Business Development Manager (SMB) - MEA

The Business Development Manager (BDM) for the SMB sector is a senior role responsible for driving significant sales and growth in the small to medium-sized business market, focusing on educational institutions such as schools, private colleges, and universities. This role involves identifying, nurturing, and closing complex business opportunities, leveraging deep industry knowledge, extensive experience, and a well-established network within the education sector. The ideal candidate will have a minimum of 7 years of experience in the education or EdTech industry, with a proven track record of closing high-value deals and a strategic approach to business development.

Responsibilities:

• Strategic Sales Planning: Develop and implement comprehensive sales strategies tailored to the SMB market, aligning with the company’s overall business objectives.
• Client Relationship Management: Build and maintain strong, long-term relationships with key decision-makers in schools, private colleges, and universities, ensuring a deep understanding of their needs and challenges.
• Market Analysis and Opportunity Identification: Conduct thorough market analysis to identify emerging trends, challenges, and opportunities within the SMB education sector, using insights to guide business development efforts.
• Complex Deal Negotiation: Lead negotiations for high-value contracts, ensuring favorable terms and successful deal closures.
• Cross-functional Collaboration: Work closely with marketing, pre-sales, and product teams to develop targeted campaigns, tailor solutions, and enhance product offerings based on market feedback.
• Revenue Generation and Target Achievement: Drive significant revenue growth by meeting or exceeding sales targets set for the SMB sector, contributing to the company’s financial success.
• Channel Partner Collaboration: Collaborate with the Channel Sales Manager to leverage indirect sales channels for broader market reach and enhanced revenue potential.
• Reporting and Forecasting: Maintain accurate records of sales activities, client interactions, and progress in CRM systems, providing regular updates and forecasts to senior management.
• Collaboration: Work closely with the Channel Sales Manager to maximize revenue through indirect sales channels, including partnerships, resellers, and distributors.
• Revenue Expansion: Develop strategies with the Channel Sales Manager to expand the reach of EdTech solutions through channel partners, including co-selling opportunities and joint marketing campaigns.
• Channel Enablement: Ensure that channel partners are fully enabled with necessary product knowledge, sales tools, and resources, collaborating with the Channel Sales Manager to provide training and support.
• Pipeline Sharing: Share sales pipeline with the Channel Sales Manager to identify opportunities where channel partners can assist in closing deals.
• Joint Account Management: Engage in joint account management efforts with channel partners for key SMB clients.

Requirements:

• Bachelor’s degree in Business, Education, Marketing, or a related field.
• 7+ years of experience in sales or business development, preferably within the EdTech or education sector.
• Proven track record of closing complex, high-value deals, particularly within the SMB education market.
• Extensive network and strong relationships with decision-makers in schools, private colleges, and universities.
• In-depth knowledge of the EdTech industry, including learning and assessment platforms.
• Strong strategic thinking, communication, negotiation, and presentation skills.
• Ability to work independently with a high level of accountability and as part of a collaborative team.
• Proficiency in CRM software, sales tools, and data analytics platforms.
• Regular travel will be required for customer meetings, events, conferences, and other business-related activities. Travel may include domestic and occasional international trips depending on client locations and event schedules.

• Certifications and Credentials:

• Required:
• Certified Sales Professional (CSP) or equivalent certification.

• Preferred:
• Certified Education Technology Leader (CETL)
• Certified Business Development Professional (CBDP)
• HubSpot Inbound Sales Certification
• Salesforce Certified Sales Cloud Consultant
• Relevant certifications in strategic account management or complex sales (e.g., Miller Heiman, SPIN Selling, or similar)

• Recognitions:
• Recognitions or awards in sales excellence, business development, or the EdTech industry are highly desirable.