Business Development Manager - EMEA (UK Remote)

Turnitin; Leeds; Remote; GBP 80,000 - 100,000

Job description

Company Description

When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in the global education space. For over 25 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Over 21,000 academic institutions, publishers, and corporations use our services: Feedback Studio, Originality, Gradescope, ExamSoft, Similarity, and iThenticate.

Experience a remote-centric culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being. Our diverse community of colleagues are all unified by a shared desire to make a difference in education.

Turnitin is a global organization with team members in over 35 countries including the United States, Mexico, United Kingdom, Australia, Japan, India, and the Philippines.

Job Description

The Business Development Manager (EMEA) is responsible for defining, prospecting, managing high-value corporate/ non-traditional partnerships and developing long-term strategies to secure multi-year strategic partnerships in EMEA. They will also develop strong networks to drive customer and revenue growth and increase EMEA Alliances market share by managing go-to-market activities aligned to individual country/region needs. This role is an individual contributor and revenue focused.

Key Responsibilities and Outputs:

• 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.

Qualifications

Essential:

• 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.

Desirable:

• 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.

Additional Information

Total Rewards @ Turnitin
Turnitin maintains a Total Rewards package that is competitive within the local job market. People tend to think about their Total Rewards monetarily — solely as regular pay plus bonus or commission. This is what they earn in exchange for what they do. However, Turnitin delivers more than just these components. Beyond the intrinsic rewards of unleashing your potential to positively impact global education, and thriving in an organization that is free of politics and full of humble, inclusive and collaborative teammates, the extrinsic rewards at Turnitin include generous time off and health and wellness programs that offer choice and flexibility and provide a safety net for the challenges that life presents from time to time. Experience a remote-centric culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being.

Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes.

Our Values underpin everything we do.

• Customer Centric - We realize our mission to ensure integrity and improve learning outcomes by putting educators and learners at the center of everything we do.
• Passion for Learning - We seek out teammates that are constantly learning and growing and build a workplace which enables them to do so.
• Integrity - We believe integrity is the heartbeat of Turnitin. It shapes our products, the way we treat each other, and how we work with our customers and vendors.
• Action & Ownership - We have a bias toward action and empower teammates to make decisions.
• One Team - We strive to break down silos, collaborate effectively, and celebrate each other’s successes.
• Global Mindset - We respect local cultures and embrace diversity. We think globally and act locally to maximize our impact on education.

Global 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*

* varies by country

Seeing Beyond the Job Ad
At Turnitin, we recognize it’s unrealistic for candidates to fulfill 100% of the criteria in a job ad. We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and evolve alongside us, join our team!

Turnitin, LLC is committed to the policy that all persons have equal access to its programs, facilities and employment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.