Partner Business Development Manager, California, US

Business Unit: Commercial

Location: USA

Contract Type: Permanent/Full Time

Closing Date: 30 April 2019

Partner Business Development Manager, California, US

The Role…

Working within the sales team, the Business Development Manager will work independently to secure new partnerships within a named target partner list.

The targets attributed to the role are new partners on boarded, revenue, activity (ex. Marketing events) and cross sell/upsells.

What you will do…

The role will define and deliver GBG’s requirement to continue to build a high growth business and expanding into new sectors and territories in-line with the Group’s VOS.

This role will entail:

Territory strategy and planning
• Work with the internal partner team to develop named partner list in line with overall group strategy
• Work with the marketing team to ensure regular and relevant communications go out electronically to prospects
• Keep up to date on the product portfolio of GBG and develop more detailed knowledge of the product set relating to your nominated partners
• Understand the commercial opportunities within each partner, both within the current budget cycle and the subsequent three years, translate this into a revenue plan
Prospecting and closing partner opportunities
• Clearly articulate the partner value proposition, appropriate to the prospective partner
• Coordinate all aspects of the sales cycle to ensure customer fully understands the benefits of partnering related to commercials, product and personnel
• Work with Marketing to become a thought leader within assigned partner segments
• Ensure timely onboarding of partners to hasten time to revenue.
• Create opportunities for upsell and utilise resources across GBG where necessary to generate incremental revenue.
• Identify opportunities for cross sell and refer these to the relevant GBG team.

Reporting & Data
• Ensure all data relating to your partners/prospects is accurate in CRM.
• Ensure all opportunities and activities are logged in CRM and accurately updated through the sales and/or renewal cycle
• Provide reports and insight in response to questions from the sales management team.

Business Development Manager Key Traits…

 Strategically plans and monitors how they will not only hit target but over achieve on their target, ideally before their peers because they are competitively natured
 Possess a positive and enthusiastic ‘can-do’ attitude, whilst being emphatic to both customers and colleagues
 Consultatively asks quality questions and listens intensely in order to build ROI and value for the customer to ensure their success
 Passionately networks, internally and externally in order to build stronger relationships finding win/win situations along the way, challenging the status quo
 Fanatical about customer success, goal setting and getting tasks completed, with a view of taking on more
Delivering the sales results
• Achieve incremental revenue and onboarding targets, with an expectation of significant growth in accounts over your portfolio.
• Provision of accurate and timely management reporting of sales forecasts, pipeline, platform and performance.
• Improve and exceed target NPS and CSAT scores for nominated accounts

Success Measures
• Quota number of on boarded partners, by partner type, achieved.
• Partners generate expected first-year revenue.
• Create group-wide Cross sell/ upsell opportunities

To enable you to be successful, we are looking for…

• Considerable experience in a B2B or partner business development environment
• Demonstrable success in winning deals utilising a consultative and value sales approach, demonstrating a personal track record of multi-level, multi-stage solution selling
• Have worked with similar technology organisations and ideally have experience of the sectors your customers will be in
• Excellent communication and presentation skills, be self-motivated with the ability to work either independently or within a team, be analytical in problem solving and have the ability to translate business needs into the most appropriate solution
• Demonstrated continuous high activity and business acumen at C level to accelerate business development to drive fast and profitable sales growth
• Strong awareness of the business software solutions for the location intelligence marketplace, ideally within a data services environment
• Experience of justifying the value of all resources requested internally to win and deliver a project, and the ability to inspire and motivate in-house, virtual, teams
• Understanding of the process of planning a business development strategy, targeting prospects and planning appropriate approaches
• Customer focused individual with a drive to ensure customers have and continue to have a great Customer Experience when dealing with GBG
• Knowledge of contract negotiations and ability to negotiate at this level with procurement
• Degree level education or equivalent qualification is desirable.
• A passport and full, current driving licence is essential, as extensive travel may be required.

Apply now