Manager, Business Development, Enterprise

Brother USA is a leading provider of home and office equipment, sewing and crafting products, and industrial solutions. The Manager, Business Development, Enterprise is responsible for cultivating relationships with channel partners and executing go-to-market initiatives to drive partner enablement and support sales opportunities, with a focus on Retail and Transportation & Logistics markets.

Responsibilities:

• Research and define the best markets & solutions for BMS' mobile, desktop, and industrial label printers to focus on with a clear go-to-market strategy
• Build go-to-market plans with alliance partners and drive all aspects of strategic alliance relationships
• Help to develop and then execute key marketing plans in conjunction with BMS' marketing team with defined ISV, VAR and alliance partners in the targeted vertical market(s)
• Help sales teams in executing sales / marketing plans with partners
• Generate new sales demand, working with various elements of BMS’ Marketing and Lead Generation teams
• Provide industry expertise and act as a subject matter expert to partners, end-user customers, internal sales resources, and marketing representatives
• Effectively communicate to management with timely and accurate reports, updates, proposals and business cases
• Define, recruit, and develop key ISVs, VARs, and alliance partners who are focused on BMS’ targeted vertical market solutions, with the goal of achieving established revenue goals
• Drive the technical integration of ISVs', VARs' or alliance partners' solutions with Brother Mobile's platforms and identify areas to penetrate with a combined partner / BMS solution
• Educate top end-user customers in conjunction with the sales teams on the business value proposition of BMS' mobile, desktop and industrial label printing solutions
• Lead participation in appropriate trade shows, conferences, and other events
• Understand the customer's business and product requirements and effectively communicate back new application or product opportunities to marketing and product management

Requirements:

• Bachelor's Degree (or equivalent experience) in Business, Marketing, Finance, or related field
• 7 + years of combined experience in one or a combination of the following functions: Business development, vertical marketing, product marketing/management, channel or alliance management; Experience working with enterprise-level IT vendors
• 3+ years of experience selling to or engaging with customers in Retail or Transportation & Logistics industries
• Knowledge of MS Office (Word, Outlook, PowerPoint, Excel)
• Ability to think analytically, creatively, and aggressively to identify market needs and propose/create solutions with strong value propositions to meet those needs
• Ability to interact with all levels of external customer organizations, particularly the executive and managerial level, as well as field sales and technical personnel
• Ability to act as subject matter expert and provide industry expertise to partners, end-users, internal sales teams and marketing teams
• Ability to hunt for new business solutions and define prospective channel partners
• Ability to build strong relationships, both internally and externally, to drive consensus and buy-in
• Ability to communicate and cultivate relationships with customers, both end-users and partners
• Ability to proactively influence / drive demand generation activities such as events, advertising direction, web presence, press releases, etc
• Excellent communication skills (verbal & written)
• Excellent presentation skills