Senior Business Development Manager (USA Remote)

Turnitin is a recognized innovator in global education, partnering with educators and institutions for over 25 years. The Senior Business Development Manager is responsible for managing high-value partnerships and developing strategies to secure long-term partnerships, focusing on customer and revenue growth in EMEA and select opportunities in North America and South Asia.

Responsibilities:

• Define, prospect, manage high-value corporate/non-traditional partnerships and develop long-term strategies to secure multi-year strategic partnerships in the EMEA and select opportunities in North America and South Asia
• 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
• 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
• Provide internal and external reports on the state of the partnership, including issues and revenue forecasts
• Develop, manage, and execute on new business pipeline leading to closed new business opportunities
• Plan and implement new sales strategy for greenfield, market entry and new clients within EMEA, North America, and South Asia, 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, with a focus on education technology B2B, 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 project pipeline and project sales processes
• Negotiate commercial terms with contracts up to C-level executives
• Work with direct sales team on the ground, as needed, and contribute to regions growth
• Contribute to and support overall Alliance team GTM strategy development and execution
• Participate in management review cadence of account reviews, territory planning, skills development, and forecasting on a continual basis

Requirements:

• Strong understanding of the sales and business development
• Demonstrated knowledge, skills and strong track record in leading business development and commercialisation related to SaaS, ed-tech or education
• 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
• 7+ years experience in business development and/or account management
• Previous account management experience
• Previous experience working with large partners, on complex partnerships
• MBA or master's degree in a related field