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Posted: Saturday, February 10, 2018 12:21 PM

What you’ll be doing...

The role of Principal Global Partner Manager with the Worldwide Channels and Alliances organization is to develop and grow select Global Systems Integrator (GSI) accounts with strong consultancy practices such as Accenture, Deloitte and PwC. Represent Partner and Channel goals/positioning/strategy to and with Verizon Sales & Marketing. Manage sales to/through/with Channel Partners to meet and exceed all business targets. Drive 360 degree strategy and position Verizon strategically within these GSI accounts.

  • Define penetration strategy and drive expansion of strategic relationship across the select GSIs
  • Work collaboratively with the existing sales manager and account teams assigned to the GSIs
  • Work with partner executive leadership team and Line of Business heads to define outcome-based, Industry specific, solutions to complement/enhance partner market facing offerings
  • Orchestrate and execute strategic initiatives with GSIs
  • Influence and direct Partner Alliance objectives and success metrics, routes to market, and identify joint offering roadmap(s)
  • Serve in a leadership capacity to communicate and steer Verizon next generation strategy to GSIs

The Principal Global Partner Manager is responsible for building C-Level relationships in an effort to execute global strategic plans, to ensure account growth and to optimize customer/partner satisfaction. The purpose of this position is to further penetrate the GSIs, to develop deep executive positioning, to identify solutions to the GSI executive leadership business priorities and to stage joint go-to-market solutions between GSI and Verizon. Cultivate new relationships; align with IT and Business Groups to uncover new opportunities and position strategic services, to include Cloud, SD_WAN and VNS, IOT, Security and Professional Services. It is critical for the Principal Global Partner Manager to be a team leader, an astute business person, have exceptional business insight, show executive/boardroom presence, and have outstanding judgment, as well as extensive background and experience with the select GSIs.

This position will:

  • Report directly to the GVP and Head of WW Channels and Alliances
  • Develop and manage local and global executive relationships with GSIs
  • Develop strategic plans based on industry trending and customer analysis, which includes preparing executive profiles, and continuous study of assigned GSI accounts' industry, business and trends.
  • Drive specific work-streams across the Verizon Executive, Product, Marketing and Finance organization to shape deeper partnerships with assigned GSIs
  • Work with partner executive leadership team and Line of Business heads to define outcome-based, Industry specific, solutions to complement/enhance partner market facing offerings
  • Participate in contract negotiations and positioning
  • Require an understanding of GSI operating model and strategic business imperatives

What we’re looking for...

Qualifications

The preferred candidate must have demonstrated in previous GSI roles: strong leadership skills, an ability to operate in positions requiring significant self-direction and motivation, and a proven track record in consultative selling solutions.

In addition to broad knowledge and expertise in the industry, the ideal candidate:

  • Demonstrates the ability to further develop existing business and executive level client relationships, cultivate new relationships, and align with IT and Business Groups to uncover opportunities and develop distribution opportunities.
  • Demonstrates a detailed understanding of business finance and a high level of awareness of

the GSI industry sector. Fully understands how an investment adds value to the

GSI, how to produce a business case that delivers a compelling financial argument to purchase a solution/service offering, and understanding the principles and application of an ROI model.

  • Demonstrates good knowledge/understanding of Partners' environment as it relates to their specific sector. Identify sector trends and drivers; understand key applications that solve business problems in sector and help drive solutions that meet customers' specific needs/requirements.
  • Establishes "C" level contact within Partners and demonstrates a detailed understanding of both the Partners' sector and business drivers/challenges. Has good understanding of Solutions Selling methodology and tools and applies these regularly to both gain a better understanding of the Partners' environment and manage the relationship.
  • Understands effective negotiation techniques and seeks to apply them in most situations. Is focused on achieving mutually beneficial, "win-win" results and is alert to Partner or customer buying signals and identifies and acts on closing opportunities.

The preferred candidate must also be able to manage multiple priorities, develop strong relationships

within assigned accounts, and:

  • Articulate client business value with consultative selling approaches.
  • Understand the delivery implications of consulting opportunities and sell solutions that VES can deliver.
  • Lead in developing proposals and oral presentation.
  • Work in a highly ambiguous, dynamic environment with a proven ability to balance competing

priorities as well as operate independently.

  • Team with Verizon colleagues and partners to develop creative solutions.
  • Promote cross-brand solutions to promote the overall Verizon portfolio requiring an understanding of Verizon offerings.
  • Understand key partner and competitor offerings which overlap the Verizon solution space
  • Must have proven track record of exceeding annual revenue plan.
  • This role requires a Bachelor’s degree , 10+ years successful strategic/solutions and/or systems

integration sales experience or related discipline. Preferred GSI direct experience in a leadership capacity. Must be able to manage, lead and influence others outside of their department/functional area as such, including managerial experience.

Other:

MBA preferred. Excellent communication skills, able to interact with C-Level executives. Ability to work effectively on their own and work well under tight deadlines. Able to effectively work on multiple projects at a time. Negotiation and organizational skills required. Must be able to identify short and long term goals to achieve overall team/company objectives.

Learn more about what our Sales team is doing at http://www.verizonenterprise.com/

#VESQBR

When you join Verizon...

You’ll be doing work that matters alongside other talented people, transforming the way people, businesses and things connect with each other. Beyond powering America’s fastest and most reliable network, we’re leading the way in broadband, cloud and security solutions, Internet of Things and innovating in areas such as, video entertainment. Of course, we will offer you great pay and benefits, but we’re about more than that. Verizon is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Verizon.

Equal Employment Opportunity

We're proud to be an equal opportunity employer- and celebrate our employees' differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.

Click here for more info: http://www.verizon.com/about/work/jobs/2427889-principal-partner-manager


• Location: Staten Island

• Post ID: 155015682 newyork
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