Manager, Business Development – Global Technology Industry Group

Firm Summary

White & Case is an elite global law firm serving leading companies, financial institutions and governments worldwide. Our long history as an international firm means we are perfectly placed to help our clients resolve their most complex legal challenges wherever they may be.

With lawyers operating from more than 40 locations, working in virtually every country of the world, we have invested heavily in building a high-quality full-service practice competing at the top of the market. We are distinguished by our on-the-ground presence in the world’s key financial markets and our strengths in handling complex cross-border work.

It’s not just about our global network of offices; it’s the global interconnectedness of the Firm that our people, and our clients, value most. We work well together across geographic and practice boundaries. It’s one of the reasons we attract and retain cross-border work. And why we attract a diverse group of people.

Our lawyers are globally minded, enterprising, collaborative and committed to excellence. Our people represent 90 nationalities and speak 80 languages.

position Summary

Reporting to the Associate Business Development Director of the firm’s Global Technology Industry Group, the Business Development Manager will advance the firm’s growth across the global technology industry, focusing on revenue generation, client development, and brand-building. Collaborating with Technology Industry Group leaders, Business Development lead, and cross-functional teams, the Business Development Manager will implement and execute go-to-market initiatives, help manage and grow technology client relationships, and drive business development and marketing efforts for the wider industry group.

Responsibilities

Strategic Business Development

• Develop and leverage in-depth knowledge of the technology industry and its key markets, the firm’s value proposition and its service delivery offerings relevant to technology clients.
• Collaborate with industry group leadership and business development team to position the firm to respond to high-growth business generation opportunities presented by market developments and the evolution of technology-convergent sectors.
• Implement business development initiatives focused on increasing profitability, revenue generation and client growth as out lined in the Industry Group business plan.
• Facilitate engagement with technology industry stakeholders to build referral pipelines (e.g., firm alumni, accelerators, incubators, investors, universities, small tech destination practices).
• Drive internal socialization of industry-driven business opportunities across practices and strategic client teams.
• Optimize Research, CRM, and BD systems for strategic growth analysis of key sectors presenting high business generation potential and to manage client development pipelines.
• Relationship Manage select technology clients, identify and pursue new workstream opportunities, and track business development engagement and financial performance across these accounts.
• Establish accurate reporting and forecasting systems to monitor business development activities and performance.

Marketing and Brand-Building

• Develop and manage the industry group’s marketing plan and budget, to complement and align to the group’s business development plan.
• Deploy go-to-market strategies and campaigns that deliver the best of the firm’s interdisciplinary offerings to technology clients.
• Create and socialize all of the Industry Group’s marketing collateral and credentials, with support from junior Marketing colleagues.
• Generate thought leadership campaigns responsive to market developments impacting the technology industry; drive internal coordination and contributions to the industry group’s online thought leadership publication.
• Coordinate and draft select Technology-focused pitches, proposals, and RFPs.
• Identify, develop and manage industry-focused client trainings, networking events, conferences, and seminars, with support from the firm’s Events and Communications teams.
• Draft technology-focused awards, rankings, and directory submissions; assist with interview prep and client outreach efforts.
• Collaborate with Media Relations to elevate the firm’s technology profile in legal press and technology industry publications key technology markets; help lawyers in develop relationships with journalists.

Internal Engagement, education and Communications

• Develop and execute internal training and upskilling programs to enhance lawyers’ industry knowledge.
• Coordinate internal industry group meetings; prepare and deliver internal communications and reports on group activity and performance.
• Lead the Industry Group’s “Associate Committee” engagement in industry business development activities.
• Drive business development initiatives for select Working Groups supported by the Industry Group (EnergyTech, Semiconductors, etc.).
• Build a network across the firms’ professional services teams to harness resource effectively to help lawyers anticipate, pursue and capitalize on new business opportunities.

Professional Development

• Mentor junior business development members through training, collaboration, and coaching.
• Pursue ongoing professional development and educational opportunities to grow skill-set and business development acumen.
• Enhance the Business Development team’s internal reputation for generating profitable revenue, building client relationships and elevating our Technology brand in the market.

Education/Qualifications

• Bachelor’s degree required; post-graduate degree (M.B.A, J.D., etc.) preferred.
• 6+ years in business development or sales in a large law firm or professional services.
• Proven track record of business development and revenue generation results.
• An understanding of technology industry market trends that present viable business generation opportunities for large law firms.
• Ability to challenge and motivate colleagues at all levels to generate trust and buy-in, with experience in business development coaching.
• Confident self-starter that works effectively with a team in a fast-paced environment
• Strong client relationship management and account-based marketing skills.
• Effective leadership, diplomacy, communication, problem-solving abilities, with results-driven orientation, demonstrating credibility and gravitas at the executive level.
• Inclusive and culturally sensitive, demonstrating sound judgement in sensitive situations.
• Proactive, responsive, creative, detail-oriented, and comfortable with risk.
• Strong market research and opportunity analysis skills.
• Operational excellence and ability to drive multi-faceted, multi-stakeholder projects.
• Proficiency in using business development and market research tools (e.g., Interaction, Foundation, iManage, Microsoft Office Suite, PowerBI, Capital IQ, PitchBook).

Location & Reporting

• Reports to: Associate Business Development Director, Global Technology Industry Group
• Location: New York

Note to Recruitment Agencies

Our Internal Recruitment team are responsible for all end-to-end lateral recruitment process. All agencies must sign White & Case terms of business which are often specific. Candidates submitted by an agency without terms of business agreed with the appropriate office, and/or outside of our online Application tracking system, will not be considered a formal introduction. Any applications and CVs sent directly to White & Case Partners and employees will not be accepted as formal introductions. If you have any questions, please contact the Americas Lateral Recruitment team.

Equal Opportunities

White & Case is an Equal Employment Opportunity (EEO) employer and is committed to creating a fair workplace. It is our Firm’s policy to recruit, employ, train, compensate and promote without regard to race, color, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.

Applicants who are interested in applying for a position and require an accommodation during the process should contact talent.acquisition@whitecase.com.

Benefits

White & Case LLP offers a comprehensive suite of benefit programs to all eligible employees, including medical, dental, and vision insurance, life and disability coverage, 401(k) retirement savings, vacation time, and leave programs (including parental leave). Exempt roles are also performance bonus eligible.

1The above is only a general description of the essential duties associated with this position. It is not an exhaustive or comprehensive list of all duties of the individual holding such position.