IBM Power Business Development & Offering Manager

FNBO is a nationally recognized Cloud Service Provider with a strong focus on multi-cloud solutions. The IBM Power Business Development & Offering Manager will lead the IBM i & AIX service line, responsible for growing revenue and developing partnerships while ensuring competitive service offerings.

Responsibilities:

• 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 engineering on service offering roadmap to ensure competitiveness and meeting customer needs
• Uses internal and external sources to develop market Points of View (POV), using primary (e.g. customers, prospects) and secondary research to maintain a robust outside-in perspective on market requirements
• Articulate market dynamics to the broader sales and engineering teams. Gather market requirements to support design and validation of offering and recommend differentiation strategy and value proposition
• Supports development of offering business plans (e.g. financial/resource capacity forecasting)
• 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
• Drives win/loss data collection and analysis

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 Marketing, Computer Science, Business or related field
• Experience in relationship management with clients and/or business partners
• Candidates must possess unrestricted work authorization and not require future sponsorship
• 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