Senior Manager, Business Development (EMEA)

Overview

The Senior Manager, Business Development leads a team of Customer Solutions Consultants to drive services bookings growth by identifying and managing new Services business opportunities, initiatives and partnerships. This role oversees the entire business development lifecycle, from pre-sales to post-sales close, ensuring seamless collaboration across sales, service and implementation teams. A critical aspect of this role is building strong, strategic relationships with Sales leadership and teams to drive alignment and shared success.

What you will be doing

Key Responsibilities

• Strategy – Develop and execute business development strategies to drive services growth and revenue.
• Negotiation & Contracting oversight – Oversee the decision making on commercial and contractual items including but not limited to discounts, contractual terms etc.
• Statement of Work oversight – Oversee the timely execution and quality of the statements of work generated by the team. Oversee and support the team in effective and high quality value proposition generation
• Active Monitoring – Actively monitor team’s activities and performance. Review financial metrics, collect cross-functional feedback and analyze trends. Propose and implement new approaches and solutions to address business needs
• Collaboration – Establish and maintain strong partnerships with Sales leadership and teams, ensuring alignment on priorities, strategies, and customer engagement efforts
• Campaigns – Partner with Marketing and Service delivery to develop campaigns to promote Hyland services to customers and prospects
• Tracking – Track and report on business development performance, pipeline activity, and key metrics. Participate in Sales forecast calls providing insight and intelligence on services bookings opportunities.
• Team Management
  • Manage and direct all aspects of performance and compensation management for direct reports; provide coaching and development opportunities
  • Actively manage work distribution and support team members on their tasks, participate in internal or Customer meetings to provide guidance as necessary
  • Manage internal and external escalations linked to the performance of the team
  • Selects, develops, trains, and evaluates team members to ensure efficient operation
  • Coach, mentor and support the team in executing their tasks

Key Responsibilities of the team:

• Prospecting & Opportunity Identification – Collaborate with Marketing, Sales, Customer Success and Services delivery teams to proactively identify and qualify new services opportunities
• Lead Qualification & Pursuit – Work closely with sales and services teams to assess potential customers and prioritize high-value opportunities.
• Marketing Campaign Support – Proactively follow up on leads generated from marketing campaigns to drive pipeline growth. Participate in Marketing events (webinars, conferences, user forums) functioning as a subject matter expert and trusted services resource for customers and prospects.
• Discovery, Needs Assessment – Conduct and drive discovery sessions to understand business challenges, technology landscapes and services requirements.
• Statements of Work – Develop and present customized services proposals that align with customer needs and business outcomes and accurately reflect project approach and level of effort.
• Support the Sale – Actively participate in sales meetings, present services approach and proposal, represent Professional Services as needed
• RFPs, RFI’s – Support sales teams in responding to RFPs, respoding to questions related to the services delivery
• Negotiation & Contracting – acts as services Deal Desk, negotiates business terms, collaborates with legal teams on legal items, manages the signature process
• Collaboration – collaborate cross-functionally across Hyland sales and services teams to provide expertise on the services opportunities, work on finding new solutions and business approaches to common challenges, timely raise any concerns to the relevant stakeholders to mitigate risks
• Product, Industry Expertise – Stay informed about Hyland products and services, industry trends, competitor offerings and best practices in professional services. Continuously build knowledge on new products and offerings and participate in relevant trainings.

What will make you successful

Qualifications & Experience:

• Bachelor’s degree or equivalent experience.
• Strong English language skills are required, German and/or French language skills are preferred.
• Proven success leading a team of 7+ resources to drive performance and goal attainment
• 5+ years of experience in pre-sales, sales engineering, solution consulting or professional services within a technology or consulting firm. Experience with Hyland products is required.
• Strong understanding of the sales process, professional services, and consulting engagements.
• Prior experience developing pricing, quotes and proposals for professional services projects and engagements.
• Experience in customer segmentation, prospecting, lead qualification, and opportunity development.
• Excellent communication, presentation, and interpersonal skills to engage with executive stakeholders.
• Proven ability to align service solutions with customer business objectives.
• Ability to manage multiple priorities in a fast-paced environment.
• Strong business and technology acumen.
• Up to 25% travel required.

Key Success Factors:

• Ability to proactively engage in sales cycles and drive lead conversion.
• Strong collaboration with internal teams and external customers.
• Proven ability to build and maintain strong relationships with Sales leadership and teams.
• A consultative approach to uncovering customer needs and positioning services effectively.

This role is ideal for a strategic leader who excels in driving business growth, managing a high-performing team, and fostering long-term customer relationships.

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