Business Development Representative

Pittsburgh, Pennsylvania, United States

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The mission of Mindera’s Business Development Representative is to create long-term, multi-dimensional client relationships by leveraging our shared resources to meaningfully create global value, with a focus on US-based business. The Strategic Alliances & Partnerships Representative is responsible for supporting the Managing Director in identifying, analyzing, signing and managing partnerships that will help Mindera achieve its goals and generate incremental value for the company.

In the execution of this role, the Representative will be expected to operate primarily independently while keeping the Managing Director up to date regarding the status of each business development effort and account management activity. This position forms deep relationships with internal and external partners to provide holistic management across multiple lines of business.


Help build an industry-diverse portfolio of new clients in the US by:

    • Targeting new potential clients in accordance with the business development strategy
    • Partnering with Mindera teams to develop holistic picture of potential partnerships
    • Understanding broad sponsorship, up-sale tactics and overall brand market trends
    • Understanding Mindera’s capabilities and develop strong relationships with Mindera's leadership of each area to facilitate proposal development

Building Mindera Internal Relationships

  • Continually update knowledge of Mindera’s internal teams, products, and offering to understand potential opportunities for Alliance Partner agreement
  • Build relationships with Mindera leadership to facilitate ongoing and potential deal development

Partner Identification

  • Conduct research and due diligence to determine which companies have the most potential value to Mindera
  • For the targeted potential partners, understand the potential Partner’s strategic and technology goals and initiatives, the state of the Partner’s competition and industry, and the current and future scope of the Partner’s business
  • Work with stakeholders to develop thought starters and identify opportunities and solutions for prospects to help define the value of partnering with Mindera

Partner Negotiations

  • Contact relevant Mindera individuals and teams during contract negotiations for input (estimated costs, alignment to strategic priorities, limitations and issues with execution) on constructing a proposal for the partnership
  • Develop initial contract terms based on Partner goals and Mindera capabilities
  • Develop a fact base for negotiations
    • Develop a top level financial model of the proposed contract terms with estimated revenues, values and costs to implement each term of the contract over the contract life
    • Document goals, limitations and issues in execution of the proposal terms from both Mindera and the potential Alliance Partner representatives
    • Use fact-based negotiations to facilitate finalization of contract terms

Relationship Management

  • Collaborate with internal partners to present a holistic Mindera solution to Alliance partners’ business objectives
  • Lead the annual and long-term account strategy development and execution plan
  • Ensure that appropriate metrics are developed to reflect the Alliance’s return on investment and provide regular reporting, tracking, and analysis to all stakeholders
  • Use the combined knowledge and needs of the Partner and Mindera, proactively seek opportunities to drive material value for all parties by identifying, developing and negotiating new Alliance initiatives
  • Develop and maintain a high-level understanding of ongoing trends in the marketplace and the specific partners’ industries to keep ahead of partner expectations and competition for partner technology resources
  • Act as the key day-to-day executive point of contact for assigned Alliances for compliance with the alliance agreement, account planning and development, and resolution of issues for both the Alliance partner and the Mindera stakeholders

Organizational Support

  • Track and maintain all interactions and information regarding past, present, and future partner pursuits
  • Construct templates, presentations and processes that can be leveraged across all Business Development and Account Management activities
  • Identify and implement improvement initiatives to increase the effectiveness of Alliance Partner targeting, contract development and negotiations

Requirements

  • At least 10 years of professional experience in a technology-related field is required
  • Frequent US travel required
  • Excellent track record of employment, and strong relationships (recent book of business necessary)
  • Ability to perform under pressure and to “hunt” business with consistency
  • Ridiculously strong communication skills
  • Strong abilities in prioritization
  • Experience in marketing, account management, and business development
  • Understanding of the marketing process
  • Proven ability to function independently successfully while building consensus across key stakeholders in the sales cycle
  • 1 year of international experience preferred
  • Ability to ensure successful task completion and influence without direct authority to achieve necessary goals
  • Self-motivated individual capable of managing work with little direct supervision


Benefits

Fun, happy and politics-free work culture built on the principles of lean and self-organization

Work with large scale systems powering global businesses

Competitive salary

Company team building trips

Healthcare options

Salary + commission + expense account

Job region(s): North America
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