Business Development Manager, Corporate Solutions, Europe

Position Summary

The Business Development Manager, Corporate Solutions, Europe is responsible for driving new business growth by acquiring corporate and institutional clients across Europe. The role focuses on expanding the adoption of IMA certifications, learning solutions, microcredentials, and Corporate Membership through strategic consultative selling. The Business Development Manager develops and manages a robust sales pipeline, builds long term executive relationships, identifies new market opportunities, and collaborates with Authorized Regional Course Providers (ARCPs) to deliver in house corporate education programs. This role requires an experienced B2B sales professional who can manage complex, multi stakeholder sales cycles and consistently achieve ambitious revenue targets. This role also requires a proactive, self starting sales professional who consistently generates new business opportunities through strategic prospecting, networking, referrals, and outbound outreach, rather than relying primarily on marketing generated leads. This is a remote, home based position. The successful candidate is expected to work independently from their home office while traveling throughout Europe as required.

Key Responsibilities

• Drive business development efforts to acquire new corporate and institutional accounts and expand IMA’s footprint across Europe.
• Execute strategic plans to grow adoption of IMA certifications (CMA, CSCA, FMAA), IMA learning, micro-credentials, and Corporate Membership.
• A key responsibility of this role will be to identify and create opportunities for in-house CMA programs within corporate clients, and to work closely with ARCPs to jointly sell and deliver these programs.
• Routinely prospect, pitch, and close new corporate memberships or upskilling solutions to achieve revenue and engagement targets.
• Proactively identify, prospect, and develop new business opportunities through outbound sales activities, networking, referrals, and strategic account targeting.
• Generate and maintain a healthy pipeline of self sourced opportunities to consistently achieve revenue targets.
• Conduct needs assessments with corporate clients to position IMA solutions as part of their talent development strategy.
• Identify opportunities for campaigns, initiatives, and packaged offerings that increase sales and engagement.
• Build and manage a robust pipeline of opportunities, maintaining disciplined activity levels (outreach, meetings, proposals) and accurate forecasting in CRM to deliver against monthly, quarterly and annual targets.
• Navigate complex, multi-stakeholder buying processes, including finance, HR, learning & development and procurement, to structure multi-seat, multi-product agreements.
• Strategic Relationship Management
• Serve as the primary relationship manager for assigned and new corporate member organizations and enterprise clients, ensuring alignment with customers’ goals and ongoing value delivery.
• Strengthen and expand IMA’s network of corporate members and employer clients across sectors and industries, with particular focus on senior finance, HR and learning decision makers.
• Promote multi-program engagement (e.g., certification pathways + upskilling programs + membership).
• Utilize IMA thought leadership to challenge and elevate customers’ thinking on finance talent strategy and position IMA as a key strategic partner for team capability building.
  
  

KNOWLEDGE, SKILLS, ABILITIES And OTHER REQUIREMENTS

Education

• Bachelor’s degree in Business Administration, Marketing or a related field.
  
  

Experience

• Minimum of 5 years of successful B2B corporate sales or business development experience.
• Proven experience selling to large and medium enterprise organizations.
• Experience managing complex sales cycles involving multiple stakeholders.
• Experience selling professional education, training, HR solutions, SaaS, consulting, membership organizations, or professional services is highly preferred.
• Demonstrated track record of consistently meeting or exceeding sales targets.
• Demonstrated ability to generate qualified sales opportunities through cold outreach, networking, and account based prospecting.
• Proven track record of building a pipeline from self generated leads rather than relying primarily on inbound marketing leads.
• Highly self motivated, resilient, and results oriented, with a hunter mentality and strong new business acquisition skills.
  
  

Knowledge

• Strong understanding of consultative and solution based selling.
• Knowledge of corporate learning, professional development, or certification markets is preferred.
• Experience using CRM platforms such as Salesforce.
• Understanding of pipeline management, forecasting, and sales metrics.
  
  

Skills

• Excellent business development and prospecting skills.
• Strong negotiation and closing abilities.
• Outstanding presentation and communication skills.
• Ability to build relationships with senior executives including CFOs, HR Directors, Finance Directors, and Learning & Development leaders.
• Strong commercial acumen and customer focused mindset.
• Excellent organizational and time management skills.
• Ability to work independently while collaborating across international teams.
  
  

Abilities

• Ability to identify client business needs and develop tailored solutions.
• Ability to manage multiple opportunities simultaneously.
• Ability to influence stakeholders across different functions and organizational levels.
• Ability to analyze market opportunities and develop strategic account plans.
• Ability to thrive in a fast paced, target driven environment.
• Ability to travel throughout Europe as required.
  
  

Other Requirements

• Minimum 5 years of corporate sales or business development experience.
• Proven history of achieving or exceeding revenue goals.
• Strong proficiency in Microsoft Office and Salesforce CRM.
• Excellent English communication skills, both written and verbal. Additional European languages are an advantage.
• Valid passport and willingness to travel internationally.
• Must currently reside in the Eurozone, preferably in Romania or Central/Eastern Europe. Must possess a valid work authorization.