Fast Facts

The Business Development Manager will focus on generating sustainable revenue in the Higher Education sector by developing strategic territory and account plans, fostering business relationships, and managing complex sales cycles related to the Desire2Learn product suite.

Responsibilities: Key responsibilities include executing territory plans, exceeding revenue objectives, managing the sales process, participating in RFPs, and collaborating with marketing and other departments to drive sales efforts.

Skills: Candidates must have 5-7+ years of sales experience in eLearning or complex software sales, strong leadership and presentation skills, and a proven track record in managing multiple accounts and achieving quotas.

Qualifications: Preferred qualifications include a strong understanding of the education industry and enterprise software sales cycles, alongside the ability to engage with C-level decision-makers and craft tailored solutions.

Location: This position is based in Kitchener, Ontario, Canada with a hybrid work setup requiring at least 2 days per week at the office.

Compensation: Not provided by employer. Typical compensation ranges for this position are between CAD 80,000 - CAD 120,000.

Job Summary: 

The Business Development Manager (BDM) is responsible for developing long term sustainable revenue across a region. As a member of a regional sales team, the BDM builds market position by identifying, developing and securing business relationships. The BDM will generate revenue through the development and execution of a strategic territory and account plan by promoting and selling the Desire2Learn product suite through professional sales techniques. 

This role needs to be highly knowledgeable with the ability to sell high-value complex solutions to the Higher Education industry. The BDM must possess an in depth knowledge of the Higher Education industry. The BDM will spend the majority of the role in field developing and cultivating prospects, moving them through the sales process and closing new business.

How You Will Make an Impact: 

Responsibilities: 

• Develop and execute strategic territory and account plans to support regional goals
• Responsible for exceeding revenue objectives within your assigned territory
• Work with marketing to align lead generation activities to support sales efforts
• Apply Desire2Learn best practices through the use of success stories and use cases to leverage, market, and qualify opportunities
• Stay informed of current market intelligence to help drive sales efforts.
• Continually learn about new products and improve selling skills 
• Manage a complex, enterprise solution sale with a 6 month to 12 month purchasing cycle 
• Move the sale through the entire sales process actively engaging other Desire2Learn resources as necessary to ensure success
• Take an active role in the RFP process
• Attend training events throughout the year and participate in self-paced tutorial learning when appropriate
• Be well informed about current industry trends and be able to talk intelligently about the education industry in the assigned area/region
• Understand all Desire2Learn Partner relationships and how they relate to Desire2Learn sales
• Effectively using the sales CRM tool to enter all sales information into this system
• Attend and participate in sales meetings, product seminars and trade shows
• Prepare written presentations, reports and price quotations
• Assist in contract negotiations
• Build and manage a quantifiable 12 month sales pipeline
• Develop positive relationships with other employees in Marketing, Professional Services, Finance, Engineering and other departments as needed

What You'll Bring to the Role:

• 5-7+ years' sales experience in the eLearning, education, and/or complex solution software sales industries
• Must have strong understanding of enterprise software sales cycles and dealing with top decision makers
• Knowledge of eLearning/education industry preferred
• Track record of successful achievement of assigned quotas
• Ability to manage a pipeline of 50+ accounts at any given time
• Ability to work in a team environment
• Must possess strong leadership, motivational, and presentation skills
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
• Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
• Working knowledge of web and database technology

Please note: This is a hybrid position (2+ days per week at our HQ in Kitchener).