Business Development Manager

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Internet Testing Systems (ITS)

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1998

📚 Education

☁️ SaaS

🤖 Artificial Intelligence

Education • SaaS • Artificial Intelligence

Internet Testing Systems (ITS) is a company that specializes in creating, delivering, and managing tests through secure and reliable technology. ITS provides AI-enhanced assessment solutions that allow test owners across healthcare, IT, academic, and professional industries to reach candidates anywhere at any time. Trusted by over 50 certifying organizations globally, ITS offers a range of services including test delivery, remote proctoring, performance-based testing, and secure browsers. The company is dedicated to innovation in internet testing, delivering 25 million tests annually to candidates in 230 countries. ITS's SparkAI™ technology enhances content creation and data insights, while ProctorNow™ supports flexible test delivery and security. ITS is committed to providing comprehensive solutions for continuous certification and skill evaluation.

📋 Description

• Represent ITS at key industry events, conferences, webinars, and other thought-leadership opportunities by engaging with industry leaders, presenting ITS perspectives, and building meaningful relationships with potential customers. • Incorporate security best practices into daily work, ensuring that data protection and risk mitigation are considered at every stage of a project or task. • Generate and qualify new sales leads for ITS’s core products through cold outreach, networking, events, marketing-generated leads, and targeted account research. • Own and manage the entire sales cycle, from lead generation through opportunity close, while effectively tracking and reporting progress using Microsoft Dynamics CRM. • Monitor industry trends, the competitive landscape, and emerging technologies to identify new avenues for business growth. • Conduct needs assessments to understand customers’ challenges and objectives, propose tailored solutions, and prioritize opportunities based on alignment with ITS’s capabilities. • Develop a strong working understanding of ITS solutions to lead early-stage discussions and demonstrations, address common customer questions independently, and engage subject-matter experts when appropriate. • Prepare and deliver compelling sales presentations, product demonstrations, webinars, and conference-style presentations that clearly communicate the value of ITS software and services. • Lead proposal development for assigned opportunities by drafting and adapting customer-facing content and coordinating internal input to ensure proposals are accurate, tailored, and persuasive. • Collaborate cross-functionally and within the Sales and Marketing team to align sales strategies with market feedback, share insights, and collectively drive growth across all segments. • Prepare contract terms and pricing agreements in coordination with appropriate internal stakeholders, ensuring favorable outcomes for both the customer and ITS. • Stay informed about ITS’s product suite and advocate for solution enhancements to help ensure our offerings remain cutting-edge. • Develop and present compelling status updates for internal executive briefings, ensuring the content aligns strategically with the interests and priorities of ITS senior leadership.

🎯 Requirements

• Bachelor’s degree preferred, or equivalent experience. • Five or more years of relevant experience in business development, sales, or a closely related client-facing role. • Experience selling technology solutions or SaaS products in a B2B environment is strongly preferred. • Experience in the assessment, credentialing, certification, education technology, or testing-services industry is strongly preferred. • Demonstrated experience taking meaningful ownership of complex customer opportunities across multiple stages, such as prospecting, discovery, solution alignment, proposal development, demonstrations, negotiation, and close. • Experience independently managing priorities across multiple active opportunities, accounts, or customer initiatives. • Proficiency with CRM software, such as Salesforce, HubSpot, or Microsoft Dynamics, and Microsoft Office applications, including Word, Excel, and PowerPoint. • Willingness to travel occasionally to meet with clients and attend industry events.

🏖️ Benefits

• Remote and hybrid work options. • Student-loan assistance. • Tuition assistance and certification bonuses. • Professional-development opportunities. • Dog-friendly Baltimore office—and we love our work-from-home dogs too. • Health, dental, vision, FSA, HSA, and pet insurance. • Traditional and Roth 401(k) plans. • Company-paid life, short-term disability, and long-term disability insurance. • Charitable-donation matching. • Recognition as one of Baltimore’s Top Workplaces, as voted by employees.