Business Development Manager

Summary

Join Turnitin as a Business Development Manager (EMEA) and be responsible for defining, prospecting, and managing high-value corporate partnerships. Develop long-term strategies to secure multi-year strategic partnerships in the EMEA region. Drive customer and revenue growth, increasing EMEA Alliances market share by managing go-to-market activities. This individual contributor role is revenue-focused and requires strong sales and business development skills. You will manage existing partnerships, plan sales strategies, lead deal negotiations, identify partnership opportunities, and work closely with internal teams. Turnitin offers a remote-centric culture and a comprehensive benefits package.

Requirements

• Strong understanding of sales and business development activities
• Demonstrated knowledge, skills and strong track record in leading business development and commercialisation related to SaaS, ed-tech or education products/markets
• 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
• 5+ years experience in business development and/or account management
• Demonstrated leadership working with a team of diverse geographic responsibility

Responsibilities

• 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
• Plan and implement sales strategy for greenfield, market entry and new clients within EMEA countries/regions, 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, 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 partner sales pipeline and partner sales processes
• Negotiate commercial terms with contracts up to C-level executives
• Work with direct sales teams on the ground and contribute to regions’ growth
• Contribute to and support overall Alliance team GTM strategy development and execution

Preferred Qualifications

• Previous account management experience
• Previous experience working with large partners, on complex partnerships deals and pursuits
• MBA or master’s degree in a related field
• Working in both B2C and B2B markets

Benefits

• Remote First Culture
• Health Care Coverage*
• Education Reimbursement*
• Competitive Paid Time Off
• 4 Self-Care Days per year
• National Holidays*
• 2 Founder Days + Juneteenth Observed
• Paid Volunteer Time*
• Charitable contribution match*
• Monthly Wellness or Home Office Reimbursement/*
• Access to Modern Health (mental health platform)
• Parental Leave*
• Retirement Plan with match/contribution*