Are You Interested in a Career in Outsourced Business Development or Business Development Consulting?
Do you have the imagination, passion and initiative to find leads and close business?
Granada Partners is seeking business development professionals to work with our clients; rising stars in the applications, infrastructure and security sectors. Granada Partners only recruits professionals of the highest caliber that possess skills, attributes and experiences spanning the wide range of activities needed to define, build and run strategic alliances. Team members find Granada Partners a rewarding and stimulating working environment, providing the opportunity for significant personal and professional development through the quality of the Granada Partners team as well as clients with whom they work.
If you are looking for an exciting and challenging career in a unique environment that will both stretch and mentor your growth we encourage you to apply. Candidates are encouraged to email their resume or complete the application form.
Position: Senior Director, Business Development - Enterprise Software and Services
Location: United States
Job Description
This leadership position is responsible for all aspects of managing key alliances for Granada Partners’ clients. In this role you will work closely with our clients’ marketing, sales, development, and alliance teams to build and manage revenue-generating partnerships with top tier hardware, software and services companies.
This position requires an experienced business development and alliances leader with a deep understanding of the enterprise software partner ecosystem and must be able to quickly assimilate the market dynamics of the specific segments in which our clients compete. Successful candidates will have a reputation for solid execution and possess experience of successfully driving significant revenue from alliance relationships. Applicants must be experienced working at senior executive levels, and have the skills and stamina to build a pipeline of new business opportunity.
Skills and Attributes
- Experienced in strategic, consultative partner management in the target ecosystem to establish and maintain revenue-producing relationships with key partners.
- Solid knowledge of technologies deployed in ERP, supply chain, CRM, infrastructure and security. Experience with systems management and integration services.
- Possess a strong understanding of enterprise and mid-market sectors. Solid knowledge of eco-system trends for on-premises and cloud solutions.
- Keen insight for the revenue and profit levers that drive strong teaming by all areas of the target partner ecosystem.
- Results-oriented leader with consulting, sales, business development and marketing background that knows how to drive highly complex initiatives involving multiple parties and has a reputation for delivering revenue.
- Solid understanding of industry partnership practices, including areas such as reselling, joint go-to-market, technology integration, licensing, and acquisitions.
- Strong verbal, written and PowerPoint skills with experience communicating to internal (Board, C-Level, business units) and external audiences (customers, press, analysts, investors).
- Experienced in strategic, consultative partner management in the systems integrator, strategic outsourcer and software vendor communities to establish and maintain revenue-producing relationships with key partners.
- Consulting, sales, business development and marketing background with global operations experience.
- Energy to leverage web conferencing technologies cover all US and Western European times zones. Be prepared to host morning calls with European partners and evening calls with Australians.
Major Duties and Responsibilities
- Manage the ecosystem to produce a rapid expansion of pipeline and efficient closure of new business.
- Identify, build, and manage long-term relationships with strategic partners in the software industry.
- Initiate and complete proposals, build and deliver presentations, negotiate terms and conditions.
- Work with senior management to identify and evaluate new markets for existing products through selected partner organizations.
- Team with clients and partners to develop sound marketing strategies including market segmentations, value propositions, product positioning, pricing strategies, branding strategies, channel strategies, and communications strategies.
Typical Engagement Profile
Granada Partners' Business Development Directors will generally manage two non-conflicting client relationships simultaneously and will be responsible for coordination, management and/or oversight of the following engagement activities:
- Client Onboarding: Review products, create marketplace and ecosystem positioning, internalize sales methodology, assimilate marketing materials, study current partner and channel performance, integrate with clients' sales, service and support teams.
- Strategy Development: Refine messaging for specific target partners, map clients' solutions to target partners, build scorecard metrics, drive professional services and support cross-training, document partner strategy in business plan format.
- Target Partner Outreach: Recommend changes to clients' website, map target partners organizational, drive partner outreach, set up initial discovery meetings between clients and target partners, manage partner discovery and qualification.
- Partner Development: Develop industry and horizontal go-to-market initiatives, build and deploy messaging assets, package training and support programs, establish shared metrics between clients and partners, manage joint forecasting process, build and execute joint branding campaigns, manage the contracting process, schedule and execute briefings.
- Lead Generation, Distribution and Tracking: Drive field organization training for both partners and clients, manage processes for marketing and sales integration, secure initial high profile "wins" to prime relationships, build and manage a pipeline.
- Revenue Generation: Work with sales and marketing in clients' and partners' organizations to maximize the teaming and growth in revenue.
- Performance Measurement and Account Review: Own the processes to develop, track, present and refine scorecard performance and conduct semi-annual partner reviews.
Target Partner Experience
Granada Partners will assess candidates potential for success based upon attributes, skills, demonstrated performance and personal relationships within target partner organizations. The Senior Director, Business Development - Enterprise Software and Services will be expected to have success in working with the following types of companies:
- Systems Integrators
- Global Outsourcers
- Enterprise Applications Vendors
- SaaS Vendors
- Security, Compliance and Infrastructure Software Developers
Travel
- Willingness to travel
Education
- BBA or BS required
- MBA preferred
Work Authorization Requirements:
- Must be authorized to work in the US
Complete the application form or submit your resume via email