Title: Assoc. Vice President Business Development
Location: Remote-US
Salary: $185k base with incentive plan
About PSI
We are PSI Services. We power world leading tests. Delivered with trusted science and the very best test taker experience. PSI supports test-takers on their journey to pursuing dreams and gaining certifications that are important to them. They believe that their dreams are worth working for; that their dreams are worth the effort. And we believe that too. This is our core purpose, to empower people to achieve their dreams. We do this by being the best provider of workforce solutions, which foster both technology and science to deliver the best solutions for our test takers.
We are searching for top talent to join our PSI team and help grow our products and services. We have a creative, supportive and inclusive culture where we empower people in their careers to be their authentic self and make the most of their great talent.
At PSI, we are committed to helping people meet their potential and we believe that promoting diversity, equity and inclusion is critical to our success. That’s why you’ll find these ideals are intrinsic to our company culture and applied throughout the employee lifecycle.
Learn more about what we do at: https://www.psiexams.com/
About the Role
The AVP Business Development is a senior commercial leader responsible for driving global growth for ‘ETS Solutions’ and the wider workforce credentialling portfolio across ETS and PSI. This role leads expansion into priority global markets, shapes cross functional opportunities with revenue owners across the enterprise, and manages strategic pursuits in certification, licensure, and Federal certification.
The AVP operates as both a hands-on seller and strategic leader, owning pipeline creation, market development, major pursuits and go to market strategy. Regular travel is required for client meetings, major pursuits and industry events.
Role Responsibilities
Global Growth Strategy
- Lead global market development for ETS Solutions and workforce credentialling.
- Shape and execute multi year growth strategies across priority regions.
- Identify and activate cross functional opportunities across ETS and PSI.
Business Development Leadership
- Build and lead a high performing global BD team.
- Drive forecasting discipline and opportunity progression.
- Lead major pursuits personally including high value sales and RFP leadership.
Cross Enterprise Collaboration
- Partner with revenue owners across Licensure, Certification, TOEIC, Federal, Research Institute and Solutions.
- Work with Solutions, Bids and Implementation to shape winning proposals.
- Support marketing on demand generation and sector visibility.
Market and Sector Expertise
- Deep knowledge of certification, licensure and Federal certification procurement.
- Track competitor behaviours, pricing, risk models and regulatory trends.
- Represent ETS Solutions at industry events.
Commercial Execution
- Own attainment of global new business revenue targets.
- Lead contract negotiation with CRO and Legal.
- Ensure smooth handover to Client Success.
KPIs and Performance Expectations
Core KPIs
- New business revenue and annual target attainment.
- Pipeline coverage and quality at 3 to 4x target.
- Forecast accuracy with strong deal health assessments.
- Win rate for strategic pursuits.
- Revenue per seller and overall BD productivity.
- Contract margin and terms quality.
- Cross sell contribution across ETS and PSI.
- Go to market execution including demand generation and sector penetration.
Leadership KPIs
- Leadership of a high performance BD culture.
- Coaching, development and retention of BD talent.
- Collaboration with revenue owners, Solutions, Bids, Marketing and RevOps.
- Contribution to global growth strategy development.
Revenue Leadership Council Responsibilities
The AVP Business Development is a core member of the RLC and is expected to:
- Attend bi weekly RLC sessions and report on results monthly.
- Present pipeline, forecast and growth strategy for ETS Solutions and workforce credentialling.
- Bring forward opportunities and risks.
- Contribute to enterprise level KPI reviews and revenue governance.
- Support alignment of divisional strategies into a single enterprise view of growth.
- Provide input into CEO and CFO reporting through the Revenue Office.
Knowledge, Skills and Experience Requirements
- Proven experience in certification, licensure and Federal certification markets.
- Experience with complex sales cycles, government procurement and high stakes RFPs.
- Demonstrated success delivering multi million revenue growth across global markets. ▪ Strong background leading BD or sales teams.
- Experience working with credentialing bodies, regulators, workforce standards agencies or assessment providers.
- Strong communication, relationship building and influencing skills.
Benefits & Culture
At PSI, our culture is to be transparent and fair. That’s why all of our roles have been benchmarked at a competitive rate against the local market they are based in. To be transparent all of our adverts now include the salary so you can see if we align with your expectations when looking for your next role.
In addition to a competitive salary, we offer a comprehensive benefits package and supportive culture when you join us. This includes:
- 401k/Pension/Retirement Plan – with country specific employer %
- Enhanced PTO/Annual Leave
- Medical insurance – country specific
- Dental, Vision, Life and Short Term Disability for US
- Flexible Spending Accounts – for the US
- Medical Cashback plan covering vision, dental and income protection for UK
- Employee Assistance Programme
- Commitment and understanding of work/life balance
- Dedicated DE&I group that drive core people initiatives
- A culture of embracing wellness, including regular global initiatives
- Access to supportive and professional mechanisms to help you plan for your future
- Volunteer Day and a culture of giving back to our community and industry through volunteering opportunities