Business Development Manager at Robert Walters

• Our client is a legal tech company that uses its award-winning software to solve the contract drafting, legal claims processing and compliance challenges of listed companies, state entities and multinationals. They have a unique and powerful range of legal tech solutions that deliver transformative growth and efficiencies for their clients.

Business Development Manager

• Our client is seeking a Business Development Manager with the passion and experience to drive the next phase of their business growth. As they expand their sales channels, build their sales team, and launch new legal solutions, they need a dynamic professional to take the lead.
• Join a team of driven professionals, work remotely, and experience the satisfaction of bringing meaningful tech solutions to the market.

Position Overview

• Until now, business development has been primarily driven by referrals, with sporadic marketing efforts when capacity has allowed. However, significant growth and recent reinvestment have enabled the company to double its staff complement, build an operational platform for streamlined delivery, and develop a range of new legal tech solutions.
• At this stage of their growth, they require a Business Development Manager with the experience, maturity, and expertise to take control of critical areas, including growth strategy, product commercialisation, and the development of key partnerships and corporate relationships.
• This role requires established networks within corporate B2B software sales and decision-making channels, along with deep experience in building trust, relationships, market presence, and strategic partnerships. The ideal candidate will be hands-on in navigating the complex, relationship-based sales cycles associated with closing large deals with senior management of listed companies and corporates.
• Unlike a Sales Manager focused on leading a cold-calling team, this role is more strategic—focused on long-term business development, high-value deal-making, and partnership building.
• The Business Development Manager will be part of the executive management and will sit on SteerCo. He/she will have a clean slate and the opportunity to define and build the entire BDM team and strategy.

Responsibilities:

• Identify and develop key alliances, relationships and networks for B2B sales channels: resellers, partnerships with complimentary solution providers, tech integrators and consultancies.
• Develop and implement the strategy to expand its B2B sales channels, and to build its presence in the legal tech market both locally and offshore.
• Develop the brand, marketing materials, commercial models and channels to market.
• Identify and exploit new market opportunities.
• Design strategies for the commercialisation and marketing of new and existing products.
• Develop strategies and marketing materials for cross-selling the solutions within existing corporate clients.
• Represent the business in negotiating sales and alliance terms. Leads or participates in important sales demonstrations and marketing engagements.
• Starting with a clean slate: the BDM will recruit, train and manage a new business development and sales team.
• This is an executive management role. The BDM will be a member of, and will report to, the executive SteerCo. In this capacity, they will have ultimate responsibility for the company’s business development, and they will contribute to the company’s strategic direction and roadmap projects.

Requirements:

• At least 10 years’ experience in building marketing alliances and reseller channels for B2B sale of software solutions to large corporates.
• Experience as a Business Development Manager in the legal tech industry is a considerable advantage.
• Excellent networker and able to build strong business relationships.
• Able to build a business development team and strategy from the ground up.
• Willing to back themselves and their business development abilities – a portion of remuneration will be linked to profit and sales performance.