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Title: Director, Business Development

Report to: Mozart Mello, Managing Director Latam
Local: Santiago, Chile

Uptime Institute, una división independiente de The 451 Group, es una organización de asesoramiento imparcial centrado en mejorar el rendimiento, la eficiencia y la fiabilidad de la infraestructura crítica de negocio a través de la innovación, la colaboración y certificaciones independientes. Uptime Institute sirve a todos los actores responsables de la disponibilidad de servicios de TI a través de estándares de la industria que conducen, la educación, la creación de redes peer-to-peer, consultoría y programas de premios entregados a las organizaciones empresariales y los operadores, fabricantes y proveedores. El tiempo de actividad del Instituto es reconocido a nivel mundial para la creación y administración de las Normas Tier y certificaciones para centro de datos de diseño, construcción y operaciones, junto con su sello de aprobación Gestión y Operaciones (M & O), metodología FORCSS^®, y el sello aprobación de TI eficiente. Uptime Institute Data Center Global Authority^® tiene oficinas en los EE.UU., México, Costa Rica, Brasil, Reino Unido, España, U.A.E., Rusia, Taiwán, Singapur, Dubai y Malasia.

Uptime Institute ahora está buscando un profesional en desarrollo de negocios con experiencia desarrollando el negocio de consultoría en la industria de centros de datos. Esta posición ayudará a expandir las actividades de ventas en Sudamérica a través de la cartera de servicios actuales y en desarrollo.

Con base Sudamérica, esta posición será responsable de promover conceptos y servicios, así como concretar contratos de servicio (por políticas de la empresa) para Uptime Institute. El enfoque de este profesional de desarrollo de negocios incluirá organizaciones de la industria de centros de datos y profesionales, tanto para las cuentas existentes y nuevas de la región.

El director de desarrollo de negocios generará nuevas oportunidades directas e indirectas / ventas de terceros para los Tiers de Uptime Institute, sostenibilidad operativa, la debida diligencia y los servicios profesionales de M & O (Gestión y Operaciones) en Sudamérica.

Los servicios profesionales que incluyen la certificación y consultoría tanto en la infraestructura (Evaluaciones, exámenes preliminares y Certificaciones Tier), operaciones (Certificación Tier de Operación Sostenible y sello gestión de la sostenibilidad y Operaciones) y el apoyo estratégico en el desarrollo e implementación de una sólida Programas de Gestión de Instalaciones (Gestión de Instalaciones y Operaciones [FMO]).

Responsabilidades:

• Trabajar en estrecha colaboración con el equipo de ventas de Latinoamérica, así como el equipo ejecutivo global, para identificar oportunidades estratégicas, a largo plazo, y toda la cartera de servicios.
• Desarrollar y gestionar las oportunidades nuevas así como oportunidades en curso así como en entrenamiento de la industria en las ofertas de servicios.
• Manejo de oportunidades potenciales, apoyando el alcance y negociación de precios, culminando en una propuesta y el inicio de la fase de contrato.
• Mantener la información de ventas puntual y precisa así como el seguimiento a través del CRM (Salesforce) de Uptime Institute.
• Facilitar el seguimiento y proporcionar informes de actividades a la alta dirección.
• Viajes en apoyo de eventos de Uptime Institute para el desarrollo comercial, tanto nacionales como en el extranjero son necesarios para este puesto.

Requisitos y Calificaciones:

• 3-5 años de experiencia en el desarrollo de negocios y perfil de desarrollo de mercado con éxito demostrable en la identificación de nuevos clientes potenciales, desarrollo de oportunidades de negocio, y el cierre de contratos de consultoría.
• Fuerte conocimiento de la Administración de la Infraestructura del Centro de Datos.
• Capacidad para reconocer, explorar, desarrollar el alcance de servicios consistentes con el enfoque y la misión de Uptime Institute así su oferta de servicios de consultoría.
• Historial comprobable de ventas superior a los objetivos, con énfasis en asegurar y ampliar las relaciones rentables con los clientes.
• Se dará preferencia a los candidatos con un conocimiento amplio de la planificación de centros de datos, diseño, construcción y operaciones, y un historial de venta de servicios de consultoría en Centros de Datos.
• Habilidades verbales y escritas fuertes con experiencia probada en materia técnica.
• Establecimiento fuerte de relaciones, negociación y habilidades interpersonales.
  Un enfoque centrado en el cliente.
• Es necesario una fluidez en inglés y el portugués será un diferencial.

Title: Director, Business Development

Report to: Managing Director - Europe
Local: Alemanha

Uptime Institute is the Global Digital Infrastructure Authority. Its Tier Standard is the IT industry’s most trusted and adopted global standard for the proper design, construction, and operation of data centers – the backbone of the digital economy. For over 25 years, the company has served as the standard for data center reliability, sustainability, and efficiency, providing customers assurance that their digital infrastructure can perform at a level that is consistent with their business needs across a wide array of operating conditions. With its data center Tier Standard & Certifications, Management & Operations reviews, broad range of related risk and performance assessments, and accredited educational curriculum completed by over 10.000 data center professionals, Uptime Institute has helped thousands of companies, in over 100 countries to optimize critical IT assets while managing costs, resources, and efficiency.

Uptime Institute is headquartered in New York, NY, with offices in Seattle, London, Sao Paulo, Dubai, Singapore, and Taipei. For more information, please visit www.uptimeinstitute.com.

Uptime Institute is now seeking a business development professional with experience developing consulting business in the data center industry. This position will help expand the company’s global sales activities across the current and developing service portfolio.

This position will be responsible to promote concepts and services, and close contracts (per company policies) for Uptime Institute services. The focus of this business development professional will include data center industry organizations and professionals for both existing and new accounts in the region.

The Director of Business Development will generate new direct and indirect/third-party sales opportunities for Uptime Institute’s Tiers, Operational Sustainability, Due Diligence and M&O (Management & Operations) professional services in their region.

The professional services include certification and consulting on both infrastructure (Due Diligence Assessments, Preliminary Reviews and Tier Certification) and operations (Tier Certification of Operational Sustainability Management & Operations Stamp of Approval) and strategic support in the development and implementation of a robust Facilities Management Programs (Facilities Management & Operations ([FMO] Advisory).

Responsibilities:

• Work closely with regional sales team, as well as with the global executive team, to identify all strategic, long-term, or portfolio-wide opportunities.
• Develop and manage incoming leads and ongoing industry outreach, including education of the industry regarding these offerings and the IP upon which they are based.
• Manage maturing leads, supporting scope and price negotiation culminating in a proposal, and initiating the contract phase.
• Maintain timely and accurate sales information and tracking through Uptime Institute's CRM (SalesForce).
• Facilitate follow-up and provide roll-up reporting to senior management.
• Travel in support of Uptime Institute events and on-site business development efforts both domestic and select overseas destinations are requisite for this position.

Requirements and Qualifications:

• 5 -7 years’ experience in Business development and market development background with demonstrable success in identifying new prospective customers, building a pipeline, and closing consulting agreements.
• Experience and knowledge of the global Data Center market.
• Capability to recognize, explore, and scope consulting services consistent with the focus and mission of Uptime Institute and its service offerings.
• Proven sales track record exceeding goals with emphasis on securing and expanding profitable customer relationships.
• Preference given for candidates with an Intimate knowledge of data center planning, design, construction, and operations—and a track record of selling services in this data center consulting discipline.
• Strong verbal and written skills with proven experience in technical subject matter.
• Strong networking, negotiating, and interpersonal skills.
• A customer-centric approach.

Title: Director, Business Development

Report to: Vice President, North America
Local: NAM

Uptime Institute is an unbiased advisory organization focused on improving the performance, efficiency, and reliability of business-critical infrastructure through innovation, collaboration, and independent certifications. O Uptime Institute serve todos os stakeholders responsáveis pela disponibilidade de serviços de TI por meio de padrões líderes na indústria, educação, networking entre pares, consultoria e programas de premiação oferecidos a organizações empreendedoras e operadores de terceiros, fabricantes e prestadores de serviços. O Uptime Institute é reconhecido mundialmente pela criação e administração do Tier Standards & Certifications para projeto, construção e operações de Datacenter, junto com seu Selo de aprovação de Management & Operations (M&O), metodologia FORCSS^® e Selo de aprovação Efficient IT. Uptime Institute—The Global Data Center Authority^®—has office locations in the U.S., Mexico, Costa Rica, Brazil, U.K., Spain, U.A.E., Russia, Taiwan, Singapore, Dubai, and Malaysia.

Uptime Institute is now seeking a business development professional with experience developing consulting business in the data center industry. This position will help expand the company’s global sales activities across the current and developing service portfolio.

This position will be responsible to promote concepts and services, and close contracts (per company policies) for Uptime Institute services. The focus of this business development professional will include data center industry organizations and professionals for both existing and new accounts in the region.

The Director of Business Development will generate new direct and indirect/third-party sales opportunities for Uptime Institute’s Tiers, Operational Sustainability, Due Diligence and M&O (Management & Operations) professional services in their region.

The professional services include certification and consulting on both infrastructure (Due Diligence Assessments, Preliminary Reviews and Tier Certification) and operations (Tier Certification of Operational Sustainability Management & Operations Stamp of Approval) and strategic support in the development and implementation of a robust Facilities Management Programs (Facilities Management & Operations ([FMO] Advisory).

Responsibilities:

• Work closely with regional sales team, as well as with the global executive team, to identify all strategic, long-term, or portfolio-wide opportunities.
• Develop and manage incoming leads and ongoing industry outreach, including education of the industry regarding these offerings and the IP upon which they are based.
• Manage maturing leads, supporting scope and price negotiation culminating in a proposal, and initiating the contract phase.
• Maintain timely and accurate sales information and tracking through Uptime Institute's CRM (SalesForce).
• Facilitate follow-up and provide roll-up reporting to senior management
• Domestic travel in support of Uptime Institute events and on-site business development are requisite for this position.

Requirements and Qualifications:

• 5 -7 years’ experience in Business development and market development background with demonstrable success in identifying new prospective customers, building a pipeline, and closing consulting agreements.
• Experience and knowledge of the global Data Center market.
• Capability to recognize, explore, and scope consulting services consistent with the focus and mission of Uptime Institute and its service offerings.
• Proven sales track record exceeding goals with emphasis on securing and expanding profitable customer relationships.
• Preference given for candidates with an Intimate knowledge of data center planning, design, construction, and operations—and a track record of selling services in this data center consulting discipline.
• Strong verbal and written skills with proven experience in technical subject matter.
• Strong networking, negotiating, and interpersonal skills.
• A customer-centric approach.

Title: Director, Business Development

Report to: Managing Director Europe
Local: Turquia

Uptime Institute is an unbiased advisory organization focused on improving the performance, efficiency, and reliability of business-critical infrastructure through innovation, collaboration, and independent certifications. O Uptime Institute serve todos os stakeholders responsáveis pela disponibilidade de serviços de TI por meio de padrões líderes na indústria, educação, networking entre pares, consultoria e programas de premiação oferecidos a organizações empreendedoras e operadores de terceiros, fabricantes e prestadores de serviços. Uptime Institute is recognized globally for the creation and administration of the Tier Standards & Certifications for Data Center Design, Construction, and Operations, along with its Management & Operations (M&O) Stamp of Approval, FORCSS® methodology, and Efficient IT Stamp of Approval. Uptime Institute—The Global Data Center Authority®—has office locations in the U.S., Mexico, Costa Rica, Brazil, U.K., Spain, U.A.E., Russia, Taiwan, Singapore, Dubai, and Malaysia.

Uptime Institute is now seeking a business development professional with experience developing consulting business in the data center industry across Turkey, Azerbaijan, Turkmenistan, Uzbekistan, Tajikistan and Kyrgyzstan. This position will help expand the company’s global sales activities across the current and developing service portfolio.

This position will be responsible to promote concepts and services, and close contracts (per company policies) for Uptime Institute services. The focus of this business development professional will include data center industry organizations and professionals for both existing and new accounts in the region.

The Director of Business Development will generate new direct and indirect/third-party sales opportunities for Uptime Institute’s Tiers, Operational Sustainability, Due Diligence and M&O (Management & Operations) professional services in their region.

The professional services include certification and consulting on both infrastructure (Due Diligence Assessments, Preliminary Reviews and Tier Certification) and operations (Tier Certification of Operational Sustainability Management & Operations Stamp of Approval) and strategic support in the development and implementation of a robust Facilities Management Programs (Facilities Management & Operations ([FMO] Advisory).

Responsibilities:

• Maintain timely and accurate sales information and tracking through Uptime Institute's CRM (SalesForce).
• Facilitate follow-up and provide roll-up reporting to senior management.
• Travel in support of Uptime Institute events and on-site business development efforts both domestic and select overseas destinations are requisite for this position.
• Work closely with regional sales team, as well as with the global executive team, to identify all strategic, long-term, or portfolio-wide opportunities.
• Develop and manage incoming leads and ongoing industry outreach, including education of the industry regarding these offerings and the IP upon which they are based.
• Spearhead sales activities, identifying new business suspects, prospects and opportunities and nurturing them into the pipeline
• Manage maturing leads, supporting scope and price negotiation culminating in a proposal, and initiating the contract phase.

Requirements and Qualifications:

• 5 -7 years’ experience in Business development and market development background with demonstrable success in identifying new prospective customers, building a pipeline, and closing consulting agreements.
• Experience and knowledge of the global Data Center market.
• Capability to recognize, explore, and scope consulting services consistent with the focus and mission of Uptime Institute and its service offerings.
• Proven sales track record exceeding goals with emphasis on securing and expanding profitable customer relationships.
• Preference given for candidates with an Intimate knowledge of data center planning, design, construction, and operations—and a track record of selling services in this data center consulting discipline.
• Strong verbal and written skills with proven experience in technical subject matter.
• Strong networking, negotiating, and interpersonal skills.
• A customer-centric approach.
• Language Skills: English and Turkish

Title: Program Director SCIRA-FSI

Report to: Managing Director, EU
Local: UK based, remote

Uptime Institute has unparalleled expertise in helping organization plan, building and operate world class digital infrastructure.

Uptime Institute has unparalleled expertise in helping organizations plan, build, and operate and optimize world-class digital infrastructure. With over 250 financial sector projects completed to date, globally Uptime Institute has paved new ground in the exploration and implementation of programs that help financial organisations to advance the detection and mitigation of ICT operational risk.

We are now looking for a financial sector Intuitions (FSI) expert with regulatory experience to lead the continued development of Uptime Institute’s Standardized Comprehensive Infrastructure Risk Assessment for Financial Sector Institutions (SCIRA-FSI) program.

This is a start-up role that will be responsible for the continued development of the SCIRA-FSI program in support of the financial services ORM (Operation Risk Management) community globally, in defining better maturity models for independent assessment/testing.

The role will work closely will work with FSIs operational resilience teams to help them optimize their first, second and third line of defence, defining and delivering sustainable and practical solutions for the assessment of risk within their IT estate, across owned sites and third-party MSP, Cloud Services, SaaS and Colocation suppliers

Experience

This is a Senior role (hands-on) aimed at improving our clients’ IT Estate's Resilience across operations, therefore an understanding of infrastructure engineering/application engineering expertise is essential.

The successful candidate will have exposure to developing and implementing risk management programs in global financial organizations, with robust knowledge of technology, risks, architectures, and related tools. Prior business continuity or IT continuity and third-party risk management experience (IT, Cyber, Vendor management etc.) is a must. Experience with Governance, Risk and Compliance (GRC) tools and other risk management information systems is preferred.

• The role holder will have detailed knowledge of the European regulatory environment (e.g. EBA Opres, EBA Operational Resiliency, Supervisory review and Evaluation Process (SREP), Recovery Planning, Digital Operational resilience, EBA guidelines on third party outsourcing, & European Commission Digital Operational Resilience Act) and related local regulatory requirements (e.g. BaFin, FINMA, BOE, PRA etc)
• The role holder will possess first-hand knowledge of Retail, Corporate & Investment Banking, Insurance, payments and other regulated entities and their typical IT/ infrastructure estates and will have demonstrable experience of successfully establishing Operational Resilience frameworks and capabilities within European financial services institutions
• The role holder will possess excellent knowledge of Resiliency: reducing recovery time, resilience testing, disaster recovery, networks resilience, identifying single points of failure (SPoFs), across Mechanical and Electrical Architecture, Operations and system software controls within IT infrastructure estate's settings
• The role holder will have experience in creating and maintaining the service taxonomy; reviewing and updating service categories; important business services (IBS) and critical business services (CBS) and will have coordinated and managed activities to assess the resilience of critical resources that support each area (e.g. monthly, annual, periodic attestations) across owned and third-party compute venues
• The role holder will have experience in establishing and managing the process to set and review Impact Tolerances and Scenario Testing for all IBS/EBS as well as defining and maintain a catalogue of ‘severe but plausible scenarios for ICT infrastructure
• The role holder will have experience in establishing and managing the creation of regulatory self-assessment and third-party assessments and coordination periodic assessments
• The role holder will have experience in coordinating with internal compliance and IT audit groups
• Experience interacting with regulatory agencies is a plus.

Skills

• Strong technology and/or Financial Services industry experience obtained via a career in industry or another consultancy
• Knowledge of the latest infrastructure technology trends, and an appreciation of the risks they present
• Demonstrated ability to build effective relationships with multiple stakeholders across both IT and Risk and compliance functions
• Ability to think creatively, generate innovative ideas, question the status quo at our clients’ operations and deliver effectively against challenging objectives
• Analytical skills are also key to enable you to identify and challenge on key areas of operational resilience, and to support the development of bespoke and innovative. approaches to make sure that our FSI strategic programmes continue to evolve
• First-hand experience of working in an operational role in 1st and 2nd or 3rd Line of Defence, and demonstrate knowledge of relevant legislation and regulation affecting resiliency, and of emerging technologies and associated vulnerabilities and risks
• Excellent oral and written communication skills
• Strong interpersonal and leadership skills
• Ability to work iteratively, delivering quickly and frequently to produce high-quality documents and outputs which require little to no rework.
• Multilingual English as a first language with German, French, Spanish or Dutch as second

Key Responsibilities

• Responsible for development of the short and long-term strategy for SCIRA-FSI including, driving requirements and improvement initiatives, developing roadmaps with actionable plans, leading cross-functional teams both internally and externally, and championing the execution and roll out of initiative globally
• Responsible for continuous development of SCIRA-FSI assessment scope parameters, to review, analyse and challenge Uptime Institute SCIRA-FSI assessment  scope  against the norms and standards, for FSI ICT operational risk management (ORM), defined as a continual cyclic process which includes risk assessment, risk decision making, and implementation of risk controls, which results in acceptance, mitigation, or avoidance of risk to ensuring alignment to the global ICT operational resilience, legislative mandates  in the banking sector
• Responsible for developing a clear and comprehensive understanding of international regulatory requirements and expectations of ICT Operational Risk and Resilience and integrating these into the advisory and assessment offering and practice strategy
• Responsible for understanding 1LOD risk 2nd or 3rd lines risk appetites and impact tolerances and implementation of Operational Resilience/Business Continuity/ Disaster Recovery processes, within a financial services organization
• Responsible for creating and managing SCIRA-FSI program development partners and SCIRA-FSI advisory board in line with the company’s objective of engaging the global FSI-community on an ongoing basis to ensure SCIRA-FSI maps to current and future market and regulatory requirements and to establish the SCIRA-FSI assessment as the de-facto assessment in the sector
• Responsible for engaging the EBA and country specify regulators to ensure the acceptance of the SCIRA-FSI assessment artefact as a basis of best-practice risk assessment and mitigation
• Responsible for establishing, sales process, training of technical and sales employee’s, product launch and on-going marketing programs in partnership with relevant functional areas
• Responsible for planning and monitoring program execution, project coordination and managing project interdependencies, cross-project resource management, Identifying and addressing problems and risks, program documentation, stakeholder communications, negotiations, and problem-solving