Company Description
When you join Turnitin, you’ll be welcomed into a company that is a recognized innovator in the global education space. For more than 25 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Turnitin products are used by educational institutions and certification and licensing programs to uphold integrity and increase learning performance, and by students and professionals to do their best, original work.
Experience a remote-first culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being. Our diverse community of colleagues are all unified by a shared desire to make a difference in education.
Turnitin is a global organization with team members in over 35 countries including the United States, Mexico, United Kingdom, Australia, Japan, India, and the Philippines.
Job Description
The Senior Business Development Manager (EMEA) is responsible for defining, prospecting, managing high-value corporate/ non-traditional partnerships and developing long-term strategies to secure multi-year strategic partnerships in the EMEA and select opportunities in North America and South Asia. They will also develop strong networks to drive customer and revenue growth and increase EMEA Alliances market share by managing go-to-market activities aligned to individual country/region needs. This role is an individual contributor role.
Key Responsibilities and Outputs:
- Manage existing partnerships in region directly:
- Ensure that partners are complying with Turnitin partner agreements
- Regularly meet (virtually and physically) with the partners to address any issues and expand the partnership
- Liaise with partners during execution of peak services delivery to their customers
- Provide internal and external reports on the state of the partnership, including issues and revenue forecasts.
- Develop, manage, and execute on new business pipeline leading to closed new business opportunities.
- Plan and implement new sales strategy for greenfield, market entry and new clients within EMEA, North America, and South Asia, leveraging market knowledge and experience to convey product value proposition and positioning
- Lead challenging and nuanced deal negotiations end-to-end, combining business, strategy, finance, marketing, product and legal concepts
- Identify strategic partnership opportunities across a variety of industries, with a focus on education technology B2B, building in-depth qualitative and quantitative business cases when needed.
- Conduct partner enablement driving partner success.
- Work closely with the internal teams to close critical, complex, strategically, or tactically important partner deals.
- Manage the project pipeline and project sales processes
- Negotiate commercial terms with contracts up to C-level executives
- Work with direct sales team on the ground, as needed, and contribute to regions growth
- Contribute to and support overall Alliance team GTM strategy development and execution.
- Participate in management review cadence of account reviews, territory planning, skills development, and forecasting on a continual basis.
Qualifications
Essential
- Strong understanding of the sales and business development.
- Demonstrated knowledge, skills and strong track record in leading business development and commercialization related to SaaS, ed-tech or education.
- Demonstrated ability to work with complexity and ambiguity, show tenacity and resilience in striving for revenue goals and in seeking creative, innovative and sustainable long term solutions to achieve the Alliance goals.
- Excellent interpersonal and communication skills.
- Bachelor’s degree in business or related field.
- Ability to communicate effectively with various levels of stakeholders within partner organizations.
- 7+ years experience in business development and/or account management.
Desirable
- Previous account management experience.
- Previous experience working with large partners, on complex partnerships.
- MBA or master’s degree in a related field.
Personal attributes
- Collaboration and Influencing
- Relationship Building
- Accountability
- Ability to think strategically
Additional Information
Total Rewards @ Turnitin
At Turnitin, we believe Total Rewards go far beyond pay. While salary, bonus, or commission are important, they’re only part of the value you receive in exchange for your work.
Beyond compensation, you’ll experience the intrinsic rewards of unleashing your potential and making a positive impact on global education. You’ll also thrive in a culture free of politics, surrounded by humble, inclusive, and collaborative teammates.
In addition, our extrinsic rewards include generous time off and health and wellness programs that provide choice, flexibility, and a safety net for life’s challenges. You’ll also enjoy a remote-first culture that empowers you to work with purpose and accountability in the way that suits you best, all supported by a comprehensive package that prioritizes your overall well-being.
Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes.
Our Values underpin everything we do.
- Customer Centric: Our mission is focused on improving learning outcomes; we do this by putting educators and learners at the center of everything we do.
- Passion for Learning: We are committed to our own learning and growth internally. And we support education and learning around the globe.
- Integrity: Integrity is the heartbeat of Turnitin—it is the core of our products, the way we treat each other, and how we work with our customers and vendors.
- Action & Ownership: We have a bias for action. We act like owners. We are willing to change even when it’s hard.
- One Team: We strive to break down silos, collaborate effectively, and celebrate each others’ successes.
- Global Mindset: We consider different perspectives and celebrate diversity. We are one team. The work we do has an impact on the world.
Global Benefits
- Remote First Culture
- Health Care Coverage*
- Education Reimbursement*
- Competitive Paid Time Off
- Self-Care Days
- National Holidays*
- 2 Founder Days + Juneteenth Observed
- Paid Volunteer Time*
- Charitable contribution match*
- Monthly Wellness or Home Office Reimbursement/*
- Access to Modern Health (mental health platform)
- Parental Leave*
- Retirement Plan with match/contribution*
* varies by country
Seeing Beyond the Job Ad
At Turnitin, we recognize it’s unrealistic for candidates to fulfill 100% of the criteria in a job ad. We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and unleash your potential alongside us, join our team!
