Being hungry to learn and grow, always asking the big questions.
- Seek Clarity: Embracing complexity to create clarity and inspire action.
- Own the Outcome: Being accountable for decisions and taking ownership of our choices.
- Center on the Client: Relentlessly adding value for our customers.
- Be a Challenger: Never complacent, always striving for continuous improvement.
- Champion Inclusivity: Fostering trust in relationships engaging with empathy, respect, and integrity.
- Commit to each other: Contributing to making Circana a great place to work for everyone.
Location: This position can be located in the following area(s): UK
Business Development Director - Software Sales
Let's be unstoppable together!
Circana is a leading provider of technology, AI, and data solutions for consumer packaged goods companies, manufacturers, and retailers. Our predictive analytics and Liquid Data® platform help clients measure market share, uncover consumer behaviour, and drive growth—powered by six decades of expertise and an expansive, high-quality data set.
At Circana, we are fueled by our passion for continuous learning and growth, we seek and share feedback freely, and we celebrate victories both big and small in an environment that is flexible and accommodating to our work and personal lives.We're a global company dedicated to fostering inclusivity and belonging.We value and celebrate the unique experiences, cultures, and viewpoints that each individual brings.By embracing a wide range of backgrounds, skills, expertise, and beyond, we create a stronger, more innovative environment for our employees, clients, and communities.
With us, you can always bring your full self to work.Join our inclusive, committed team to be a challenger, own outcomes, and stay curious together.Circana is proud to be Certified™ by Great Place To Work®.This prestigious award is based entirely on what current employees say about their experience working at Circana.Learn more at www.circana.com.
Role Overview
The Business Development Director – Professional Services is an enterprise sales leader responsible for originating and closing complex Professional Services engagements across both core retail and adjacent vertical markets. This role operates as a full-cycle deal owner, driving new business, expanding existing client relationships, and partnering cross-functionally to deliver high-value, data-driven consulting and analytics solutions.
The Business Development Director will build and manage a qualified pipeline, shape solutions in collaboration with delivery and product teams, develop commercial models, and lead contract negotiations through close. This role plays a critical part in scaling Professional Services by attaching services to data and technology offerings, identifying standalone opportunities, and influencing go-to-market strategy.
Job Responsibilities
- Own end-to-end sales cycle, including pipeline development, opportunity management, forecasting, and deal closure
- Identify, prospect, and secure new business across enterprise accounts, including net-new logos and existing clients
- Build and maintain strong, multi-threaded relationships across business, analytics, IT, procurement, and executive stakeholders
- Partner with internal teams (Professional Services, Product, Data, Analytics) to shape solutions, define scope, and articulate client value
- Develop pricing models, financial business cases, and deal economics, including margin, resourcing, and delivery assumptions
- Lead proposal development and contract negotiations, including Statements of Work (SOWs), MSAs, and commercial terms
- Drive expansion within existing accounts through renewals, extensions, managed services, and new workstreams
- Collaborate with account and vertical sales teams to attach and expand Professional Services opportunities alongside core offerings
- Orchestrate cross-functional pursuit teams and support RFP responses as needed
- Contribute to market development by identifying trends, refining offerings, and influencing go-to-market strategies
Requirements
- Extensive enterprise sales experience, with a focus on professional services, consulting, managed services, or analytics-driven solutions
- Extensive Software/Data sales experience (ideally in the Healthcare industry)
- Proven experience managing full-cycle sales, including prospecting, discovery, solution development, pricing, negotiation, and close
- Strong commercial and financial acumen, with hands-on experience building deal models and evaluating margin and delivery assumptions
- Experience negotiating contracts, including MSAs, SOWs, and procurement processes
- Demonstrated ability to influence senior stakeholders and navigate complex, multi-disciplinary buying environments
- Experience collaborating with account teams and aligning services sales with broader technology or data solutions
- Strong communication, presentation, and relationship-building skills
- Bachelor's degree required; advanced degree preferred
Circana Behaviours
- Stay Curious: Being hungry to learn and grow, always asking the big questions.
- Seek Clarity: Embracing complexity to create clarity and inspire action.
- Own the Outcome: Being accountable for decisions and taking ownership of our choices.
- Center on the Client: Relentlessly adding value for our customers.
- Be a Challenger: Never complacent, always striving for continuous improvement.
- Champion Inclusivity: Fostering trust in relationships engaging with empathy, respect, and integrity.
- Commit to each other: Contributing to making Circana a great place to work for everyone.
Location: This position can be located in the following area(s): UK
