Partnerships Business Development Manager

2 weeks ago

London, United Kingdom Acuity Risk Management Full time

Background to Recruitment Acuity Risk Management is making a step change in its growth strategy. As part of this strategy, they wish to hire a Partnership Business Development Manager to target medium-large enterprise accounts across a variety of verticals, focusing mainly on the US. The company is investing heavily in lead-generation and marketing activity and needs a new business partnership manager-focused individual capable of capitalising on the leads generated, but also able to create New business of their own. Targeting opportunities in the US and UK, the PBDM will work closely with partners, presales, marketing, and lead generation teams to ensure maximum client engagement. The key requirements for the role are a track record of selling in the Risk Management market, and the ability to identify, manage and close complex deals via our partners with ACV above £100K. Job Specification – Partnerships Business Development Manager Job Purpose: To develop and manage Acuity RM’s partnership new business activity with our existing partners & success to ensure Acuity RM extends its position as the leading software provider in the Risk Management market. Key Responsibilities

  • Take ownership of and deliver against agreed objectives, revenue, and budget targets.
  • Drive the relationships with partners throughout the region and enable partners to influence client activity, you will build existing partners within our ecosystem to drive revenue on new and existing opportunities.
  • Expand into larger accounts across the US market.
  • Create, develop and build a strong pipeline of business to deliver a predictable and growing revenue stream in line with agreed targets and timings.
  • Optimise New Business conversion from a volume, value and timeline perspective.
  • Maximise the penetration of Acuity RM’s products and services across segments with our partners.
  • Communicate effectively with all levels (C, SVP, VP, Director, etc.) and key decision makers across the partner network and work collaboratively with other Acuity employees across the organisation to ensure customer expectations are met and exceed.
  • Identify and orchestrate the Acuity RM’s resources necessary to deliver success to our prospective partners.
  • Conduct regular account reviews and planning sessions with management and other team members.
  • Maintain accurate pipeline reporting and quarterly revenue goals.
  • Understand key competitors and their strategies to differentiate Acuity Risk solutions in the marketplace.
Skills and Experience
  • 3-5 years demonstrable track record of new business success within the GRC, IRM or related risk market.
  • Proven experience in closing deals with values above £100K ACV
  • Ability to lead and navigate through large complex deal cycles.
  • Ability to work at all levels, both internally and externally to get the best out of people.
  • Orchestrates peer to peer relationships and understands the value these can bring.
  • Ability to focus on the things that will make a material difference to their / Acuity’s performance and not be distracted.
  • Proven experience in presenting high-quality, professional proposals, client-facing documentation, and presentations to senior audiences.
  • Strong commercial acumen with the ability to understand client challenges and build acceptable propositions to help solve those.
  • Disciplined sales processes and CRM hygiene, Salesforce experience would be beneficial.
Aptitudes
  • Proven and imaginative influencer
  • High energy: does not accept barriers to achieving goals.
  • Practiced and effective listener
  • Time Management: organised with attention to detail and accuracy embedded in working practice.
  • Ability to demonstrate good interpersonal and relationship management skills.
  • Ability to communicate effectively at strategic and operational levels both verbally and in writing with internal clients as well as external partners.
  • The ability to present to audiences concisely and articulately.
  • Likes the challenge and changes within a smaller, fast-growing business.
  • A self-starter and problem solver who likes working in a highly collaborative environment.
Key Performance Indicators
  • Orders in / Annual TCV
  • Key sales activity
  • Pipeline velocity
  • AVG deal size.
  • Pipeline size
Remuneration
  • Base salary
  • Double OTE, uncapped with accelerators.
  • Other benefits in line with a high-technology employer

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