Client Partner - Channels - Verizon (Gainesville, FL) in Gainesville, Florida For Sale
You know how to communicate with customers to find out what they need—and what solutions can fill those needs. Our dedicated Sales professionals receive award-winning training so they can present our game-changing technologies, products and services to the world.
Responsibilities
The Client Partner – Gov-Ed Channels will represent Partner and Verizon revenue goals and strategy to Verizon internal organizations. The Client Partner is responsible for the positioning of strategic solution-based sales through or with assigned Channel Partners to meet or exceed all business and sales targets. Strategic services and Solutions are characterized by a complex combination of technical, business, financial, and human resource issues related to the strategic and tactical direction of Partners and State, Local Government and Academic customers. The Client Partner – Gov-Ed Channels is responsible for building C-Level relationships within assigned partners in an effort to execute combined strategic plans to ensure account growth and optimum partner/customer satisfaction. The purpose of this position is to further develop existing business and executive level client relationships, cultivate new relationships, align with IT and Business Groups to uncover new opportunities, develop solutions and sell strategic services, to include Wireless and Wireline Network services, Mobile and M2M services, IP Telephony, Data Center solutions including Cloud Computing and Storage, Managed Services, Security Services, Call Center Solutions, CPE offerings and Professional Services covering each.
Key Responsibilities
Define and drive expansion of alternative paths to market in a Sell Through/With capacity across multiple channel and/or alliance partners in assigned geography
Represent assigned partners and provide input to Verizon Marketing and Strategic Planning
Work with partner executive leadership teams and Line of Business heads to define outcome-based, industry specific, solutions to complement and enhance partner market facing offerings
Orchestrate and execute strategic initiatives with assigned partners across Verizon’s strategic platforms
Influence and direct Partner Alliance objectives and success metrics, routes to market, and identify joint offering roadmaps
Manage forecasting responsibility for partner generated opportunities to close as well as communicating with and assisting the direct sales organization on identified joint opportunities.
Meet face to face with multiple partners on a weekly basis and facilitate executive level meetings at quarterly Executive Business Conferences
Qualifications
BA/BS or equivalent post-secondary degree
10+ years successful strategic solutions and systems integration sales experience or related Information Technology discipline focused on State, Local and Academic space.
Must be able to manage, lead and influence others outside of their department and functional areas; as such, managerial experience is a plus.
Strong understanding of State and Local Contract vehicles, and procurement methodologies
Prior roles exhibiting strong leadership skills and an ability to operate in positions requiring significant self-direction and motivation.
A proven track record in consultative selling solutions and “Being Disruptive” in addition to broad knowledge and expertise in the industry
Able to establish "C" level contact within Partners and demonstrates a detailed understanding of both the Partners' sector and business drivers and 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 all situations. Is focused on achieving mutually beneficial, "win-win" results and is alert to Partners’ or customers’ buying signals and identifies and acts on closing opportunities.
Assist with developing proposals and deliver oral presentations
Work in a highly ambiguous, dynamic environment with a proven ability to balance competing demands and priorities as well as operate independently while building a successful sales pipeline through channels
Must have proven track record of exceeding annual revenue plan.
Must demonstrate the ability to work effectively on their own and work well under tight deadlines. Able to effectively work on multiple projects at a time. Must be able to identify short and long term goals to achieve overall team/company objectives.
Understand the delivery implications of consulting opportunities and sell solutions that Verizon can deliver
Team with internal and external colleagues and partners to develop creative solutions
Understand key partner and competitor offerings which overlap the Verizon solution set
Must possess outstanding communication and presentation skills and be able to interact with C-Level executives to reflect a polished and professional impression of Verizon.
Must be self sufficient and possess outstanding personal computing skills with MS products and applications running on multiple Operating Systems, computing devices and be able to operate audio and video equipment
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.