Director, Business Development

Atlanta, GA, United States

Job Description

As the Director of Commercial Business Development you will lead Sage’s US Commercial Business Development Team focused on new and emerging business models, including: business process outsourcing, OEM, and new business models, focused on driving partnerships that scale. Your focus will be on scoring new partnership opportunities, determining the appropriate commercial models, deal structure, onboarding and operationalization. This role requires proven experience in Sell-In deals similar to OEM, MSP or BPO models; and importantly sell-with/sell-through.

Reporting into the VP of US Partner Sales you will play a key role in the US Partner Leadership Team and will lead a team of 5+ Business Development Manager professionals, as well as leading a highly matrixed cross-functional team within Sage, including: Product Management, Product Marketing, Partner Operations, Partner Marketing, Partner Enablement, and will be responsible for aggressive growth and market share goals. Focus on New Customer Acquisition (NCA), Customer Retention, Improved Customer Experience, and Digital Transformation. You will be owning, building and executing US commercial partnership agreements with key industry leaders in aligned segments and key verticals.

At Sage, we measure our success by our ability to develop creative and innovative strategies, our ability to gain key buyers' mindshare and by the delivery of multi-country, successful commercial results. To thrive you should have a passion for taking the complex and making it simple with a strong focus on starting with the customer and building partnerships and alliances that deliver maximum value to Sage customers.

To be successful will have demonstrated experience building new partnerships from scratch and a track record of driving Sell-in and Sell-with/through partnerships to scale beyond $100M. A Strong bias for action and an ability to navigate a highly matrixed organization is required. Demonstrated comparable experience in Business Development, Commercial Models, Partner Go-To-Market, and business development sales is expected. Strong history and track record of scaling marrixed virtual and extended teams and achieving revenue, customer acquisition, margin, and ROMI goals is required.

Key accountabilities and decision ownership:

Build a Business Development opportunity scoring model that aligns to growth and time horizon expectations.

Drive new partnerships from introduction to sales performance and growth.

Develop detailed Business Plans that encompass the entire partner lifecycle and functional areas, including; awareness, recruitment, enablement, operations, to/through partner marketing, Go-To-Market, Sales, Cross-Sell/Up-Sell and Customer Satisfaction

Drive a standard Executive Rhythm of the Business and Score carding processing based upon the Global Partner Business Plan; including: weekly, monthly and quarterly business reviews and report roll ups

Lead a Global Cross-Functional v-Team to drive shared partner success

Lead Exec Engagement with named partner and drive aligned executive engagement across VP and C-Level Execs within the assigned partnership and Sage executives

Collaborate closely with product marketing, product management and Partner Marketing functions to build quality customer focused campaigns, offers, and Go-To-Market initiatives

Deliver signed new commercial agreements and detailed activation plan to achieve revenue and market share goals.

Deliver closed-loop lead and deal management process and metrics to support sales and marketing objectives and goals

Build upon existing Sage strengths, build credibility where needed, and ultimately drive participation among accountant organizations and accounting partnership member bases.

Key performance indicators:

Ensure an increase of the market share as determined by standard metrics.

Increase quarter on quarter awareness, sales consideration of products.

Drive “above plan” marcom response rates and sales conversions for vehicles with messages in them.

Increase quarter on quarter awareness, sales consideration of products.

Increase quarter on quarter revenue of firms in Sage

Qualifications

Specific, demonstrated in Commercial Business Development – identifying prospects, negotiating commercial relationships, and execution of sales and demand gen via new partnerships

Excellent oral and written communication skills, including specific experience managing senior executive interactions between companies

Strong teaming skills and experience to bring together diverse views and communicate/collaborate effectively.

Strong creative, problem solving and strategic thinking abilities.

Experience in OEM, MSP, or BPO deal construct and execution

Experienced in building and driving GTM campaigns through partnerships

10+ Years in Commercial Business Development; 5+ years in C-Level Selling capacity

Bachelor’s Degree Required, Master’s preferred

Experience in business planning, business management, GTM campaigns, lead conversion, and pipeline management

Exceptional presentation skills particularly around translating data into meaningful insights that broad audiences can easily consume.

Plenty of perks:

Competitive salaries that landed us top 5% of similar sized companies (according to Comparably)

Comprehensive health, dental and vision coverage

401(k) retirement match (100% matching up to 4%)

32 days paid time off (21 personal days, 10 national holidays, 1 floating holiday)

18 weeks paid parental leave for birth, adoption or surrogacy offered 1 year after start date

5 days paid yearly to volunteer (through Sage Foundation)

$5,250 tuition reimbursement per calendar year starting 6 months after hire date

Sage Wellness Rewards Program ($600 wellness credit and $360 fitness reimbursement annually)

Library of on-demand career development options and ongoing training offerings

What it’s like to work at Sage:

Careers homepage - https://www.sage.com/en-us/company/careers/

Glassdoor reviews - https://www.glassdoor.com/Reviews/Sage-Reviews-E1150.htm

LinkedIn page - https://www.linkedin.com/company/sage-software

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