Solutions Manager - Complex Third Party Vendor Solutions

Responsibilities

SUMMARY

The Third Party Vendor (TPV) Manager supports complex pre-sales opportunities under the Deal Lifecycle Management process within Verizon Enterprise Solutions (VES). The TPV Manager is both vendor and customer facing.  The TPV Manager role is an extremely interesting role given that the vendor solutions are cutting edge, niche and requirements vary from deal to deal.  The role requires a lot of learning on the job and necessitates that the TPV Manager is driven to do this and confident in their ability to absorb it. 

 

There is only one TPV Manager per deal, so the role provides autonomy but also requires individual accountability. The deals are large and often global in nature.  The solutions and price points are challenging and require the individual to meet senior level negotiations head on. The Manager will run a team of approximately six TPV Solutions Architects. The role is a demanding one with each TPV Manager targeted to support ten opportunities at any given time.

 

 

RESPONSIBILITIES

  • Works closely with the cross functional team that supports the complex opportunity including the Enterprise or Solution Architect, the Service Delivery Architect, the Client Partner, Sourcing, Legal, Pricing and the Bid Manager amongst others.
  • Reviews the customer’s TPV requirements, technologies, capabilities, contracts and compares them with Verizon’s capabilities to manage/mitigate risks associated with the complex opportunity.
  • Writing detailed and substantial documentation (through multiple iterations).
  • Where a third party vendor is required within a solution, identify partners to use and agree the selection with the Enterprise/Solution Architect and Sourcing.
  • Build detailed Statements of Work for what the third party vendors are required to do.
  • Work with the third party under non-disclosure to develop a solution, a Statement of Work, pricing and where necessary a Master Services Agreement.
  • Work with Sourcing to contract a Statement of Work (SOW) to support the Enterprise/Solution Architect and Legal in transforming the vendor contracted SOW into a customer facing contractual SOW.
  • Ensure that the solution, service levels and commercials are world class through benchmarking and negotiation.
  • Capture any requirements in relation to Letters of Authority and contract novation expectations.
  • It is expected that the TPV Manager will educate themselves on the products and services of the key partners that Verizon utilizes.
  • Perform product management on these non-Verizon products. By doing this the partner ecosystem and strategy is better understood for future opportunities and to provide proactive support to the wider VES account community.

Qualifications

REQUIREMENTS

  • Bachelor's Degree in a technical discipline or directly related equivalent experience.  MS or MBA degree preferred.
  • 3+ years' experience in a Managed Telecommunications and IT Service leadership role.
  • 3+ years' experience in conceptualization, definition,  development and selling of IT and/or telecom based complex solutions involving strategic Third Party Vendor engagement in a commercial/enterprise Managed Telecommunications and IT Service environment.
  • 3+ years' of documented successful negotiation and relationship management of customers and vendors at the C level.
  • 5+ years' experience in a pre-sales customer/vendor facing role with accountability for end to end delivery (i.e.  Solutions Architecture, Sales Engineering, Service Delivery, Product Management/Marketing)
  • Strong knowledge of variety of disciplines related to the selling and delivery of IT and managed telecommunications solutions.  Subject matter expertise should in two or more of the following:
    • Data and IP
    • Network
    • Security
    • Mobility
    • Cloud / Virtualization
    • Unified Communications & Collaboration
    • Contact Center  
  • Strong technical expertise should be complimented by appropriate vendor certifications, as well as the ability to Recommend, Design, Price and provide customer deliverables.
  • Strong commercial experience in contract or product management desired.
  • Delivering customer presentations and preparing customer-facing material such as RFP responses, proactive proposals and solution designs.
  • ITIL or Six Sigma qualified. ITIL or Six Sigma highly desired.  Training on these will be made available.
  • Solid exposure to finance, sales and legal practices as applicable to service providers
  • Excellent negotiation skills. Strong communication skills in verbal, written and presentations.
  • Ability to identify problems, analyze them and provide potential solutions
  • Ability to manage multiple tasks and projects across various organizations and global regions
  • Excellent verbal and written communication skills with ability to produce technical and business reports
  • Strong commercial and analytical ability required
  • Strong knowledge of M.S. Office applications and Share Point

Equal Employment Opportunity

  • Verizon is a Federal Contractor
  • Verizon requests veteran priority referrals
  • Verizon is an equal opportunity and affirmative action employer M/F/Disability/Vet.