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.
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What you’ll be doing...
The Channel Strategy Manager will be responsible for driving channel development activities and cross functional execution across strategic partnerships, such as global systems integrators, consultants and alliances. Additional responsibility will include supporting the international channel strategy across the partner ecosystem. This role will leverage industry expertise, best practices and learnings from the field. Manager will work alongside Business Unit (BU) leaders and other stakeholders to set revenue and growth targets 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 based on understanding of partner nuance by 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). Develop annual joint business plan with BU channel leader, including agreement on target addressable market, capacity planning, target CV and GTM strategy to align on year-end goals and review plan at critical milestones/frequency (leading annual planning process). Set up channel partner ROI mechanisms to measure and communicate benefit accordingly. Drive strategic and global partner requirements into channel operations, programs, marketing, product, enablement and other key stakeholders in support of developing a world class channel model.
Serving as core point of contact for all Channel strategy related inquiries and escalation for SI, strategic and international partnerships
Providing support in resolving Channel Conflict issues
Setting up and monitoring feedback mechanisms from channel partners to refine strategy accordingly
Gathering competitive intelligence and industry best practices to inform decision making within channel org
Identifying strategic partnership opportunities and product insertion strategies to grow partner revenue with existing and new channel partners
Coordinating with BU Channel leaders during sales forecasting activities to monitor channel progress towards revenue goals
Provide input and feedback to other key stakeholders, including channel operations, programs, marketing and enablement, and other functions in support of strategic partnerships requirements
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: System Integrators/International channel business
Deep understanding of the underlying business model of System Integrators/International channel business, typical margins and sales motions associated with said archetype, and key partners within the archetype and their strengths and weaknesses
5-10 years working within a Global Systems Integrator, Consultant or Alliance organization, or
5-10 years working within the Alliance group within a large technology company that built programs for GSIs and Consultants
Proven ability to stand up multi-dimensional partner models, worldwide
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:
Ability to multi-task, balance competing priorities, and flex with changing business needs with strong attention to detail
Previous telecom experience, with BU-specific experience in roles with increasing responsibility
Previous experience with leveraging strategic partnerships for both wireline and wireless network solutions
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.
*The location is flexible to any valid US work location
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.