• Business Development Manager, SAGE Ocean

    Location UK-LND-London
    Posted Date 3 months ago(5/25/2018 5:43 PM)
    Req #
    # Positions
    Editorial (UK) - Product Management
  • Overview

    The Institutional Business Development Manager will be responsible for market intelligence, sales strategy, process and the HE institutional model for SAGE Ocean’s product portfolio in the US. This is a new position, and the first sales position for SAGE Ocean to pioneer the sales and business development work for Ocean’s new portfolio of products at the cutting edge of social research. With the product team based in the UK, you will be the first team member based in the US. You will lead business development and sales activities for new products aimed to support academic skills and research with big data. Product include live SAGE Campus, and forthcoming SAAS products.


    You will identify and meet with purchasing decision makers for the HE institution, learn of their needs and work to achieve market fit with the SAGE Ocean products. You will also play a key role with the product development team, feeding market intelligence back to base to support the ongoing product development to achieve best product/market fit.



    About SAGE Ocean

    Social research is changing as a result of the availability of new forms of data, including “big data”.  SAGE wants to accelerate this change by working with the social science community to help them tackle the key challenges they face. To do this, we set up an innovation incubator, SAGE Ocean, to create a suite of new products and services to ensure that every social science researcher has the skills and tools they need to work effectively with big data and new technology.


    Do you care about how the data revolution can impact social research? Do you want to work in start-up mode whilst having the benefits of working within a large organisation? Do you want to bring new products to market that will change the way social research is done?  We are looking for an Institutional Business Development Manager to explore and develop our institutional sales model to extend our product portfolio beyond sales to individuals. 


    This is an opportunity to work on stuff that matters in a fast-paced team focused on using lean principles to rapidly understand the needs of researchers, and to use those insights to develop products and services that will best serve their needs.


    Essential Job Functions & Responsibilities

    • Building market intelligence to inform sales strategy: Understanding the market and how institutional funding works, identifying target budgets and decision makers, segmenting the market, hypothesis testing different institutional models
    • Responsible for closing sales and achieving a sales target
    • Market intelligence to inform product development - accurately record, synthesise, interpret and share market intelligence back to the Ocean team with an eye to optimising product / market fit and product profitability
    • Close collaboration with product teams to make sure that product and sales strategies are aligned
    • Developing and evolve strategic institutional sales plan
    • Building up sales process and pipeline, working with the Ocean CRM to grow our database of contacts and prospects, and developing sales collateral, including email templates, proposals, RFP responses, customer licenses. Developing post sales process to understand what is needed to renew and upsell
    • Compelling product demo skills: building a narrative, pitch and demo for digital products and creating compelling content for presentations
    • Collaborating with product teams to develop product pricing strategies, customer implementation and support plans
    • Representing Ocean to promote brand, products and support our advocacy role
    • Collaborating with the SAGE library sales and the rest of the sales organisation
    • Work within quarterly goals structure to flex to evolving needs and market understanding
    • Regular reporting to Ocean leadership group and Product Council

    Qualifications & Education

    • Strong understanding of sales methodology and needs based selling (essential)
    • Experience selling into HE institutions (essential)
    • Experience selling software (essential)
    • Ability to develop relationships over the phone and in person (essential)
    • Strong negotiator and great questioner (essential)
    • Independent worker with experience as a self-manager, self-starter, preferably in a start-up environment
    • Strategic thinker who has experience developing strategic sales plans
    • Excellent team player
    • A problem solving approach
    • Potential to become a team leader as well as a team player.


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