Business Development Director, Channel & Engagement Technology

Role Overview

CORA Loyalty is seeking an experienced Business Development Director to lead new‑business development across North America for its channel and engagement technology solutions, with primary responsibility for building a qualified pipeline, converting new opportunities, and establishing a repeatable commercial motion across the United States and Canada. This is a commercially substantive role for someone who can open relevant buyer relationships, shape incentive and engagement use cases, manage disciplined pursuit cycles, and convert opportunities in a focused way.

The post is not a generic outbound role and it is not a channel co‑ordination role dressed up with a bigger title; it is a dedicated business development brief with meaningful new‑logo accountability. The successful candidate will be comfortable developing business in complex organisations, engaging stakeholders across sales, channel, HR, employee engagement, marketing, operations, procurement, and finance, and bringing together product, delivery, client services, finance, and leadership teams around a credible commercial approach.

• Own and develop a defined portfolio of target prospects across North America, with clear accountability for pipeline creation, opportunity progression, proposal quality, and new‑logo conversion for channel and engagement technology solutions.
• Act as the commercial lead for named prospects, building trusted relationships with stakeholders across sales, channel, partner management, HR, employee engagement, marketing, customer engagement, operations, finance, procurement, and digital teams.
• Develop and lead robust opportunity plans covering client priorities, use case definition, stakeholder mapping, competitive positioning, commercial strategy, pilot structure, proposal approach, negotiation path, and close plan.
• Drive disciplined new‑business performance across the region, with clear accountability for qualified pipeline, forecast accuracy, commercial progression, and closed‑won outcomes.
• Lead discovery sessions, buyer meetings, solution discussions, proposal reviews, and commercial negotiations with prospects, ensuring CORA Loyalty is positioned as a credible partner in employee, channel, partner, and B2B engagement technology.
• Lead with the right use case for the right opportunity, whether employee rewards, channel incentives, partner engagement, dealer or distributor incentives, sales‑performance programmes, or a managed‑services‑led entry point.
• Partner closely with product, delivery, client services, analytics, support, finance, and leadership teams to ensure opportunities are shaped credibly, solutions are commercially sound, and commitments are aligned with operational reality.
• Identify and convert selected partner‑supported or introduction‑led opportunities, including those surfaced through existing relationships, channel specialists, alliances, and client referrals, without losing focus on the core North American new‑business development mandate.
• Dedicate a portion of role focus to market‑building activity, including target‑sector development, strategic introductions, partner support, use‑case refinement, and the creation of repeatable North American sales assets and commercial discipline.
• Help shape how CORA Loyalty approaches the North American market for channel and engagement technology, including target‑account selection, qualification discipline, proposal standards, forecast rigour, and business development process maturity.
• Support commercial negotiations, proposal development, pricing discussions, contract strategy, and close planning in conjunction with leadership and relevant functional teams.
• Maintain strong CRM discipline, ensuring every live opportunity is clearly documented with owner, stage, next step, commercial value, expected timing, and rationale for stage movement.
• Work closely with Client Services and implementation teams to ensure a clean and credible handoff from close into onboarding and mobilisation, without blurring accountability for post‑live account leadership.
• Represent market feedback internally, helping refine proposition, packaging, proof…