Overview

The Director of Business Development is responsible for developing and executing a growth strategy aligned with the broader organizational strategy and revenue goals, with a particular focus on expanding our Adobe practice. This role involves building and nurturing relationships with technology partners, especially Adobe, collaborating closely with the marketing team, and securing new revenue streams through new client acquisition. The Director will engage with prospective clients to understand their needs and challenges and propose tailored solutions that align with their goals and vision, often in partnership with Adobe account teams. The Director will also identify, lead, and convert prospective client opportunities throughout the entire sales lifecycle.

Responsibilities

• Develop and implement partnership and alliance strategies to drive growth and revenue across all channels, with a focus on growing partner-sourced and partner-influenced pipeline through the Adobe ecosystem.
• Build and maintain co-selling relationships with Adobe account executives, solution consultants, and partner managers to identify joint opportunities, align on account strategy, and pursue deals together.
• Position our services alongside Adobe Experience Cloud solutions (e.g., Adobe Experience Manager, Adobe Analytics, Adobe Target, Real-Time CDP, Journey Optimizer, Workfront) to clearly communicate implementation, optimization, and managed services value.
• Build strong, trusting relationships with prospective clients by thoroughly understanding their unique needs and challenges.
• Use an extensive knowledge of our services to communicate value propositions and solutions to clients.
• Deliver engaging sales presentations and agency overviews, both in-person and virtually, to showcase our agency’s differentiators.
• Lead client negotiations to ensure agreements are mutually beneficial and consistent with company objectives.
• Create and present tailored proposals, quotes, and contracts that address clients’ specific needs, including proposals scoped alongside Adobe licensing conversations. Collaborate with legal and finance teams to negotiate contracts that align with Velir’s strategic goals.
• Maintain awareness of key industry players and trends, including how competitors and potential partners engage in strategic partnerships, and recommend targeted initiatives across partnerships, marketing, and sales.
• Initiate lead generation activities internally and externally through strategic touchpoints with key partner contacts (e.g., quarterly business reviews, regular syncs with Adobe, Sitecore, and Optimizely leadership, joint events, onsite visits).
• Contribute to our standing within the Adobe Solution Partner Program, supporting specialization goals, partner-tier requirements, and joint go-to-market activities.
• Maintain accurate and current sales records, reports, and forecasts in the designated CRM system, including partner attribution and deal registration.
• Report on new lead generation against targets on an ongoing basis and share key insights from CRM data with the broader team to inform strategy and go-to-market approach.

Skills & Qualifications

• Bachelor’s degree in business, marketing, or a related field.
• Proven experience in business development or sales leadership in professional services.
• Demonstrated success selling digital services currently or previously into the Adobe Ecosystem.
• Established relationships within the Adobe partner and sales ecosystem, and a working understanding of how Adobe co-sells with partners (deal registration, partner-sourced vs. partner-influenced opportunities, joint account planning).
• Understanding of the broader digital partnership ecosystem (Sitecore, Optimizely, Acquia, etc.).
• Understanding of digital marketing, technology, and DXP solutions, including how enterprise organizations evaluate and buy them.
• Ability to analyze complex business data and develop actionable strategies.
• Excellent communication and interpersonal skills, with the ability to collaborate effectively with cross-functional teams.
• Strong strategic thinking and problem-solving abilities.
• Adaptability and innovation in a fast-paced environment.

Physical Requirements

• Frequent sitting at a desk performing work on a computer.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Ability to travel, 1-2x month.

Compensation Range: $160,000 - 175,000 annually plus commission

Please note that compensation packages are finalized after the interview process is concluded. We use a competency-based approach to base pay, which means it is based on the competencies and skills demonstrated for this role.