Job Description
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
