Business Development Manager

Job Description

The Business Development Manager (EMEA) is responsible for defining, prospecting, managing high-value corporate/ non-traditional partnerships and developing long-term strategies to secure multi-year strategic partnerships in EMEA. They will also  develop strong networks to drive customer and revenue growth and increase EMEA Alliances market share by managing go-to-market activities aligned to individual country/region needs. This role is an individual contributor and revenue focused.

Key Responsibilities and Outputs:

• Manage existing partnerships in region directly:
  • Ensure that partners are complying with Turnitin partner agreements;
  • Regularly meet (virtually and physically) with the partners to address any issues and expand the partnership;
  • Liaise with partners during execution of peak services delivery to their customers; and
  • Provide internal and external reports on the state of the partnership, including issues and revenue forecasts.
• Plan and implement sales strategy for greenfield, market entry and new clients within EMEA countries/regions, leveraging market knowledge and experience to convey product value proposition and positioning.
• Lead challenging and nuanced deal negotiations end-to-end, combining business, strategy, finance, marketing, product and legal concepts.
• Identify strategic partnership opportunities across a variety of industries, building in-depth qualitative and quantitative business cases when needed.
• Conduct partner enablement driving partner success.
• Work closely with the internal teams to close critical, complex, strategically, or tactically important partner deals.
• Manage the partner sales pipeline and partner sales processes.
• Negotiate commercial terms with contracts up to C-level executives.
• Work with direct sales teams on the ground and contribute to regions’ growth.
• Contribute to and support overall Alliance team GTM strategy development and execution.

Qualifications

Essential:

• Strong understanding of sales and business development activities
• Demonstrated knowledge, skills and strong track record in leading business development and commercialisation related to SaaS, ed-tech or education products/markets
• Demonstrated ability to work with complexity and ambiguity, show tenacity and resilience in striving for revenue goals and in seeking creative, innovative and sustainable long term solutions to achieve the Alliance goals
• Excellent interpersonal and communication skills
• Bachelor's degree in business or related field
• Ability to communicate effectively with various levels of stakeholders within partner organisations
• 5+ years experience in business development and/or account management
• Demonstrated leadership working with a team of diverse geographic responsibility.

Desirable:

• Previous account management experience
• Previous experience working with large partners, on complex partnerships deals and pursuits
• MBA or master’s degree in a related field
• Working in both B2C and B2B markets