Manager, Business Development, Enterprise

The Manager, Business Development, Enterprise is responsible for cultivating and expanding relationships with channel partners, ISVs, and other focus partner and alliance accounts within assigned verticals. This role focuses on executing go‑to‑market initiatives, driving partner enablement, and supporting sales opportunities by building trust, uncovering customer needs, and aligning solutions to deliver measurable value. This position plays a critical role in day‑to‑day business development activities—prospecting, nurturing accounts, coordinating with internal teams, and ensuring partner and customer success. Success in this role is measured by the ability to strengthen relationships, accelerate pipeline growth, and contribute to revenue objectives across Retail and Transportation & Logistics markets.

Business Development 

• • Research and define the best markets & solutions for BMS' mobile, desktop, and industrial label printers to focus on with a clear go-to-market strategy
  • Build go-to-market plans with alliance partners and drive all aspects of strategic alliance relationships
  • Help to develop and then execute key marketing plans in conjunction with BMS' marketing team with defined ISV, VAR and alliance partners in the targeted vertical market(s).
  • Help sales teams in executing sales / marketing plans with partners
  • Generate new sales demand, working with various elements of BMS’ Marketing and Lead Generation teams
  • Provide industry expertise and act as a subject matter expert to partners, end-user customers, internal sales resources, and marketing representatives
  • Effectively communicate to management with timely and accurate reports, updates, proposals and business cases

Partner Engagement

• • Define, recruit, and develop key ISVs, VARs, and alliance partners who are focused on BMS’ targeted vertical market solutions, with the goal of achieving established revenue goals
  • Drive the technical integration of ISVs', VARs' or alliance partners' solutions with Brother Mobile's platforms and identify areas to penetrate with a combined partner / BMS solution

Customer Engagement

• • Educate top end-user customers in conjunction with the sales teams on the business value proposition of BMS' mobile, desktop and industrial label printing solutions
  • Lead participation in appropriate trade shows, conferences, and other events
  • Understand the customer's business and product requirements and effectively communicate back new application or product opportunities to marketing and product management

Education Level

• • Bachelor's Degree (or equivalent experience) in Business, Marketing, Finance, or related field

Experience Level

• • 7 + years of combined experience in one or a combination of the following functions: Business development, vertical marketing, product marketing/management, channel or alliance management; Experience working with enterprise-level IT vendors
  • 3+ years of experience selling to or engaging with customers in Retail or Transportation & Logistics industries. 

     

Software/Technical Skills 

• • Knowledge of MS Office (Word, Outlook, PowerPoint, Excel)

Other Skills/Knowledge/Abilities

• • Ability to think analytically, creatively, and aggressively to identify market needs and propose/create solutions with strong value propositions to meet those needs

  • Ability to interact with all levels of external customer organizations, particularly the executive and managerial level, as well as field sales and technical personnel

  • Ability to act as subject matter expert and provide industry expertise to partners, end-users, internal sales teams and marketing teams

  • Ability to hunt for new business solutions and define prospective channel partners

  • Ability to build strong relationships, both internally and externally, to drive consensus and buy-in

  • Ability to communicate and cultivate relationships with customers, both end-users and partners

  • Ability to proactively influence / drive demand generation activities such as events, advertising direction, web presence, press releases, etc.

  • Excellent communication skills (verbal & written)

  • Excellent presentation skills

This role is a remote field-based role. A fixed office schedule is not an expectation of the position. #LI-Remote

Travel is expected throughout the territory up to 65 % of the time, or an average of 7-10 trips per quarter, dependent on business need.

Base Salary

The targeted base salary range for this position is 110K - 130K per year.

Base salary is determined by the education, experience, knowledge, skills, and abilities of the successful candidate, as well as factors such as internal equity, cost of labor in the hiring location, and alignment with market data. 
 

Additional Compensation

This position is eligible for a 26 K sales bonus in annual total at 100% of target, with the opportunity to achieve above 100% dependent on individual performance and in alignment with company sales and bonus plans.

This position is also eligible for a 6.56% bonus at 100% of target, with the opportunity to achieve above 100% dependent on company performance and in alignment with company bonus plans.

Bonus awards are discretionary and contingent upon individual performance as well as Brother achieving its corporate objectives, in accordance with the applicable bonus plan in effect. 

This position is also eligible for an auto allowance paid monthly in the first pay period of each month. This auto allowance may be used in the employee’s sole discretion but is intended toward maintenance of the employee’s own vehicle they’ll be using for business commuting. This is independent and in addition to the company’s Travel & Entertainment policy, which covers mileage reimbursement and additional business travel expenses