The Director of Business Development will report to the Sr. Director Business Development for Education Services and be responsible for driving new opportunities at targeted institutions for Blackboard’s Marketing, Recruiting and Enrollment Solutions. This leader must have a proven track record of developing new business opportunities within a professional services firm and/or technology organization and the business acumen to lead opportunities to close. It will be their responsibility to develop strategies, implement action plans, and execute activities to meet business objectives and drive new business develop for Blackboard in this offering.
By leading a team of direct reports and matrix team members, this individual will identify the needs of prospective clients and determine the optimal solutions architecture for successful deal capture. This role will require cultivating business opportunities, developing client relationships and sponsoring client engagements to successful execution.
Specifically s/he will be responsible for:
Develop and execute on a new business development strategy consistent with organizational goals and objectives
Manage business strategy, expense planning, sales pipeline health, closure rates, and forecasting accuracy for assigned market solutions
Serve as the subject-matter-expert in order to effectively position solutions and communicate to prospective clients
Recruit, on-board, and manage new hires as assigned to enhance subject matter expertise and accelerate support for new business opportunities
Work with sales leadership, account managers, and partners to develop and manage detailed capture plans for large opportunities including proposal development, complex pricing strategies and preparation for oral presentations
Develop proposals that accurately articulate client opportunities and challenges and effectively mapped to Blackboard strategic solutions
Support engagement delivery and quality through on-site client interaction, review of deliverables and participation in critical meetings on large deals where a relationship has been established through the sales process
Serve as the executive sponsor on client engagements to manage executive relationships, ensure successful delivery, handle scope changes and escalations, and facilitate renewal and expansion opportunities
Work with the Product Management and Marketing teams to inform market needs and drive solution priorities for assigned markets
Work with Sales and Field Marketing teams to develop demand programs aligned to target account opportunities
Work with Sales, Sales Effectiveness, Product Management, and Solutions Delivery teams to train Sales representatives on the most effective techniques to identify opportunities and progress those opportunities to close
Uphold and execute against the Blackboard Education Services vision, mission and core values
Demonstrates strong communication skills, including interaction and involvement across multiple departments and with clients
Represent and speak about Blackboard at designated regional/industry conferences
QUALIFICATIONS:
Bachelor's degree in Business, Marketing, or Technology related area required; Advanced degree preferred
6-8 years of professional experience in sales or sales support leadership, preferably in the Higher Education
Minimum of 2+ years of business development deal management and successful capture
Ability to work closely with commissioned professional sales team
Ability to travel 30-40% of the time to meet with prospective clients both domestically and internationally
Proven ability to establish relationships and initiatives for large high value client relationships
Experience in working in a matrix organization structure
Ability to progress an opportunity from concept to close
Experience in working with consulting contracts and Statements of Work
Excellent communications, presentation and interpersonal skills
Must thrive in a fast-paced, results-oriented, collaborative environment
A proven track record of closing business in the education market
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