• Business Development Manager

    Location US-MA-Cambridge
  • Overview

    InterSystems develops advanced software technologies that enable breakthroughs. With a passion for excellence and a focus on client success, InterSystems provides data management, strategic interoperability, and analytics platforms used in healthcare, financial services, government, and other industries. Founded in 1978, InterSystems is a privately held company headquartered in Cambridge, Massachusetts (USA), with offices worldwide, and its products are used daily by millions of people in more than 100 countries.
    For more information, visit www.InterSystems.com

    The Business Development Manager is primarily responsible for the recruitment of new retail, healthcare, partner accounts for InterSystems IRIS Data Platform. This includes managing all aspects of prospective and existing application and solution partner accounts in order to generate sales revenue and ensure a productive and profitable business relationship. Key accountabilities are to win new logo business, and develop long term revenue streams from new customers.


    • Understand the competitive landscape and how InterSystems IRIS Data Platform fits into a total enterprise solution
    • Develop key Partner relationships, identify sponsors, and nurture technical, alliance and sales relationships to ensure that ISC is considered a critical strategic partner
    • Maintain an in-depth understanding of the political and organizational structure of a targeted prospect
    • Act as the principal liaison between InterSystems and partner accounts; develop and continuously update account profiles
    • Understand competitive landscape and how to overcome competitive objections
    • Introduce InterSystems IRIS Data Platform and build a pipeline of new activity within and outside the customer base
    • Meet with partner senior executives (CEO, VP Development, CTO) on a regular basis to identify a Vision to Value Profile detailing tier key “must solve” problems
    • Represent InterSystems at sales conferences to promote IRIS Data Platform and services


    • 8+ years related partner sales experience in a variety of verticles
    • Proven track record of increasing revenue through new customer and logo acquisition. Strong understanding of how to grow an under-developed or under-penetrated territory
    • Hunter profile focusing on new business through channel partners
    • Excellent communication, presentation, and interpersonal skills
    • Prior experience selling software solutions for data management, interoperability, transaction processing, and analytics in a variety of industries in the US marketplace
    • Strong problem identification and objection resolution skills
    • Capable of quickly learning new software product(s) and clearly communicating it’s value proposition
    • A proven closer, able to garner commitment every step of sales process

    Education and Training

    BS degree or equivalent

    Come innovate with us

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