Associate Business Development Manager

Job Description

The Associate Business Development Manager (Indirect Partnerships) is responsible for defining, prospecting, managing content partnerships, developing long-term content partner strategies, and coordinating the various GTM and support motions of the Turnitin reseller program. They will also develop strong networks to drive customer and revenue growth and increase benchmarking market share. This role is an individual contributor.

Key Responsibilities and Outputs:

• Manage existing partnerships:
  • Ensure that partners are complying with Turnitin partner agreements
  • Regularly meet (virtually and physically) with the content partners to address any issues and expand the partnership
  • Regularly meet (virtually) with internal stakeholders that support Turnitin’s reseller and/or referral programs, including Enablement, Support, Marketing, and Revenue Operations
  • Liaise with partners and channel managers during execution of peak services delivery to their customers
  • Provide internal and external reports on the state of the partnerships, including issues and revenue forecasts.
• Prospect for greenfield, market entry, and new content partnerships for ExamSoft markets, leveraging market knowledge and experience to convey product value proposition and positioning.
• Attain annual net new and renewal content partnership revenue goals.
• Identify strategic partnership opportunities across a variety of industries, building in-depth qualitative and quantitative business cases when needed.
• Conduct partner enablement, where necessary, driving partner success.
• Manage the project pipeline and project sales processes.
• Assist and manage account management and record keeping on Salesforce for the relevant partner landscape. 
• Work with direct sales team and channel managers 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 enterprise-level sales and business development
• Strong knowledge of ExamSoft use cases and market fit
• Demonstrated knowledge, skills and strong track record in leading business development and commercialization related to SaaS, ed-tech or education
• Experience in supporting and managing cross-departmental projects or initiatives 
• Demonstrated ability to work with 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
• Ability to communicate effectively with various levels of stakeholders within partner organizations and up and down channels within Turnitin
• 3-5 years experience in education technology client management, business development and/or account management

Desirable:

• Previous account management experience
• Project management experience
• Channel sales or management experience
• MBA or master’s degree in a related field

Personal attributes:

• Collaboration and Influencing
• Relationship Building
• Accountability 
• Ability to think strategically