Job Description
Please submit your resume in English.
Turnitin is seeking a Business Development Manager to join our Secondary Education Sales Team. We are searching for someone who demonstrates a passion for education and the impact technology can make in secondary education. The candidate should have a solid understanding of the secondary education market in Latin America, be entrepreneurial in spirit, collaborative and able to contribute to our continuing success and growth. In return, Turnitin offers a great benefits package and provides challenging and inspiring work.
The Business Development Manager must be bilingual (Spanish/English) and will lead new business efforts in secondary schools across Latin America, working to maximise opportunities for growth against a strategic growth plan, managing all client/customer interactions, product demonstrations, meetings, etc. to build pipeline and close sales.
Key Responsibilities and Outputs
- Generate a strategic territory plan to forecast, own, and achieve annual sales targets, meeting or exceed quarterly and annual sales goals.
- Carry out strategic research to build and maintain a pipeline of new business through inbound leads and outbound prospecting using a multi-touch strategy and various media.
- Successfully qualify opportunities through effective and personalised discovery.
- Lean into the needs of the client and understand their pain points and levers in order to craft the best solution to their needs.
- Convey our unique value proposition in conversations and product demonstrations which have been tailored to meet a prospect’s pain point and needs.
- Target, build and maintain relationships with potential new clients.
- Develop and execute daily plans to demonstrate productive sales activity, managing essential data tracking activity and progress in Salesforce CRM and any other systems.
- Navigate educational institutions to sell the right products to the appropriate stakeholders, quickly identifying the decision makers.
- Work closely with the immediate team and internal stakeholders including marketing, client success, sales engineers and product solution specialists to ensure a first-class client experience (speedy responses, complete responses, accurate, well-presented data and carefully worded professional communications).
- Keep up-to-date with and leverage market trends, partnerships, and government policy changes.
- Participate, as needed, in network building opportunities including, but not limited to, conferences, trade shows, on-site campus visits, group presentations, and industry functions.
- Communicate and collaborate effectively across internal teams.
- Ensure that accurate monthly, quarterly and annual forecasts are provided to the manager.
- Demonstrate proper use and knowledge of Turnitin specific systems (Salesforce, Groove, Zoom, etc.)
- Develop professional growth by reviewing trade publications, establishing and leveraging personal networks and participating with professional organisations and events.
- Demonstrate initiative to improve understanding of educational trends and legislation in territory.
Qualifications
Requirements
- BA/BS degree required
- Understanding of the secondary educational system in the region
- 5+ years of related work experience with demonstrated success in a sales hunter role
- Results driven, self-starter
- Spanish and English fluency
- Strong interpersonal, communication and negotiating skills
- Strong verbal and written skills with an excellent phone presence
- Proven ability to work remotely and effectively with a remote team
- Familiarity with use of Apple computers, G-Suite business applications, and Salesforce
Tii Elements
Action & Ownership
- Accountability: Holds oneself responsible for required actions, and ensures that team members/colleagues/ peers also own responsibility for their designated tasks while meeting collective team and company goals. All in service of creating a high performing environment.
- Resourcefulness: Possesses a mindset of abundance and redefines what’s possible; creates and advances ways of achieving results in new or difficult situations either by appropriating additional resources, or by doing more with less.
Passion for Learning
- Curiosity: Has a growth mindset and leads with questions vs. assumptions. Unleashes creativity and possibility by actively seeking new experiences, information, and knowledge; embraces challenge, takes risks, learns fast and welcomes change.
One Team
- Collaboration & Influencing: Effectively communicates and cooperates with peers, partners, leaders & customers to achieve outcomes. Builds relationships and creates an environment wherein people can naturally work together for the good of the company and our customers.
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