Business Development Manager, Glint

GSO: Glint  |  Sydney, Australia

Position description

Position at LinkedIn

Business Development Manager  – Glint

Location: Sydney or Melbourne 

 

Glint helps you see into your organization in revolutionary ways, giving you the power to create real impact on employee engagement, retention and business performance. Glint leverages real-time people data to give leaders and managers a holistic view of an organization’s health, the insight to predict problems, and direction to take action. Glint was acquired by LinkedIn in November 2018, to accelerate LinkedIn's commitment to helping organizations hire, engage, and develop their people

 

LinkedIn was built to help professionals achieve more in their careers, and every day millions of people use our products to make connections, discover opportunities and gain insights. Our global reach means we get to make a direct impact on the world’s workforce in ways no other company can. We’re much more than a digital resume - we transform lives through innovative products and technology.

 

The Business Development Manager is significantly involved in the execution of Glint’s top-line growth efforts and strategy development. Specifically, you will contribute significantly to the top-line growth of Glint through support of direct sales efforts, increase of our win percentage, and to growth executed through indirect sales channels and inorganic business development efforts. Additional responsibilities include providing People Science (PS) and Customer Success (CS) input and execution, as well as providing direction and commercial feedback to Product Development efforts, and new ideas for Sales Enablement and Product Marketing. The Business Development Manager reports directly to the Head of Global Business Development, Glint.

 

Responsibilities

  • Driving top-line growth of Glint through support of, and leadership on, direct sales efforts, including:
  • discovery conversations with VLEs (very large enterprises)
  • calls with ENT (Enterprise) / VLE sales qualified leads (SQLs)
  • critical initial sales meetings
  • RFP response direction and authoring of custom responses
  • finalist pitches
  • scoping conversations related to People Science and Customer Success
  • Lead in establishing the strategic and tactical plans to convert existing sales opportunities
  • Directing, coordinating and/or creating pre-sales collateral for both custom opportunities as well as contributing to the creation of scalable materials through Product Marketing and Sales Enablement
  • Assist in the customization of pre-sales collateral, RFP responses, and finalist pitch strategies and materials
  • Identification, articulation, and ensuring the implementation of new ideas, tools and sales collateral
  • Maintain an up-to-date understanding of industry trends and technical developments in the People Success (talent management and HR technology) industry that impact large multi-national clients and Glint value proposition
  • Support Sales and Marketing through the delivery/execution of speaking engagements, city events, blogs and conferences
  • Ensure consistent and detailed flow of feedback between Glint’s commercial discussions with sales prospects and Glint’s Product team
  • Through personal relationships and through established professional networks, identify and/or evaluate the feasibility of new growth opportunities (indirect channels, inorganic growth opportunities)
  • In partnership with Glint’s Head of Strategy & Business Development, act as coordinating force between all departments required to execute a partnership (including, but not limited to, Customer Success, People Science, Engineering, Product, and Sales)
  • Travel 25-50%

 

Success Criteria

  • Successful achievement of Glint top-line growth targets
  • Outsized won percentage on Business Development supported direct sales efforts
  • Achievement of personal top line targets on direct sales efforts
  • The number and quality of partnership opportunities sourced, evaluated, and implemented
  • Bookings from indirect sales channels
  • Market-share within relevant geography
  • Successful influence of Glint’s overall Product Roadmap to incorporate critical regional requirements
  • Increased scalability of Glint’s People Science and Customer Success team (long-term impact on Gross Margins and EBITDA through increased allocation of PS/CS team and decreased hiring trajectory) 

 

Basic Qualifications

  • 10+ years of experience in global business development in the talent management, HR technology, or People Success fields
  • Bachelors Degree in Organizational Psychology, Organizational Development, Organizational Behavior or a related field

 

Preferred Qualifications

  • MBA, Masters, or PhD in Organizational Psychology, Organizational Development, Organizational Behavior or a related field
  • Experience Directing, Coordinating and/or creating pre-sales Collateral for both custom opportunities as well as contributing to the creation of scalable materials through Product Marketing and Sales Enablement
  • Understanding of industry trends and technical developments in the People Success (talent management and HR technology) industry


Application Process Information

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