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Senior Training Business Development Manager
2 months ago
Rapiscan Systems is an industry leader in detection technology, providing cargo and vehicle inspection systems and services for ports, borders, military, high-threat facilities, and checkpoints to help customers combat terrorism, drug smuggling, illegal immigration, and trade fraud. We offer a broad array of scanning system configurations that leverage low-, medium-, and high-energy X-ray technology—or multiple X-ray technologies—to address each customer’s unique security application requirements. Our commitment to excellence in imaging performance, innovative design, and uncompromising quality ensures our solutions consistently deliver best-in-class imaging, high reliability, and operator satisfaction, to help customers find threats and contraband with ease and confidence.
Role Overview
Rapiscan’s Learning Academy is seeking an experienced professional to drive business development initiatives and the commercial growth of our training products and services.
This role will spearhead our global sales efforts and forge strategic training partnerships in the security detection industry. We are in search of a skilled professional to drive our market-leading training solutions, ensuring sustained growth and penetration into new customer segments. Our commitment to excellence and customer satisfaction drives us to deliver unparalleled service and support, offering cutting-edge training options and services designed to enhance security operations worldwide.
This high-impact role demands a focus on revenue generation, market expansion, and increasing market share for our training services and SaaS products.
- Develop and implement a strategic business plan focused on the commercial expansion of the Learning Academy’s portfolio, including service training, security training, SaaS, digital learning and wider educational services.
- Formulate and implement comprehensive sales strategies to achieve and exceed sales targets for global training products and services.
- Provide accurate sales forecasts and regular performance reports to senior management, adjusting strategies as necessary to meet or exceed targets.
- Identify and capitalize on new business opportunities to drive significant revenue growth in both existing and emerging markets, positioning the Learning Academy as a leader in global training.
- Cultivate and maintain strong relationships with key customers, ensuring their needs are met and driving upsell opportunities for additional services and products.
- Work closely with the sales function to leverage synergies that maximize market impact and meet overall sales targets.
- Ensure service partners comply with annual training requirements and minimum spend commitments, conducting regular performance reviews and audits.
- Identify, negotiate, and establish strategic partnerships with key service providers, industry stakeholders, and technology partners to expand market reach and enhance service offerings.
- Collaborate with partners on joint marketing and sales initiatives to drive global training brand awareness and market penetration.
- Develop strategies to differentiate the Learning Academy’s offerings from competitors and capture a larger share of the market.
- Work with the Bids and Tenders team to write and prepare compelling bid proposals that meet customer training requirements, ensuring each customer has a specific training plan to meet their operational requirements.
- Establish strategic alliances to enhance business opportunities and drive new/and/or additional revenue through collaborative efforts.
- Identify and drive new initiatives to diversify revenue streams and enhance product offerings.
- Foster a culture of innovation and continuous improvement, encouraging the wider team to explore new ideas and approaches to business development and growth
Candidate Requirements
- Bachelor’s degree in business-related discipline; MBA or other advanced degree preferred.
- Minimum of 10 years of experience in international SaaS sales, preferably within the security detection industry or educational related sectors.
- Proven experience of revenue growth accomplishments in the security detection or wider training/digital learning industries.
- Proven experience in establishing and managing strategic partnerships, with a track record of driving mutual business growth.
- Demonstrated success in achieving revenue targets in a global context.
- Expertise in managing complex bids and tenders, with a strong understanding of the competitive training landscape.
- Excellent verbal and written communication skills, with the ability to influence and negotiate at senior levels.
- Proven experience of working with international regulatory bodies.
- Ability to travel internationally as required to meet with customers and partners.
