Director, Business Development – ERP Software

Position: Director, Business Development – Financial Services

Reports Line: VP of Business Development

Location: Headquarters in Seattle, WA but open to candidates in San Francisco, Los Angeles, New York, or Chicago as well

To apply for this job, send your cover letter and resume to careers@hubspan.com

Company Overview

Hubspan (www.Hubspan.com) is a global leader in business integration solutions. Our flagship solution, Webspan, is a subscription-based alternative to complex and expensive in-house business-to-business (“B2B”) integration systems that require millions in upfront investment and are difficult to scale over time. In rankings by the top industry analyst firms, Hubspan is called a visionary and a leader in business integration. Our single instance, multi-tenant platform enables fast, simple, and cost-effective solutions for partners and customers alike.

Our vision is to be the global standard integration platform, enabling customers and partners to leverage our proven technology and services to provide world class integration solutions. We are delivering on this vision with our growing customer community, strategic partnerships and innovative technology roadmap and are looking for a creative, driven, experienced and passionate individual to join our team and play a critical role in taking Hubspan to the next level.

Our business is headquartered in Seattle and we are open to the possibility of this position being based remotely.

Position:

The Director, Business Development – ERP Software will develop, manage and support Hubspan’s business development activities across OEM/Reseller, Referral partnerships, and other strategic partnerships. Working closely with cross-company experts, this role will own the overall program and scorecard for key partners, including business agreements, solution packaging and pricing, lead generation, sales enablement and other elements, The objective is to make sure Hubspan is integrated into every possible program related to our partnerships and obtaining qualified leads that convert to sales in order to drive adoption and revenue.

Key Responsibilities:

Assist in the planning, execution and on-going management of Hubspan’s business development policies, objectives and initiatives.
Jointly assess new markets, develop new market initiatives and analyze business opportunities.
Find, develop and negotiate strategic alliances and partnerships.
Support business development/channel revenue goals and plans as outlined by VP of Business Development and CEO’s corporate strategy and goals.
Optimize Hubspan’s presence and marketing benefits within partner organizations and activities.
Increase awareness, market leadership and sales of partner solutions.
Develop promotional strategies for customers and channels to achieve increased lead generation and drive qualification and conversion to sales.
Analyze potential partner relationships in conjunction with Business Development.
Manage new product/service launches and other milestones.

Additional Responsibilities:

Work closely with marketing and engineering to develop detailed business partner requirements and programs to successfully develop, launch and manage relationships.
Collaborate with marketing and operations to ensure that we meet business partner goals and objectives.
Manage overall channel partnerships as outlined by VP of Business Development, partner roadmaps, partner forecasting, channel lead generation, partner sales tools, and account sales strategy.
Jointly develop sales tools and marketing programs with Hubspan marketing, business development and sales teams to drive partner awareness and revenue objectives.
Foster and maintain excellent working relationships with the Hubspan team.

Required Skills and Experience:

Successful record and broad experience selling to C- or VP-level executives of large enterprises
Proven ability to evaluate partnerships, determine joint value propositions and drive revenue
3 to 5 years channel marketing experience with proven success managing lead generation and conversion programs
Great relationship building skills with proven ability to forge successful business partnerships that lead to improved revenue
Excellent communication skills (verbal, written, presentation)
Consultative sales complemented by creative negotiations
Individual initiative balanced by small-team skills
Demonstrated ability to work with both technical and non-technical individuals
Willingness to travel—both domestic and international
Ability to work effectively and self directed in a fast-paced environment, and the ability to handle multiple priorities at once.

Preferences:

10 years + experience with IT outsourcing, middleware software, business process management solutions.
Deep industry experience in one of the following vertical segments: High Tech; Automotive; Aerospace and Defense; Government; Retail; Energy; or Utility.
Supply chain, demand chain or enterprise applications experience with one of the following organizations: SAP, Oracle, Sage, Lawson, Microsoft Dynamics, or Infor.
Integration experience with one of the following organizations: WebMethods, SeeBeyond, Vitria, TIBCO, CommerceOne, or any EDI VAN.

Education:

BA or BS degree required. A Master’s degree in business or work experience equivalent.