Senior Business Development Manager (USA Remote)

Company Description

When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in global education. For over 25 years, Turnitin has partnered with educators and institutions to develop learning integrity solutions that recognize the enduring value of critical thinking in a rapidly changing world. Over 16,000 academic institutions, publishers, and corporations use our services in more than 185 countries around the world: Turnitin Feedback Studio, Clarity, Originality, Gradescope, ExamSoft, Similarity, and iThenticate. Protecting the value of an authentic education is at the heart of who we are.

Experience a remote-first culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being. Our diverse community of colleagues are all unified by a shared desire to make a difference in education.

Turnitin is a global organization with team members in over 35 countries including the United States, Mexico, United Kingdom, Australia, Japan, India, and the Philippines.

Job Description

The Senior 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 the EMEA and select opportunities in North America and South Asia. 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 role.

• 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.

Qualifications

Essential:

• 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.

Desirable:

• Previous account management experience.
• Previous experience working with large partners, on complex partnerships.
• MBA or master’s degree in a related field.

Additional Information

The expected annual base salary range for this position is: $102,150/year to $170,250/year. This position is commission-based.

Actual compensation will be provided in writing at the time of offer, if extended, and is determined by work location and a range of other relevant factors, including but not limited to: experience, skills, degrees, licensures, certific