Principal Client Partner

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Responsibilities

The role of Principal Client Partner Channels is to develop and guide the Global Partner Channel overall Strategy and program development across a defined number of Accounts. Represent Partner and Channel goals/positioning/strategy to and with Verizon Marketing.  Positioning of strategic solution-based sales through/with assigned Channel Partner(s) to meet/exceed all business/sales targets. Strategic services Solutions are characterized by a complex combination of technical, business, financial, and human resource issues related to the strategic and tactical direction of the Partner and VES customers.

• Define and drive expansion of alternative paths to market in a Sell Through/Alliance distribution model ;
• Represent Global Channel Partners segment within Verizon Marketing Strategic Planning
• 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 ; Alliance Business Development Role
• Orchestrate and execute strategic alliance initiatives with defined global enterprise distribution partners across VES strategic platforms.
• 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 Global Channel Sales teams and partners

The Principal Client Partner Channels is responsible for building C-Level relationships in an effort to execute their global strategic plans to ensure account growth and optimum partner satisfaction. The purpose of this position is to further develop existing solutions, routes to market,  and executive level partner relationships. Cultivate new relationships; align with IT and Business Groups to uncover new opportunities and position strategic services, to include Cloud, M2M, Security and Professional Services. It is critical for the Channel Strategy Manager to be a team leader, an astute business person, have exceptional business insight, show executive/boardroom presence, and have outstanding judgment.

This position will:

• Develop and manage local and global executive relationships internally and externally, and provide leadership to the other team members in relation to the Enterprise Channels /Alliance pursuits.
• Develop strategic plans based on industry trending and customer analysis, which includes preparing executive profiles, and continuous study of assigned accounts' industry, business and trends.
• Drive channel specific work-streams across the Verizon Executive, Product, Marketing and Finance organization to shape partner channel business requirements
• Report in to the Executive Director for Global Channel Sales and be responsible for the development and growth of Verizon’s India Based Systems Integrators.
• 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
• Participates in contract negotiations and positioning
• Requires an understanding of Verizon Enterprise services/products and network

Qualifications

Qualifications

The preferred candidate must have demonstrated in previous 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

Partners business / industry sector. Fully understanding of how an investment adds value to the

business, how to produce a business case that delivers a compelling financial argument to purchase a solution/service offering, and understanding the principals 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.
• Demonstrates a comprehensive understanding of VES Strategic Solutions. Capable of identifying,

qualifying & progressing opportunities with minimal support. Demonstrates expertise in this competency and could support/coach others

• 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
• Assist with developing proposals and oral presentation
• Work in a highly ambiguous, dynamic environment with a proven ability to balance competing

demands and priorities as well as operate independently

• Team with VES colleagues and vendors to develop creative solutions
• Promote cross-brand solutions to promote the overall VES portfolio requiring an understanding of VES and VzW offerings.
• Understand key partner and competitor offerings which overlap the VES solution space
• Must have proven track record of exceeding annual revenue plan.
• This role requires a Bachelor’s degree , 9+ years successful strategic/solutions and/or systems

integration sales experience or related discipline. Must be able to manage, lead and influence others outside of their department/functional area as such, managerial experience a plus.

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.