Business Development Director

London (onsite - travel expected)

Hansen is a global provider of software and services to the energy, water and communications industries. With award-winning software used by more than 600 customers in over 80 countries, we help organisations create and deliver new products and services, engage customers, and manage critical revenue management and customer support processes. 

In Communications & Media, Hansen’s portfolio spans BSS/OSS, revenue management, customer care, service fulfilment, network inventory, CPQ, product catalogue, order management and digital transformation solutions. This means our technology sits at the heart of how telecom operators modernise, compete, serve customers and unlock new commercial growth. 

Create the market. Open the door. Win the customer.

In fact, we are looking for 2 Business Development Directors for our rapidly growing Telcos & Media Sales team, one to cover the Americas & Asia region and the other to cover EMEA. Unquestionably, you will be at the front end of Hansen’s growth agenda across your region and it goes without saying that these are strategic new-logo hunter roles, focused on identifying, developing and closing enterprise opportunities with telecom operators, digital service providers and adjacent markets. 

You will build opportunities from scratch, create executive access, shape high-value pursuits and position Hansen as a trusted partner for telecom transformation. Your work will directly to expand Hansen’s market presence, strengthen our credibility across Tier 1 and Tier 2 accounts, and contribute to long-term regional revenue growth. 

• Win new customers: Identify, qualify and close new-logo opportunities across telecom operators, digital service providers and adjacent markets throughout EMEA. 
• Build strategic pipeline: Develop territory and account plans focused on priority accounts, whitespace opportunities, trigger events and long-term market penetration. 
• Engage at executive level: Build credibility with C-suite and senior stakeholders across business, technology, operations and procurement. 
• Lead complex enterprise sales cycles: Navigate multi-stakeholder buying groups, qualification, procurement processes and contract progression from initial engagement through signature. 
• Shape compelling customer propositions: Lead strategic RFI/RFP pursuits and translate Hansen’s BSS, OSS and customer engagement capability into outcome-led business value.
• Create market momentum: Work with marketing, product, pre-sales, delivery and partners to drive demand generation, strengthen win themes and build Hansen’s visibility in the telecom ecosystem.

You are a proven enterprise software sales leader with deep telecom sector experience and a strong track record of winning new customers. You understand the BSS/OSS marketplace, telecom buying processes, commercial drivers, competitive dynamics and digital transformation priorities.

You bring the credibility to engage C-level and senior stakeholders, the commercial judgement to shape multi-million-dollar opportunities, and the resilience, creativity and persistence required to create opportunities from the ground up. A disciplined approach to qualification, such as MEDDPICC or a comparable methodology, will be important, alongside excellent communication, negotiation and presentation skills. 

Experience gained with a leading telecom software vendor, systems integrator, consultancy or telecom operator would be highly valuable, as would an existing executive network across global or international telecom operators, digital service providers or adjacent markets, particularly if your experience and knowledge aligns to the regional focus given to each of these key commercial roles. Native or fluent English is essential, with additional European languages advantageous.

This is a high-impact commercial role with direct visibility across Hansen’s Communications & Media growth strategy. You will have the autonomy to build strategic customer relationships, the backing of a proven telecom software portfolio, and the opportunity to shape meaningful transformation programmes across some of the region’s most important communications providers. 

We are proud to be an equal opportunities employer. Hansen prides itself on celebrating diversity and is committed to creating an inclusive environment for all employees, extending this to how we work with our customers, partners and suppliers. We welcome applications from all qualified candidates, regardless of age, disability, gender identity or expression, marital status, race, ethnicity, religion or belief, sexual orientation, or any other protected characteristic. If you require any adjustments or accommodations during the recruitment process, please let us know.