Business Development Manager - Corporate Learning

IMA | Institute of Management Accountants is seeking a Business Development Manager to drive business growth through acquiring and developing relationships with corporate and institutional organizations across the Americas. The successful candidate will focus on increasing engagement with IMA’s solutions, including certifications and corporate membership, while managing a robust pipeline of opportunities and collaborating with various internal teams.

Responsibilities:

• Drive business development efforts to acquire new corporate and institutional accounts and expand IMA’s footprint across the U.S and the Americas region
• Develop and execute strategic plans to grow adoption of IMA certifications (CMA, CSCA, FMAA), IMA learning, micro-credentials, and Corporate Membership
• Routinely prospect, pitch, and close new corporate memberships or upskilling solutions to achieve revenue and engagement targets
• Conduct needs assessments with corporate clients to position IMA solutions as part of their talent development strategy
• Identify opportunities for campaigns, initiatives, and packaged offerings that increase sales and engagement
• Build and manage a robust pipeline of opportunities, maintaining disciplined activity levels (outreach, meetings, proposals) and accurate forecasting in CRM to deliver against monthly, quarterly and annual targets
• Navigate complex, multi-stakeholder buying processes, including finance, HR, learning & development and procurement, to structure multi-seat, multi-product agreements
• Serve as the primary relationship manager for assigned and new corporate member organizations and enterprise clients, ensuring alignment with customers’ goals and ongoing value delivery
• Strengthen and expand IMA’s network of corporate members and employer clients across sectors and industries, with particular focus on senior finance, HR and learning decision makers
• Promote multi-program engagement (e.g., certification pathways + upskilling programs + membership)
• Utilize IMA thought leadership to challenge and elevate customers’ thinking on finance talent strategy and position IMA as a key strategic partner for team capability building
• Collaborate with global and regional IMA teams on marketing, communications, customer experience, exam growth, and product promotion
• Coordinate with IMA Education and Certification teams to ensure accurate program knowledge and seamless promotion of new offerings such as micro-credentials
• Provide market insights, trends, and competitive intelligence to internal stakeholders to inform product and business strategy
• Represent IMA at industry events, conferences, and client meetings to actively prospect, represent IMA’s value proposition and provide meaningful insights on market needs and emerging opportunities
• Track account activity, maintain CRM accuracy, and support forecasting and reporting for the Americas region
• Support brand positioning and growth initiatives across IMA’s product portfolio
• Systematically capture voice-of-customer insights from clients to inform product, pricing and packaging of IMA’s corporate membership and learning solutions

Requirements:

• 7 to 10 years of experience in business development, within educational products, professional services, or similar industries
• Bachelor's degree required
• Highly results driven self-starter with a hunter mentality; resilient, able to creatively navigating customer objections or timeline hurdles; collaborative, and aligned with a fast-paced, growth-oriented environment
• Strong sales acumen and experience in business development, consultative selling into corporate or institutional accounts —preferably in fintech, professional development, HR/talent solutions, or for association programs
• Proven track record of meeting or exceeding annual sales quotas in an enterprise account acquisition role, managing complex, multi-stakeholder sales cycles
• Strong relationship-building and negotiation skills; ability to engage senior executives and influence decision-making
• Excellent communication, presentation, and interpersonal skills
• Ability to manage complex accounts, balance multiple priorities, and work independently
• Proficiency with Microsoft Office and Salesforce
• Ability to travel approximately 25%
• Experience selling or promoting professional certifications, learning programs, or membership solutions is highly preferred