Business Development
Senior Manager, Business Development (Mountain View, CA)
The Senior Manager of Business Development will establish, own and drive strategic relationships with partners and their customers; including outbound global resellers and system integrators (SIs), and inbound technology partners. Core responsibilities will include identifying, developing and supporting channel partners for the sale and systems integration of Bytemobile products and services to tier-one and tier-two wireless carriers around the globe.
- Outbound channel partners will typically be major telecommunications infrastructure vendors or global SIs. The Manager will prime one or more channel partners at senior and working levels to develop combined business and product strategies, marketing tools, knowledge transfer and key account support. The position will therefore require travel.
- Inbound strategic partners will typically be technology partners at both core product and application levels to enhance Bytemobile's product offerings.
This individual will be responsible for closing deals with these entities to support corporate revenue objectives across all product lines.
The individual will prime multiple channel partners at senior and working levels to develop combined business and product strategies, marketing tools, knowledge transfer and key account support. The position will therefore require travel.
Responsibilities:
- Initiate and develop relationships with targeted partners through the full cycle, including prospecting, negotiation, proposal generation and deal closing
- Manage development of existing global partners
- Continue development of new Global Partner Program and ensure it is rolled out to all global, regional and country channel partners
- Lead partner agreement contract negotiations
- Establish working relationships with key executives and working-level staff in partner organizations to ensure successful long-term partnerships
- Drive business strategy with partners based on common objectives
- Manage product strategy and product roadmaps with partners
- Manage all aspects of commercial relationship with partners, including pricing
- Assist partners in key business development activities
- Support partners in critical customer engagements and business opportunities
- Prime owners within the company to ensure a successful business relationship with partners
- Effectively manage and enforce Global Channel Program
- Work closely with Bytemobile regional sales teams to ensure effective partner management, minimizing direct sales involvement in channel opportunities and issues
- Work closely with internal product marketing and engineering to support the sales process and resolve technical issues
- Provide detailed partner and customer feedback for product planning purposes
- Coordinate field research related to new product or market segments as required
- Architect deal structures with favorable contract terms
- Work closely with executive management to bring customer requirements, business goals, and technological and market strategies together into a cohesive plan for execution
Required Qualifications:
- Bachelor’s degree in engineering, science, telecommunications, business, or other related discipline required; MBA highly desirable
- 8+ years experience in business development with a company developing software for sale / distribution through company's channel partners
- 2+ years in a direct sales role in software
- Experience in managing sales or equivalent relationships with wireless telecommunications infrastructure suppliers and/or systems integrators
- 8+ years overall experience in business development, sales, and/or account management with a proven track record of closing emerging technology deals with operators and service providers
- Experience working in both large and small organizations
- Strong technical understanding of consumer wireless technologies — PDAs and cellular phones — and aptitude desire to learn new technologies
- Strong understanding of the wireless operator ecosystems of infrastructure software providers
- Established industry contacts at senior levels within targeted customer markets
- Strong negotiating skills and deal-closing ability
- Ability to prepare and present dynamic, strategic and understandable presentations
- Excellent analytical, communication, interpersonal and organizational skills
- Possess integrity, self-motivation, professionalism, and an ability to work well with others in a small-team, highly unstructured, start-up environment
- Passionate with a positive can-do attitude, as well as the ability to effectively manage oneself and prioritize
- Senior career experience within a venture-backed start-up company highly desirable
Personal Attributes:
- Flexible individual, able to operate in a fast-paced environment
- Independent and polished communications professional
- Proven experience establishing a presence in new and/or emerging markets
- Action- and results-oriented, able to communicate strategies and tactics, and identify obstacles
- Excellent leader and manager, adept at cross-functional team-building and sustaining a team environment
- Strong budget control and project management disciplines
- Relationship builder; outbound personal skills
- Commitment to high standards of excellence and integrity
- Excellent writing, presentation and negotiation skills
