Business Development Manager - Microsoft

We are proud to have been awarded as one of BC’s Top Employers for 2023 and Canada's Top Small & Medium Employers for 2023.

Since becoming SaaS based, Binary Stream has more than tripled in size through sustainable growth and now has employees in India, Europe, United States and all over Canada with our Head Office in Burnaby, British Columbia. With our recent growth, we’re still small enough that people can make a big impact here and really see the results of their efforts on a regular basis. Having a great culture based on our values of Team, Innovation, and Growth, we work together and win as a team by collaborating and supporting each other to achieve individual, team based and companywide goals.

Binary Stream Software was founded just over 20 years ago by our CEO who is passionate about people, culture, and products. Binary Stream is an award-winning, Microsoft Gold certified partner that develops enterprise-grade software to enhance Microsoft Dynamics 365. We are a diverse and inclusive team who care about each other and work collaboratively to produce high quality software solutions.

We are excited to grow our team with a full-time Business Development Manager.

Primary Location: Burnaby, BC (Head Office)

Remote Work Eligibility: Open to candidates within Canada.

Note: Unfortunately, remote opportunities outside Canada or without a valid work permit are not available at this time.

Position Summary:

As the Business Development Manager reporting to the Manager, Partner Development & Alliances, you hold a pivotal role in propelling growth within Binary Stream focused on navigating and thriving within the intricate Microsoft ecosystem and propelling growth within Binary Stream. Your primary focus is on cultivating relationships with Microsoft ecosystem sellers, resellers and independent software venders.

As the Business Development Manager, your responsibilities will include:

Partner Development:

Microsoft Sellers:

• Collaborate closely with Account Executives to facilitate seamless deal facilitation with Microsoft sellers.
• Develop and nurture relationships with Microsoft sellers, deal teams, and champions, ensuring awareness of our value propositions and a clear understanding of how our solutions align with their goals.
• Regularly update and maintain the Managed Account List for strategic planning and collaboration.
• Demonstrate a deep understanding of Microsoft’s organizational structure and development cycles to guide productive engagements and maintain successful partnerships.

Microsoft System Integrators:

• Proactively identify, establish, and nurture relationships with new reseller partners through targeted outreach strategies.
• Elevate prospects to the SQL-level, ensuring a seamless transition for strategic action by Account Executives.
• Secure second opportunities with resellers, seamlessly reintroducing them into the SQL-level for ongoing relationship development and deal creation.

Independent Software Vender:

• Targeting Microsoft managed accounts to drive SAL pipeline to handoff to the Binary Stream sales team.
• Actively collaborate with ISV partners to identify strategic joint sales opportunities, drive co-selling initiatives, and explore business development opportunities.

Process Development and Optimization:

• Establish and maintain systematic processes for efficient targeting, messaging, and account management, ensuring alignment with industry trends.
• Quantify and prioritize strategic efforts, monitoring ROI for maximizing the impact of alliances on business growth.

Sales and Marketing Collaboration:

• Enhance collaboration between sales and marketing teams to improve and grow the pipeline.
• Collaborate closely with sales, marketing, PS, and technical teams to create compelling joint value propositions and marketing materials.
• Developing regular cadence low-funnel content calendar for Microsoft field contacts in collaboration with Marketing.

Additional Responsibilities:

• Required to travel as needed and complete other assigned duties.

Are you the person we've been searching for? If you bring a proven knack for fostering new relationships, coupled with an innate ability to connect with the right people, we want you! As a proactive, results-driven professional with a passion for creating meaningful connections, you're invited to play a key role in driving our business growth.

Your Essential Toolkit: To seamlessly embark on this journey, all you need is the following qualifications and experience…

Technical Skills & Other Requirements:

• Knowledge within the ERP space and channel partners (SI, ISV, VAR).
• An intermediate understanding of enterprise accounting principles.
• Proficient with MS Office products including MS Word, Excel, PowerPoint and Dynamics CRM.
• Superior written and oral English communication skills.
• Advanced presentation skills with the ability to clearly articulate the value of products in front of customers, and partners at all management levels.
• Proficiency with technologies such as remote collaboration tools i.e. VPN, MS Teams, webinars and adept to emerging technology tools.

Education and Experience:

• 2+ years of experience in an alliances, sales or business development role within ERP or ISV company.
• 3-5 years of progressive experience in sales or business development within a software company.
• Bachelor’s degree in Business Administration, Economics, and/or Information Technology, or a related field.
  
• Experience working in an agile fast-paced environment.
• Solid understanding of business processes, policies and workflow.

Bonus Points If You Have:

• Strong understanding of the Microsoft ecosystem, including organizational structures, development cycles, and key System Integrators (SIs).
• Experience establishing relationships within the Microsoft channel; effective collaboration within the Microsoft ecosystem.

Compensation and Benefits Package:

At Binary Stream, we know compensation is important to our people. To stay competitive with our pay and benefits, annually we collect and analyze industry benchmarking data from the technology sector across Canada. This data is used to regularly update our salary ranges.

OTE Range for new employees: 93,500 CAD –128,000 CAD

Compensation Structure: This role comes with uncapped commission, where the pay range as On Target Earnings (OTE) is calculated as base salary + on-target incentives. To ensure a smooth transition, we offer guaranteed commission for the first six months.

Pay Range Insights: This OTE range signifies the minimum and maximum for a new hire in this role. The pay we offer a successful candidate will be determined by factors including the candidate's knowledge, skills, abilities and experience. In exceptional cases, the compensation we offer may fall outside this range.

Benefits:

• 3 weeks of paid vacation
• Extended health and dental benefits
• Health and personal spending accounts
• Professional development funds
• RRSP program
• Profit sharing bonus

Connect with Us: Ready to learn more? Our hiring team looks forward to learning more about you and sharing more about our approach to competitive pay and benefits here at Binary Stream.

What makes Binary Stream a great place to work?

• Pay and benefits matter
• Wellness and work life balance is prioritized
• We work to support your growth
• Hybrid work environment
• Our CEO leads by example and truly cares about employees
• Culture of respect, integrity, continuous improvement, and transparency
• Monthly team outings which have recently included: our company picnic, we chartered a yacht, went to a lacrosse game, and like to stay active by hiking, playing disk golf and ultimate frisbee to name a few!

Who are we as individuals?

• We are driven and passionate to succeed
• We are team players
• We are hungry and humble to learn and improve
• We have high integrity and accountability
• We are resilient, data and value driven
• We are openminded and collaborative

Ready to join our global growth journey and propel your career forward? Apply now.

Binary Stream Software Inc. is an equal opportunity employer and as such, we are committed to diversity and inclusion in the workplace. All qualified applicants receive consideration for employment without regard to age, race, color, sex, sexual orientation, national origin, disability, religion, or any other protected characteristic as outlined by law.