IBM Power Business Development & Offering Manager

FNBO is seeking an IBM Power Business Development & Offering Manager to lead a portfolio of offerings and engagements for clients. The role focuses on business development, client relationship management, and ensuring profitable growth while delivering consulting products and services.

Responsibilities:

• Develops the consulting offering based on current organization capabilities and client demand
• Provide leadership to a team of professionals – both direct reports and non-direct reports
• Accountable for key outcome metrics, including revenue growth, profit growth, and total offering performance
• Monitors weekly and quarterly sales and operational metrics
• Maintain a deep understanding of market dynamics, develop robust business plans, and enable offering Go To Market (GTM) readiness
• Influence the service offering roadmap to ensure market competitiveness and support customer needs
• Articulates market dynamics to the organization. Gathers market requirements to support design and validation of offering and recommends differentiation strategy and value proposition
• Collaborates with sales and marketing on GTM and channel enablement plans
• Develops and executes client prospecting and sales programs
• Builds learning programs and sales enablement assets (i.e., sales battlecards)
• Works with finance and pricing to analyze offering performance, gaps, and opportunities
• Identifies and addresses weaknesses or GTM execution issues
• Drives win/loss data collection and analysis
• Develop a strong pipeline of opportunities within new and existing accounts within the portfolio
• Be the driving factor in proposals and evolve solution offerings
• Ensure success of engagements using delivery and vendor partners
• Manage client satisfaction in partnership with account management teams
• Apply delivery and customer management best practices
• Apply best practices such as succession planning, member performance reviews, and finance management
• Contribute to business strategy and budget planning
• Manage profitability of engagements

Requirements:

• Bachelor's Degree in Marketing, Computer Science, Business or related field AND 10+ years' sales, engineering, and consulting experience in a managed services setting
• OR Master's Degree in in Marketing, Computer Science, Business or related field
• Experience in relationship management with clients and/or business partners
• Excellent communication skills, high degree of accountability, and willingness to take measured risks. Comfortable presenting to large and small audiences
• Proven capability to deliver world class marketing content, including value proposition, evidence, blogs, whitepapers & presentations for identified scenarios, products/features and segments/audiences
• Ability and passion to translate managed services and cloud concepts into a compelling story for customers that clearly articulates FNTS's value and differentiation
• Proven capability to develop strong working relationships with customers, senior executives, engineering teams, OEM's, and sales partners
• Strategic and creative thinker
• Utilizes process to support development and maintenance of pipeline; prepares information for reporting to key stakeholders. Escalates to manager as needed
• Driving high growth business, new product introduction with strong focus on establishing credibility in the market
• Knowledge of, and/or use of, Cloud development tools, with a focus on administration, cost management, billing and invoicing, ecosystem development, and support
• Researches technology, industry, and competitive trends, and works internally to understand how FNTS is positioned. Consolidates information into reports to present and share insights with their team
• Supports and leads opportunities across sales stages. Supports deal process by tracking deal issues, supporting operational tasks, and escalating as appropriate. Contributes to materials and analyses, for executive reviews, etc
• Embody our culture and values