IBM Power Business Development & Offering Manager

First National of Nebraska Inc.•Washington, NV

19d•$107,552 - $182,838•Remote

About The Position

FNTS is seeking a customer-obsessed Business Development Offering Manager to lead its IBM i and AIX service line across deployment and managed-service scenarios. The role focuses on helping customers make informed decisions about infrastructure platforms and deployment models for hybrid and multi-cloud environments, while growing FNTS’s revenue and profit and increasing marketplace awareness of the offering. The manager leads the service offering end to end, including strategy, marketing campaigns, partnerships, competitive positioning, and field sales engagement. The role works closely with sales, pre-sales, sales engineering, engineering, marketing, finance, pricing, customers, and OEM partners to shape the offering, support client opportunities, and deliver customer and business outcomes. The position is anticipated to be remote, with occasional travel potentially required for in-person meetings. Work location is subject to change based on business needs.

Requirements

Bachelor's degree in Marketing, Computer Science, Business, or a related field and 10+ years of sales, engineering, and consulting experience in a managed-services setting; alternatively, a master's degree in Marketing, Computer Science, Business, or a related field.
Experience in relationship management with clients and/or business partners.
Unrestricted work authorization; candidates must not require future sponsorship.

Nice To Haves

Excellent communication skills, a high degree of accountability, and willingness to take measured risks; comfort presenting to large and small audiences.
Demonstrated ability to create marketing content such as value propositions, evidence, blogs, whitepapers, and presentations for identified scenarios, products, features, and audiences.
Ability and enthusiasm for translating managed-services and cloud concepts into a compelling customer story that explains FNTS’s value and differentiation.
Ability to build strong working relationships with customers, senior executives, engineering teams, OEMs, and sales partners.
Strategic and creative thinking.
Experience using processes to support pipeline development and maintenance, preparing stakeholder reports, and escalating issues as needed.
Experience driving high-growth businesses and new product introductions, with a focus on establishing market credibility.
Knowledge of or experience with cloud development tools, particularly administration, cost management, billing and invoicing, ecosystem development, and support.
Experience researching technology, industry, and competitive trends and consolidating findings into reports and insights.
Experience supporting and leading sales opportunities, tracking deal issues, supporting operational tasks, escalating appropriately, and contributing to executive-review materials and analyses.
Alignment with FNTS culture and values.

Responsibilities

Own key offering outcome metrics, including revenue growth, profit growth, and overall performance.
Monitor weekly and quarterly sales and operational metrics.
Maintain an understanding of market dynamics, develop business plans, and enable go-to-market readiness.
Influence the engineering service-offering roadmap to maintain competitiveness and meet customer needs.
Develop market points of view using primary and secondary research, including input from customers and prospects.
Communicate market dynamics and requirements to sales and engineering teams; support offering design and validation and recommend differentiation and value propositions.
Support offering business plans, including financial and resource-capacity forecasting.
Collaborate with sales and marketing on go-to-market and channel enablement plans.
Develop and execute client prospecting and sales programs.
Build learning programs and sales-enablement assets, such as sales battlecards.
Work with finance and pricing teams to analyze offering performance, gaps, and opportunities.
Drive collection and analysis of win/loss data.
Develop relationships and partnerships with clients, senior executives, engineering teams, OEMs, and sales partners.
Research technology, industry, and competitive trends; assess FNTS’s position and present insights to the team.
Support and lead opportunities across sales stages, track deal issues, assist with operational tasks and executive-review materials, and escalate issues as appropriate.
Use processes to develop and maintain the pipeline and prepare information for stakeholder reporting.