Business Development Manager (D451)

Calgary, Alberta, Canada | Full-time | Partially remote


SMART is helping educators and businesses succeed all over the world. Our technology empowers teachers, students and teams to learn and collaborate in innovative ways, inspiring breakthroughs – from improved learning outcomes to moving businesses forward.

The ideal candidate for this senior role will drive growth and adoption of SMART solutions globally through supporting the formation and management of mutually beneficial marketing and commercial relationships with industry leading business/corporate software, hardware, and service providers.

This role will manage the end-to-end lifecycle of partnership management including, but not limited to:

  • Researching and quantifying partnership opportunities,
  • Co-developing business cases for strategic alliances,
  • Gaining alignment internally and externally on commercial terms,
  • Operationalizing partnerships, and cultivating and maintaining alliances and partnerships.

This role will also own the reporting of the partnership pipeline, partner statuses, and be responsible for development and measurement of partnership health and KPIs.

Duties and Responsibilities

  • Manage and support full partnership lifecycles from prospect identification, evaluation and negotiation to execution, appropriate integrations and ongoing partner management.
  • Lead industry, market/competitive research and analysis to develop and source a pipeline of potential partners and certification targets. This will include primary and secondary research, meeting and engaging with potential partners at tradeshows, conferences and events while working with product teams and business units to identify and prioritize areas of need for third party partnerships.
  • Manage vendor certification process for certain vendors whose endorsements facilitate selling of SMART solutions.
  • Coordinate with internal resources to execute partner co-marketing and co-selling planning efforts
  • Conduct due diligence of partnership opportunity, including assessment of partner alignment with SMART’s strategic goals, reach, stability, and potential areas of risk. Conduct feasibility constraints for strategic partnerships and works collaboratively to find solutions.
  • Support the design of joint value propositions, sources of differentiation, messaging, positioning and make recommendations on pricing and packaging with relevant internal stakeholders and strategic alliance partners.
  • Develop close partner relationships, orchestrate cross-functional execution to enable successful partnerships that help drive revenue and margin growth.
  • Collaborate with cross-functional teams to negotiate and close partner agreements.
  • Track and report on of success metrics for each partner, including strategic partner pipeline reporting, bookings, revenue and adoption/penetration results.
  • Lead the development of playbooks to scale programs across partners.
  • Field inquiries from interested third parties and potential partners.
  • Be curious and continuously learn about the markets and industries in which SMART competes, follow the latest industry trends and become an expert in the company’s products/services.

Skills and Qualifications

  • Bachelor’s Degree or higher is required.
  • 5+ year experience in a similar role and a strong track record of success in building and maintaining strategic partnerships.
  • Strong knowledge of Unified Communication and collaboration (UCC) market and platforms, including Microsoft Teams, Zoom, Google and other related UCC platforms, as well as other hardware, software & SaaS solutions.
  • Solid understanding of industry dynamics and business drivers across a variety of industry segments in corporate and government markets.

Technical skills required to understand and propose product solutions that align with customer requirements:

  • Excellent communication & interpersonal skills with a demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization and other organizations.
  • Strategic thinker who can execute on plans on time, target and budget
  • Ability to work independent and be self motivated, while working to support a team.
  • Superb organizational abilities particularly with a strength in setting priorities and goals
  • Familiarity with CRM tools deal tracking partner program management; strong documentation skills.
  • Proactive worker and innovative thinker, with excellent program and time management skills.

Working Conditions

  • Based in Calgary 
  • Fast-paced work environment with a highly interactive group. You will be expected to work within that environment while still delivering on your own job objectives. We expect that you will contribute not only to your own projects but also to those of the broader group.
  • Able to travel internationally (up to 10%)


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