Business Development Manager (Partnerships)

Esprow is looking for an experienced, ambitious, and astute Business Development Manager to build a network of distribution and integration partners

Company Description

Esprow is a highly innovative and fast-growing company with some of the world’s highest profile companies as our clients. Working with us, you will be exposed to innovative and cutting-edge technologies and be heavily involved throughout the application development. Our Esprow Enterprise Testing Platform (ETP) is unique in the market of automated certification, testing, and simulation of financial trading solutions. With presence in New York, Singapore, Tokyo, and India, we deliver our technology to clients across the globe. You will have the opportunity to travel and be exposed to the most challenging and high-profile working environments.

Position Summary

We are looking for an energetic, experienced, ambitious, and astute Business Development Manager to build a network of distribution and integration partners to increase Esprow’s market share of its market-leading solutions for automated testing of trading systems, venue simulation, and certification of exchange connectivity.

Esprow’s clients are global tier-1 financial institutions, including the largest international banks, brokers, exchanges, and market data vendors. Working alongside the Managing Director, you will collaborate in the design and development of a well-structured strategy to create a network of distribution and integration partners by prioritizing regions of interest, building a funnel of partners, and analysing their capabilities and suitability.

You should be able to work independently at a strategic and tactical level, and be able to reach out, interview, and profile partners. You should build a sales pitch that successfully projects the benefits of adding Esprow’s solutions to partners’ application portfolios. You will be responsible for designing a partner training, marketing, and support program, and hire your own team of specialists to continue growing the network.

This role requires the ability to understand our market, competitive positioning, technical solutions, and existing sales process. You should have an inclination for lateral thinking (i.e. thinking outside of the box) and be a team player. Passion for strategic selling and a relentless drive to succeed will be integral to your success, as much as your ability to execute tactical plans precisely.

While the requirements for this role are very high, you will be constantly supported by the Managing Director and by our amazing sales, engineering, support, and pre-sales team. Esprow’s applications are the leading solutions in our niche market and have a massive untapped potential for growth – both vertically and horizontally. This is a unique opportunity to make a real impact and earn superb commissions.

Since Esprow’s clients are based worldwide, with a significant part of them based in the US East Coast, this position requires a degree of flexibility to adjust to different time zones when the need arises.

Position Responsibilities

• Envision, design, and build a partner program, including selection, onboarding, and support.
• Manage all program aspects, including marketing, commission structure, and contract negotiations.
• Coordinate the creation of all collateral to support partners’ efforts, including marketing and training.
• Handle all aspects of the leads funnel, including generation, outreach, nurturing, and account acquisition.
• Collaborate with the technical pre-sales team to present Esprow’s solutions and deliver product evaluations.
• Use a customer relationship management tool to track and score leads within the pipeline.
• Maintain relationships with current accounts to retain their business and increase their value.
• Work with the sales and product team to channel more products through partners.

Position Requirements

• B.A. in Marketing, Finance, Software Engineering, or related field.
• 3-5 years of business development experience, specific to partners’ networks.
• Outstanding verbal and written communication skills.
• Ability to explain sophisticated products in a simple manner.
• Strong client facing presentation skills.
• Excellent spoken and written business English.
• A good understanding of capital markets, stock exchanges, and simple trading terminology (orders, etc.).
• Ability to forecast goals and revenue targets and work out the plan to achieve them.
• Ability to learn and use new technologies in a relatively quick manner with instruction.
• Exceptional attention to details, whether in emails, documents, or verbal communication.
• Potentially working earlier and later than a typical 9-5 job to reach prospect clients and new leads.
• Ability to meet tight deadlines and adapt to changing priorities.

Ideal Personality

• A mature person who can be trusted and who genuinely cares about their job and responsibilities.
• A positive personality and attitude, able to derive satisfaction from their job.
• Independent, sophisticated, driven, creative, and with strong critical thinking skills.
• An analytical mind and an inquisitive nature.
• Self-starter: motivated and able to take the initiative.
• Someone who can bring external knowledge to the team and continually seeks to improve themselves.
• Coachable and able to take and implement constructive criticism.
• Strong planning and organizational skills to keep on top of multiple projects and keep both contacts’ and team members’ duties perfectly in order.
• Able to work independently, proactively, and under pressure against multiple deadlines.
• A team player who will work with others to reach a larger goal, and keen to join a small team, understanding that we succeed or fail together.

Benefits You Will Enjoy

• Full time permanent position (onsite or remote).
• Five days’ working week [9am to 6pm – with flexitime].
• Competitive commission-based remuneration package.
• 28-day annual leave.
• Health Insurance (in regions where available).
• Gym membership discount.
• Complimentary coffee/tea and snacks (for onsite position).
• Training and professional growth.
• Career path in a fast-growing technology company within global markets.

Degree of Autonomy & Level of Authority

Working under the supervision of the Managing Director and able to undertake the necessary work very much independently once it’s scoped out. We have an open, friendly environment with minimal bureaucracy, where everyone gets involved with different aspects of the technology and is free to voice their opinion.

If you are interested, please send your latest CV and your current and expected compensation to [email protected], or apply using the online form.