Junior Business Development Manager



Team:             Sales and Business Development Manager

Reports to:    Head of Business Development
Date:              May 2021

Job summary

Catalyst IT is a leading Open Source solutions company, we specialise in delivering fully managed services to education providers across Europe. Our key sectors include higher and further education institutions (universities and colleges) and not for profit organisations. We have a number of partnerships with globally recognised education and charitable brands.

The Junior Business Development Manager is responsible for defining and implementing the sales strategy at Catalyst IT Europe. They will deliver sales and new business development activity across their clients and prospects. The Sales Manager will also operate at the account executive level, to develop and maintain strong client relationships to enable growth, and profitability whilst ensuring services can be delivered with integrity.

Job requirements

    •    Great communication skills

    •    Ability and attitude to learn EdTech and business development approaches

    •    Good attitude and soft skills; collaboration, working as part of a wider team and within project teams


    •    Effective relationship building with and between teams


    •    Self-motivation and proactive contributions to team, and cross-team, workflows

    •    Affinity for Open Source ideals


    •    Inclusive and respectful social interactions with both staff and clients


    •    Reliability and ability to commit to deadlines



Desirables

    •    General problem solving ability

    •    Ability to develop and share knowledge in relevant fields and apply expertise and knowledge to deliver
         effective solutions


    •    Understanding of EdTech environment in HE/FE/HR or other learning/training environment

    •    Experience with Moodle, Mahara and Totara preferable

    •    Experience with IT systems sales (or purchasing)/BD/Digital marketing


Positions will be considered for candidates in Ireland or the United Kingdom. 

Principal duties and accountabilities

    •    Design and implement a solutions sales strategy to maximise growth

    •    Co-ordinate and effectively deliver through activities and programmes in line with the strategic sales 
         objectives of the organisation

    •    Deliver against targets

    •    Build strategic relationships with clients to ensure Catalyst maximises sales from within its existing       
         client base

    •    Manage sales projects to support organisational growth

    •    Work with key stakeholders to drive the sales pipeline

    •    Deliver to clients results-driven solutions that match Catalysts value propositions to the clients
          business strategy and needs

    •    Develop, grow & maintain a high level of commercial and business awareness within Opensource,
         including industry trends, financial performance, key players, and business drivers

    •    Develop and maintain a high level of understanding across Catalyst’s product and service portfolio,
          including value proposition(s), product/service functionality, pricing and profitability

    •    Managing the sales pipeline


Key skills and experience 

    •    Significant sales experience operating within an organisation selling services into corporate and       
          government clients

    •    Proven experience of negotiating, winning and delivering high value deals

    •    Achievement of incremental growth within an account both directly and indirectly

    •    Experience of consulting and selling to Universities and Government Organisations considered
          favourably

    •    Experience within the Web Applications and E-learning Sectors are considered favourably

    •    Financial savvy, including the ability to understand client financials and create and negotiate
          sophisticated financially-led product and service proposals

    •    Ability to give technical demonstrations with web based applications

    •    Track record of writing winning proposals


Skills (non sales)

    •    Negotiation skills

    •    Establishing trust and rapport

    •    Technical Acumen to work with the Technical delivery teams

    •    Presentation skills

    •    Influencing skills 

    •    Listening 

    •    An Appreciation of Open Source

    •    Great Phone Manner

    •    Drivers license


Key performance indicators 

    •    Agreement of annual sales plans

    •    Managing delivery against agreed sales targets 

    •    Delivering agreed targets on revenue/profit/margin

    •    Winning agreed number of strategic clients from the client target list


Compensation

    •    Attractive base salary, performance related bonus and health insurance.