Director, Business Development - Border Security Group

Internal Job Title: Director, Business Development - Border Security
Job Type: Permanent, Full-Time
Job Location: 18 Auriga Drive, Ottawa ON
Work Model: Hybrid

Position Summary

As a Director of Business Development in our Border Security Division, you will play a crucial role in growing our portfolio of customers who trust Canadian Bank Note Company, Limited (CBN) to design, develop and deploy leading edge secure identity documents (passports, visas, digital credentials), issuance platforms, and border management technologies.

We are looking for a “hunter” to drive revenue growth by focusing on opportunities domestically and within the Western hemisphere.

What We Can Offer You

• Compensation: We seek long term relationships with our employees and recognize and reward them with a competitive total compensation package that includes:  
  • An industry leading defined contribution pension plan with company matching contributions (up to 5%) and payment of service fees, 
  • Best-in-class health, medical and life insurance benefits;  
  • Access to virtual and telehealth services and apps; and
  • Very progressive fertility, adoption and surrogacy benefits to support all definitions of family.  
• Career: As a knowledge-based organization we will provide you with a wealth of learning opportunities and challenging work that will grow your knowledge, skills and abilities. At CBN, we encourage and empower our employees to chart their own career path, putting you in control of your future.   
• Culture: Personal character is the foundation of our culture. CBN’s 7 Core Principles shape and guide our behaviours and underpin the sense of community you will experience at CBN. Equity, diversity and inclusivity are important to us as an organization, and we are committed to fostering and developing a work environment where every employee is treated with dignity and respect. 

Responsibilities

• Strategic Planning and Execution
  • Develop and execute comprehensive business development planning and long-term pursuit strategies to identify and capture new opportunities in the complex government IT systems market; the successful candidate will work within a matrix organization and be supported by subject matter experts and a business development team.
  • Analyze market trends, competitor activities, and map emerging technologies to inform business strategies and product offerings
• Relationship and Brand Management
  • Build and maintain strategic long-term partnerships with key stakeholders, including potential clients (decision makers, technical, policy), vendors, and industry influencers
  • Represent the company at industry events, conferences, and trade shows to enhance brand visibility and generate leads
  • Support marketing activities to elevate the Border Security group’s brand image with target customers and audiences
• Sales Cycle Management
  • Oversee the preparation of complex proposals, RFPs, and sales presentations for enterprise clients (government)
  • Participate in negotiations of high-value contracts and manage the entire sales cycle for major accounts
  • Support existing business activities within current contracts
• Teamwork and Collaboration
  • Collaborate with a high-performing sales team, setting clear goals and providing guidance to achieve revenue targets
  • Collaborate with internal teams, including product development, marketing, and operations, to align business development efforts with Company objectives

Knowledge and Experience

• Bachelor’s degree in Business Administration, Marketing, or Computer Science or an equivalent combination of education and relevant work experience
• Knowledge of the following:
  • Consultative selling
  • B2G sales (protracted sales cycles, RFx responses)
  • IT systems and technology trends
  • Project management methodologies is an asset
• Competencies
  • Business acumen
  • Financial literacy
• 10+ years of experience in business development or IT sales
  • Complex enterprise level technology sales
  • Working within a matrix-managed organization
  • Multinational sales experience is an asset

Technology

• Proficiency in MS O365

Soft Skills and Abilities

• Interpersonal skills
  • Communication, relationship building, influencing/persuasion, teamwork and collaboration, leadership
• Critical thinking skills
  • Analysis, problem-solving, strategic thinking
• Perseverance and resilience
• Presentation skills
• Negotiation skills
• Self-directed
• Adaptability

MANDATORY REQUIREMENTS

• Fluency in English (bilingualism (French) is an asset)
• Ability to work outside of normal business hours as required (e.g. client time zones)
• Ability to travel domestically/internationally up to 8 weeks/year

SECURITY CLEARANCE REQUIREMENTS

• Ability to obtain and maintain Government of Canada Secret (Level II) personal security clearance

CBN designs and develops industry leading solutions for the following domains: Border Security, Civil Identity, Driver Identification and Vehicle Information, Currency and Excise Control, and Lottery and Charitable Gaming. To learn more, visit www.cbnco.com.

As an Equal Opportunity Employer, Canadian Bank Note Company, Limited is committed to achieving a skilled workforce that reflects the diversity of the Canadian population. We encourage applications from women, visible minorities, people with disabilities and Aboriginal people. Canadian Bank Note Company Limited is committed to developing inclusive, barrier-free selection processes and work environments.  

If contacted regarding this competition, please advise the interview coordinator of any accommodation measures you may require.