Solutions & Alliance Manager- Communications
Service Providers

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Position: Solutions & Alliance Manager- Communications Service Providers

Locations: Washington DC, Northern.VA, Northeast location preferred Significant nationwide (and Europe) travel required

Compensation: BASE $115 K - $120K + bonus (60% of base).

Position Type: Full-Time Employment

Responsibilities

The company is seeking a senior level strategic business development manager for its communications service provider business. This individual would have significant experience in and a deep understanding of the key trends and business and technology requirements of the global telecommunications services industry, and come with a significant “black book” covering OSS and BSS product companies, service providers, and OEM telecom equipment manufacturers.

Responsible for helping to develop and grow CSP business through ISV, OEM and partner alliances within the context of CSP service and solutions offerings and consulting and delivery capabilities.

This would include the following key responsibilities:

• Manage on a day-to-day basis all CSP alliances including OSS/BSS ISVs, OEMs, and other partners (build on existing relationships)
• Structure and manage CSP partnership and alliance program
• Build and grow alliance relationships through creation of a comprehensive alliance GTM plan for each key alliance partner
• Grow CSP IBU business by managing alliances and engaging at senior management, key influencer, and field levels to achieve results outlined in alliance plan
• Experience selling with alliance partners into wireless/mobile operators and into cable television multiple system operators (MSOs)
• Work with solutions team to define alliance requirements and objectives for each solution
• Participate actively in developing new alliance partnerships to help drive revenues for solutions and service line capabilities
• Manage the company’s participation in key alliance partner events and summits
• Ensure senior management alignment on this SI and alliance partners, including development of joint selling value propositions required
• Manage field engagements with alliance partner field across N. America and Europe
• Manage all paperwork and contracts relating to new and existing alliance partnerships including NDAs, teaming agreements, partnership agreements, etc.
• Develop and manage alliance business cases for CSP Business Unit
• Knowledge of European markets including CSPs and alliance partners based in Europe
• Flexibility and ability to deliver results working closely with client-facing engagement managers and BDMs. Ability to work closely within matrixed organization with teams from consulting, solutions and delivery.

Candidates will have strong relationships and be very comfortable selling software- and services-based telecom solutions (e.g., OSS/BSS, VoIP and broadband) and must be able to build the right alliance relationships required to sell complex client solutions. This individual will enable the Company to successfully generate revenues through successful management of alliance relationships.

QUALIFICATIONS:

Proven alliance-driven sales track record within the telecom industry, with experience positioning and selling $1M+ complex solutions to communications service providers in North America and Europe. Professional services alliance experience highly desirable. Must have high-level analytical and strategic understanding of global (or regional) market and technology trends and be able to effectively communicate solution value propositions to new and existing clients and prospects worldwide:

• 10+ years of exclusive Telecommunications Sector, with specific focus on OSS/BSS solutions
• . 8+ years of progressively senior experience working with telecommunications service providers in a consultative role
• Minimum bachelors degree (BSEE or equivalent preferred)
• Bring strong sales track record
• Bring strong telecom domain knowledge
• Executive contacts at potential alliance partners (ISVs and OEMs)
• Experience positioning and selling OSS/BSS solutions preferred
• Proven ability to develop alliance business value propositions and set and manage alliance partner expectations

Please email your resume to Strategic Talent Acquisition and Retention team at Click here for Email Please specify position title in the subject line.