EBSCO Information Services (EIS) provides a complete and optimized research solution comprised of e-journals, e-books, and research databases — all combined with the most powerful discovery service to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EIS employs more than 3,300 people worldwide. We are the leader in our field due to our cutting-edge technology, forward-thinking philosophy, and top-notch workforce. EIS, a division of EBSCO Industries Inc., based in Birmingham, AL, is ranked in the top 200 of the nation’s largest, privately held corporations according to Forbes magazine. EBSCO is a company that will motivate you, inspire you, and allow you to grow. We are looking for the best. If you are too, we encourage you to explore our unique opportunities.
EIS has successfully executed over 60 value creating transactions in the last 20 years in support of our strategy. We also have a thriving partnership program today as an aggregator with the largest installed customer base in the world, billions of content assets under management and many ongoing investments in leading technology platforms and open source communities such as EBSCOhost, EDS, DynaMed and FOLIO.
The Director Business Development will lead our core function of Business Development within EBSCO Information Services’ (EIS) Strategy and Business Development group. She/he is responsible for leading and ensuring the continuous improvement of our Business Development capabilities. She/he will:
Work alongside our Strategy team to support shaping, challenging and evolving our point of view on EIS’ long term vision Interact heavily with and present to senior management of EIS and EBSCO Industries Network, build and maintain relationships outside of EBSCO Represent EBSCO externally to the market in multiple contexts Manage our business development pipeline and processes Lead all aspects of deal flow from sourcing, evaluation, proposal, valuation, due diligence, negotiation, closing and postmerger integration tracking
Our Director Business Development will serve across all end user and customer facing aspects of our business. She/he will report directly the SVP Strategy for EIS. The principle areas of focus shall cover; Research, Healthcare, Education, Libraries and disruptive technologies. She/he will lead and continue to develop an accomplished team with deep expertise in these areas. As our Director of Business Development, you will also interact closely with and quarterback diverse deal teams including: product managers; corporate finance experts; architects; talent leaders; sales & marketing leaders. She/he will have best in class financial analysis skills; interpreting financial statements; building valuation models and linking strategic plans to them. Our Director Business Development models a determined focus and a will to succeed that is contagious. She/he will have the intellectual horsepower and ability to frame up an opportunity effectively, thoroughly and efficiently. She/he will be highly disciplined and organized. She/he can effectively prioritize, promote, and most importantly know when to stand down an opportunity for our group. She/he will be highly skilled at communicating our vision and big picture business effectively. She/he will be very comfortable interacting with and presenting to the most senior level stakeholders. To lead the Business Development function, she/he will need to be comfortable working and delivering in a VUCA environment (volatile, uncertain, complex, amorphous). She/he can form and test hypotheses quickly. She/he will be very active and connected in our markets regularly interviewing analysts, brokers and industry experts, attending industry conferences and many more. She/he will be a strong networker and will build and maintain a broad network of experts that EIS can call on when the need arises. She/he is an excellent critical thinker: she/he breaks large complex problems down to questions and components. She/he will have a deep understanding of biases, heuristics and group think. Ultimately, she/he will develop a deep understanding of the broader user and customer context; take an ecosystem view of the economics, incentives, politics and metrics that drives all actors. She/he will be an expert within EBSCO and also externally. Our Director Business Development must be natural truth seeker and have the highest ethical standards in the work that she/he does. They must have the courage to ask the hardest questions of themselves and others. This is a critical role for anyone within our governance function. What you’ll do
As a leader in the Strategy Function you will manage our existing Business Development capability Your work will touch segments of our business: Research, Healthcare, Education, and Libraries You will lead all aspects of deal flow from: sourcing, evaluation, proposal, valuation, due diligence, negotiation, closing and post-merger integration tracking You will work closely with other members of the Strategy, Business Development and Finance teams as well as leaders across the business in a wide range of functions; Special Projects (Technology), Product Management, Platform, Technology, Sales, Marketing, Operations, Human Resources and others You will be responsible for continuously improving our Business Development pipeline processes. You will be responsible for always learning, developing, applying and imbedding best in class Business Development tools & techniques within the Business Development function You will set up and manage regular calls with key analysts and experts in our community (e.g. Research Companies, Investment Banks, Consultants, Strategic and Venture Advisory Boards etc.) As our Director Business Development, you play an important role in teaching and showing EIS how to develop value creating relationships from inorganic activities. You will be entrusted to lead by example, set high standards and coach all of those you interact with You will be expected to travel both nationally and internationally on an irregular basis to attend relevant industry conferences and meet with experts, users and customers (<30% of time)
Who you are
Communicates enthusiastically about business opportunities and our future while acknowledging challenges and avoiding wishful thinking Models steadiness, focus and calm under pressure; strikes a balance between healthy self-confidence and appropriate humility Models a determined focus and will to succeed that is contagious Establishes stretch goals for the business; creates a dynamic culture of high expectations; high performance standards, and achievement Treats others fairly and with respect for their talents and differences; assumes positive intent Highly skilled at communicating vision and big picture business Coaches others on effective communication strategies and techniques Understands differences in context and perspectives and tailor’s communications to suit many, not just one group Builds a high performing team around them, identifies, helps recruit (internally and externally) and invests in high potential talent Leads and shapes entire projects of multiple stakeholders Has a deep understanding of the broader user and customer context; takes an ecosystem view of the economics, incentives, politics and metrics that drives the context of all actors Actively researches best practices and latest trends in the practice of Business Development beyond EIS and brings the learnings into the company when appropriate Exemplar leadership in ethical leadership Builds in the right checks and balances to ensure EIS "Drives Positive Results" Regularly and eagerly communicates with customers, users and industry exerts; establishes a personal brain trust/advisory board of trusted external relationships Skills or experience that you need
Strong evidence of successful track record in Business Development and deal execution & management (3-5 years post MBA level in Consulting, Private Equity and/or Industry BD roles) Demonstrable ability to learn and succeed intellectually (e.g. Top Tier MBA and/or Masters/PHD) Expert financial and business analysis capabilities (e.g. CPA, CFA, Consulting, Lean, Agile) Expert in valuation and expertise in financing models Expert quantitative skills, modelling, statistical analysis Expert communication skills; concise, built and delivered for the right audience Expert negotiation skills and demonstrated experience Excellent research skills; demonstrable evidence of framing, testing, understanding and explaining complex issues Successful experience of coaching and teaching others to pass on skills and experience Broad networking skills both internally and externally
Interests, skills or experience that may set you apart
International experience; travelling, living and/or work experience overseas and languages is a huge plus Understanding and experience in one or more of our 4 target research areas; Research, Healthcare, Education and/or Libraries Strong understanding of macroeconomics and microeconomics Working knowledge of behavioral psychology and/or neuroscience Practical knowledge of computer science, data science, programing Academic and/or corporate research background and experience (undergraduate and/or post-graduate) is a big plus Creative and performing arts experience is viewed very favorably Entrepreneurs are very welcome Community Leadership will be valued highly
EBSCO Industries, Inc.is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. EBSCO strictly prohibits and does not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment.
EBSCO complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law.
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About this company
EBSCO Way is the philosophy we grow by. In addition to ten operating principles, these are the characteristics we value in our people and teams. We strive to fill our businesses with teams of motivated, positive people, unified by a shared set of principles and practices, focused on common objectives. We know from experience that environments like that create success and endless possibilities. We strive for a culture of entrepreneurship. We seek new ideas and encourage innovation. Successful team members are entrepreneurial by nature.
Location/Region: Ipswich, MA