Business Development Manager

Brightspeed•Charlotte, NC

6d•Hybrid

About The Position

At Brightspeed, we are reimagining how people live, work, play and connect by providing fast, reliable internet connections and an awesome customer experience in twenty states throughout the Midwest and South. Backed by funds managed by Apollo Global Management, our vision is to accelerate the upgrade of copper to fiber optic technologies, bringing faster and more reliable internet service to many rural markets traditionally underserved by broadband providers, while delivering best-in-class customer experience. Be a part of the team that will make this vision a reality….designing and building a world class fiber network and creating a customer experience second to none. Check us out on the web! As a Business Development Manager, your responsibilities will include: Segmentation, Targeting and Positioning Product / Market Fit customer, channel, and partner Define targeted solutions, offers, compensation, contracts, and reporting Develop or confirm volume forecast assumptions by segment Work with Marketing, Sales Ops and Finance on business case if needed Utilize “voice of the partner” to develop and position solutions and programs Solution Design and Development Confirm and refine concepts from joint planning and engagement workshop Co-create solution; engage with partner Work with engineers, architects, product, offer management, and support Work with Finance to develop business case assumptions Identify and implement betas or ICBs, assess and refine prototype Rollout repeatable solution Sales Enablement and Tools Develop programs, playbooks, plays and M&Ps Develop incentives – Concept development, business case, review and approval, implementation, claims, audit, payout Partner onboarding – Basic training, M&Ps, Brightspeed positioning Partner enablement to ensure sustainable and substantial sales volume Product and program launch readiness – Product readiness, systems readiness, partner training, sales ops readiness, direct sales team, and partners Sales effectiveness – measurement, assessment, and prescriptive fix Integrate partner Experience – Ensure partner programs, content, GTM and tools are designed from partner perspective, not just versions of direct tools Partner self-service and systems access – Agile development, UX betas and friendly’s, rollout and communication, adoption and usage, measurement Guide sales tools – Systems instantiation, credentials, adoption and usage, measurement Drive APIs – Work with product and IT to deliver and manage APIs that provide partners with pre-sales, sales, post sales and customer lifecycle information. As well as information for the partner lifecycle such as results and commissions statements Go To Market Implementation Align with companywide initiatives and launches Develop partner STP – Segmentation, targeting and positioning Account for end-to-end partner experience and process implications; determine GTM readiness Go/No Go Develop sales objectives, support resources, program costs and budgets and measurement plan Guide partner communications and training If channel integrated selling is important ensure direct sales teams are included as well Measurement and Effectiveness Develop the annual and quarterly planning and forecasting, sales revenue, retention/churn, expense Identify baseline, objectives and stretch or gap analysis Conduct assessments, diagnostics, prescriptive recommendations Deliver information in a way that is easily consumed, understood, and utilized Reports, reporting tools and dashboards Prepare for partner and customer quarterly and periodic reviews Partner Relationship Management Maintain a roster or database of each partner’s key stakeholders Develop partner listen posts: advisory council; focus groups and one-on-one; Net Promoter Survey; including case follow up Conduct assessments, diagnostics, prescriptive recommendations Understand the partner lifecycle and develop programs to address portions of that lifecycle – moments of truth, LBGUPS, journey mapping Partner enablement from on boarding to a sustainable and substantial sales volume Partner contract management including master service agreements, addendums, ROE, compensation and incentives Social Media/LinkedIn Work with the Indirect sales team to build target profile of agents Develop agent messages and increase agent connections Help deliver content to agent community Run reports and analytics on viewership and response rates Monitor response and direct to team members or respond on behalf of the Indirect sales team Monitor critical events and posts from within the agent and partner community Monitor partner communications about Brightspeed

Requirements

Bachelor's Degree in Business or related field
10+ years of relevant experience, preferably in the telecommunications industry
Strong leadership and coalition building skills in a highly dynamic and fluid working environment; including cross-group collaboration, clear communications, and the ability to influence without direct control over product, sales, and customer success
Maximize impact of the partnership and orchestrate engagement and alignment of resources invested in developing the partnership
Strong knowledge of GTM models
Demonstrated ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others
Ability to thrive in a fast-paced, high-growth environment
A keen sense of ownership, drive, and execution
The right person will be both strategic and tactical, possessing 10+ years of business development, strategic partnerships, account management, solution selling, or program/product management experience.
Experience with managing partnerships (GTM, sales, or technical)
Very strong written, oral, and social communication skills
Strong customer orientation

Nice To Haves

Prior experience working with GSI and technology partners go-to-market, services, and joint solution strategy desired

Responsibilities

Segmentation, Targeting and Positioning
Product / Market Fit customer, channel, and partner
Define targeted solutions, offers, compensation, contracts, and reporting
Develop or confirm volume forecast assumptions by segment
Work with Marketing, Sales Ops and Finance on business case if needed
Utilize “voice of the partner” to develop and position solutions and programs
Confirm and refine concepts from joint planning and engagement workshop
Co-create solution; engage with partner
Work with engineers, architects, product, offer management, and support
Work with Finance to develop business case assumptions
Identify and implement betas or ICBs, assess and refine prototype
Rollout repeatable solution
Develop programs, playbooks, plays and M&Ps
Develop incentives – Concept development, business case, review and approval, implementation, claims, audit, payout
Partner onboarding – Basic training, M&Ps, Brightspeed positioning
Partner enablement to ensure sustainable and substantial sales volume
Product and program launch readiness – Product readiness, systems readiness, partner training, sales ops readiness, direct sales team, and partners
Sales effectiveness – measurement, assessment, and prescriptive fix
Integrate partner Experience – Ensure partner programs, content, GTM and tools are designed from partner perspective, not just versions of direct tools
Partner self-service and systems access – Agile development, UX betas and friendly’s, rollout and communication, adoption and usage, measurement
Guide sales tools – Systems instantiation, credentials, adoption and usage, measurement
Drive APIs – Work with product and IT to deliver and manage APIs that provide partners with pre-sales, sales, post sales and customer lifecycle information. As well as information for the partner lifecycle such as results and commissions statements
Align with companywide initiatives and launches
Develop partner STP – Segmentation, targeting and positioning
Account for end-to-end partner experience and process implications; determine GTM readiness
Go/No Go
Develop sales objectives, support resources, program costs and budgets and measurement plan
Guide partner communications and training
If channel integrated selling is important ensure direct sales teams are included as well
Develop the annual and quarterly planning and forecasting, sales revenue, retention/churn, expense
Identify baseline, objectives and stretch or gap analysis
Conduct assessments, diagnostics, prescriptive recommendations
Deliver information in a way that is easily consumed, understood, and utilized
Reports, reporting tools and dashboards
Prepare for partner and customer quarterly and periodic reviews
Maintain a roster or database of each partner’s key stakeholders
Develop partner listen posts: advisory council; focus groups and one-on-one; Net Promoter Survey; including case follow up
Conduct assessments, diagnostics, prescriptive recommendations
Understand the partner lifecycle and develop programs to address portions of that lifecycle – moments of truth, LBGUPS, journey mapping
Partner enablement from on boarding to a sustainable and substantial sales volume
Partner contract management including master service agreements, addendums, ROE, compensation and incentives
Work with the Indirect sales team to build target profile of agents
Develop agent messages and increase agent connections
Help deliver content to agent community
Run reports and analytics on viewership and response rates
Monitor response and direct to team members or respond on behalf of the Indirect sales team
Monitor critical events and posts from within the agent and partner community
Monitor partner communications about Brightspeed

Benefits

We offer competitive compensation and comprehensive benefits.
Our benefits and paid time off programs reflect our underlying belief in promoting overall wellness through physical, emotional and financial health.
Brightspeed offers a comprehensive benefit program, including competitive medical, dental, vision, and life insurance; an employee assistance program; a 401K plan with company match and a host of voluntary benefits.

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