The Director of Public Sector Partnerships will determine the partners that are part of the partner program. They will be responsible for building the engagement models, the go-to-market plans, and coordinating across many stakeholder organizations to ensure alignment. The Director will be required to not only work across Verizon, but also across the Business, Media, Consumer, and Network groups, as many of the partners that are critical to Public Sector’s growth aspiration also have relationships within these other organizations. The Director will need to align with many stakeholders to ensure that Public Sector’s goals in relation to the partner are known, and they will be accountable for finding resolution to conflicts that may arise when other organizations view Public Sector’s relationship with the partner disruptive to their own growth aspirations. The Director will need to successfully advocate for multiple areas (the partner, Public Sector, and Verizon) to find a winning approach to grow revenue for everyone.
This role will be responsible for:
Partner Strategy Alignment & Identification
Establish selection criteria for partners that achieve the Public Sector winning aspiration and strategic objectives in the markets where Public Sector operates
Define the specific partners based on criteria in each of the four partner types: Systems Integrators, Tech Partners, Diversity Partners, and Value Added Distributors and Resellers, including government capability, geographic diversity, and federal, state, and local certification
Develop the commercial model for each partnership
Evaluate partner results against the strategic objectives and revenue growth targets for each partner
Partner Go-to-Market (GTM)
Ensure appropriate mix of partner types, including Tech partners, Diversity Business partners, and VARs/VADs across Public Sector
Build GTM plans for each selected partner where both the partner and Verizon stakeholders have a clear understanding of the end customer value proposition, the commercial model where both teams clearly understand roles, and responsibilities
Develop partner compliance program to ensure that partners engaging in Public Sector partner program have received training on FAR, ITAR, E-rate, etc.
Create governance model for channel engagement to eliminate channel conflict (e.g. deal registration, teaming registration, and COI mitigation)
Lead collaboration sessions with Verizon Public Sector direct sales teams on approved opportunities from identification through proposal
Co-develop marketing strategies for high visibility partnership-driven initiatives and programs
Partner Engagement & Support
Conduct intake of new partners to understand solutions and capabilities and their application to strategic account plans for top accounts
Coordinate discovery sessions to educate partners on Verizon solutions and capabilities
Conduct opportunity intake to include agency, contract, and contract vehicle targets
Brief government and internal teams on key partnership activity
Facilitate and synthesize research and analysis of key partner involvement in target accounts, bids, and opportunities
Conduct joint pipeline development session
Internal Partnership Engagement & Support
At opportunity identification, create partner engagement plan to maximize Verizon’s probability to win by leveraging partner capabilities
Align partners with key initiatives within accounts; collaborating with the direct team
Integrate with Sourcing to initiate, track, and advance partner onboarding, including audit capability for certifications to the Small Business Administration or other small business certification organizations when Verizon commits to “set aside” percentages in contracts
Build Price to Win strategies with finance to mature Verizon as a subcontractor pricing
What we’re looking for...
Bachelor's degree and/or 15+ years of work experience
6+ years of relevant work experience
Experience in driving revenue growth across Public Sector (both Federal and SLED) in a sell-with and sell-through partner centric model
Experience interfacing regularly with C-level executives at Partners; must have a high level of business acumen to navigate building successful commercial models for both Verizon and the Partner; expertise in government negotiation, contract management, and procurement strategy and is well trained in all government compliance requirements, such as FAR and ITAR
Strong collaboration leadership with an ability to engage multiple stakeholders with potentially competing interests to find winning strategies, solutions, and opportunities; strong sales leadership experience in the partner area, with demonstrated success in pipeline management and prioritization skills for partner-led opportunities; strong analytical skills leveraging industry analysis and partnership best practices to influence Verizon’s internal structures to more effectively support partner led revenue growth
Sales and/or technical experience, specifically in coordinating field teams to develop and close high-profile deals
Even better if you have:
10+ years of experience in sales or business development in the technology industry
Experience working within the enterprise technology, security, and software development industry
Experience working with Systems Integrators and consulting companies to achieve sales
Experience working with Technology, Small Business, and System Integrator partners
Direct government sales experience
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.
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.