Channel Development Manager-Public Sector
- Irvine, CA, United States
- Full-Time Marketing
- Job # 550687
- Date posted - 2021-02-23
When you join Verizon
You’ll have the power to go beyond – doing the work that’s transforming how people, businesses and things connect with each other. Not only do we provide the fastest and most reliable network for our customers, but we were first to 5G - a quantum leap in connectivity. Our connected solutions are making communities stronger and enabling energy efficiency. Here, you’ll have the ability to make an impact and create positive change. Whether you think in code, words, pictures or numbers, join our team of the best and brightest. We offer great pay, amazing benefits and opportunity to learn and grow in every role. Together we’ll go far.
Diversity and Inclusion at Verizon
At Verizon, we know that diversity makes us stronger. We are committed to a collaborative, inclusive environment that encourages authenticity and fosters a sense of belonging. We strive for everyone to feel valued, connected, and empowered to reach their potential and contribute their best. Check out our diversity and inclusion page to learn more.
What you’ll be doing...
The Public Sector Channel Strategy Manager will be responsible for developing the public sector channel strategy for Verizon Business Group (VBG)across all partner segments, leveraging industry perspective, best practices and field input. This manager will work alongside public sector sales leaders and other key stakeholders to define channel partnering models and identify new paths to revenue and growth for VBG indirect business. Refine partner rules of engagement (e.g., when to leverage teaming), in collaboration with BU Channel leaders. Engage with top Channel Partners and work closely with Channel Managers to develop joint business plans (e.g. 5-10 account plans for top partners). Review and assess partner portfolio composition and align on product and routes to market (holding quarterly portfolio reviews with Channel Mgrs). Co-design channel business proposition (4Ps) to ensure GTM harmonization (i.e., minimize channel conflict). This role will lead the annual planning process.This will include developing an annual channel plan with channel sales leadership, including agreement on target addressable market, capacity planning, revenue targets and GTM strategy, key goals and KPIs, and review plan at critical milestones/frequency. Set up channel partner ROI mechanisms to measure and communicate benefit accordingly. Drive public sector channel requirements into channel operations, programs, enablement, marketing, product and other key stakeholders in support of developing a world class public sector channel model.
Key Responsibilities:
- Serving as core point of contact for all public sector channel strategy related inquiries and escalations
- Providing support in resolving channel conflict issues
- Setting up and monitoring feedback mechanisms from channel partners to refine strategy accordingly
- Gathering competitive intelligence to inform decision making within channel org
- Identifying strategic partnership opportunities and product insertion strategies to grow partner revenue with eisting and new channel partners
- Coordinating with Channel sales leaders during sales forecasting activities to monitor channel progress towards revenue goals
- Working alongside other central teams to ensure strategy is executed correctly, handling escalations for key strategic decisions
- Participating in QBR and recruitment process of high priority partners (e.g. participate in QBRs for top 10 partners and assist in recruiting 5 partners per year)
- Willingness to travel
What we’re looking for...
Strategic thinking skills:
Strong strategic thinking abilities, with a capacity to leverage analysis to develop and implement customer/partner-centric growth strategies tailored to the archetype
Sophisticated problem solving skills in resolving complex challenges involving tradeoffs between revenue opportunities, resource availability, and overarching strategic objectives
Expertise in Public Sector:
Public Sector specific channel experience across multiple partner types
Deep understanding of the underlying business model of Public Sector channel business in both Federal and SLED.
Knowledge of typical margins and sales motions associated with PS, and key partners within PS and their strengths and weaknesses
Demonstrated results in building a channel ecosystem in the Public Sector
Ability to influence:
- Demonstrated ability to influence and motivate stakeholders to action across all levels and functions of the organization
- Effective communication skills, with the ability to communicate complex and conceptual ideas effectively with clear, concise, top-down communication style
- Conflict resolution skills that can be applied to solving channel conflicts
Ability to thrive under pressure:
- Demonstrated ability to work under pressure, navigate through ambiguity, and drive timelines
- Strong entrepreneurial drive with comfort and passion for building a new business
- Ability to multi-task, balance competing priorities, and flex with changing business needs with strong attention to detail
- Bachelor's degree
- Previous telecom experience, with BU-specific experience in roles with increasing responsibility
- Track record of managing and influencing relationships at the senior executive level
Even better if you have:
- MBA or other relevant advanced degree related to business or telecom
- Previous channel-specific experience, ideally working directly with channel managers and partners
- Strong existing network and credibility within Business Units.
Equal Employment Opportunity
We're proud to be an equal opportunity employer - and celebrate our employees' differences, including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, and Veteran status. Different makes us better.
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