Sage
Director, Business Development
Sage, Atlanta, Georgia, United States, 30383
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, and Partner Enablement. You will be responsible for aggressive growth and market share goals, focusing 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, you 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. A strong history and track record of scaling matrixed 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 Scorecard 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 plans to achieve revenue and market share goals.Deliver closed-loop lead and deal management processes 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 revenue of firms in Sage.
Qualifications:Specific, demonstrated experience in Commercial Business Development – identifying prospects, negotiating commercial relationships, and executing sales and demand generation 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.htmLinkedIn page -
https://www.linkedin.com/company/sage-software
#J-18808-Ljbffr
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, and Partner Enablement. You will be responsible for aggressive growth and market share goals, focusing 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, you 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. A strong history and track record of scaling matrixed 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 Scorecard 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 plans to achieve revenue and market share goals.Deliver closed-loop lead and deal management processes 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 revenue of firms in Sage.
Qualifications:Specific, demonstrated experience in Commercial Business Development – identifying prospects, negotiating commercial relationships, and executing sales and demand generation 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.htmLinkedIn page -
https://www.linkedin.com/company/sage-software
#J-18808-Ljbffr