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Cincinnati Bell Business Alliance Director in Remote, United States

Position : Business Alliance Director

Job Purpose

Responsible for providing leadership and direction to a cross-vendor, Business Alliances Team. Support the Account Executives and Sales Leaders in engaging with the CBTS partner OEM and ISVs. Work with Marketing, Legal, and other departments in making sure we are growing our business and in compliance with our key partners. Monitor certifications and work with sales and technical leadership assigning appropriate employees training and certification tasks. Drive joint planning with our partners and distributors maximizing investment and profitability of our top lines. The individual provides direction, prioritization, and career planning to their team members. This individual presents and positions the "CBTS Story" and our solution and services capabilities to senior-level customers and partners and our internal CBTS teams. This individual is comfortable meeting with and conversing with C-level, VP, and Director level partner executives and CBTS clients. This role is reserved for an individual who has attained an advanced level of distinction in managing large OEMs and ISV, has worked in the channel in this capacity for more than 10 years and has shown distinct leadership capabilities.

Essential Functions

PRINCIPAL DUTIES & RESPONSIBILITIES

% of Time

Essential

E

Overall relationship and performance of the assigned product set (IE IBM, HP, and Oracle, etc.)

Ownership of the vendor relationship

Works with the Sales leadership team to build the strategy for the Partner plan

10

E

Develops and executes growth initiatives, interfacing with Partner, Sales, and Marketing

Works with CTO and PS to ensure certification and training requirements are met

5

E

Accountable for revenue growth and partner profitability

Building and managing the Partner business plan

5

E

Ownership of the Partner Dashboard that tracks activities, revenue, profits, rebates, deal registrations etc.

Quarterly business reviews that track performance, manage expectations, and review achievements

Regular pipeline review with the vendor to track sales performance

Grow Revenue & Margin

  • Fully understand vendor offerings, programs, and rebate structure

  • Build and execute business plans & QBRs

  • Work with each Sales Leader to understand growth plans for the area, consult on how vendor offerings map, id gap, determine what plans to execute -- training, events, demand gen, etc.

  • Work with CTO, marketing to execute. Also work with the business owner (e.g. Networking, Software) and Sales owners to execute

  • Attend Regional QBRs, within travel guidelines

  • Build & manage investment plans to gain additional funding to support strategic initiatives

  • Supply information Vendor rebates dashboard

  • Drive software and services (high margin solutions) for your product line

  • Provide pipeline reporting to vendor/sales, top deals, consult w/reps on attach

  • Execute customer satisfaction surveys, if required (e.g. Cisco)

50

E

Improve Communications, Relationships & OnX branding

  • Map and track vendor and OnX relationships

  • Help field improve field relationships. Support account planningCustomer success stories -- Ring the Bell

10

E

Effective Teamwork & Collaboration

  • Share/Leverage best practices across alliance team

  • Understand sales incentives and communicate to field

  • Manage escalations

  • Manage certifications

  • Manage registrations, measure approvals, expirations (w/inside sales)

  • Support Marketing Calendar

  • Understand vendor events, coordinate budget, objective, attendees, etc.

10

E

Team Leadership

  • Act as a focal point and leader for the Business Alliances team assisting the CTO & VP of Business Alliances

  • Facilitate weekly calls with the Business Alliances team making sure that the BA team is supporting the field for their assigned lines effectively

  • Ensure that proper effort and communication is occurring with Certification planning, participation in QBRs and business planning, support of key vendor and customer events and initiatives across the team

  • Summarize weekly calls, needs, and actions for CTO & VP of Business Alliances

  • Escalate any issues that require management support to CTO & VP of Business Alliances

10

E

Other duties as assigned.

n/a

Experience

  • Over 10 years of experience

Education

  • Four years of College resulting in a Bachelor's Degree or equivalent

Special Knowledge, Skills, and Abilities

  • Vendor relationship management

  • This role will be supporting our key alliances and will also require the ability to lead teams and gain buy-in for follow-up and collaboration

  • 10 years of sales and marketing experience with an assigned partner(s)

  • Proven experience in growing a solutions provider partner portfolio

  • Business plan build and execution

  • Self-starter/motivator as the position is multinational in nature and requires some travel

  • Ability to lead teams

  • Collaborative skills needed to work with Sales, Marketing, and technical departments

Supervisory Responsibilities

Manages subordinate supervisors/managers

CBTS is a wholly-owned subsidiary of Cincinnati Bell that serves enterprise and midmarket clients in all industries across the United States and Canada. From Unified Communications to Cloud Services and beyond, CBTS combines deep technical expertise with a full suite of flexible technology solutions that drive business outcomes, improve operational efficiency, mitigate risk, and reduce costs for its clients. We are focused on building and maintaining a diverse team of employees who are committed to delivering an outstanding customer experience. We call the communities we serve home and giving back to these communities is an important part of our culture. CBTS offers an amazing Employee Volunteer Program, Employee Resource Groups, and organized corporate community service events that further strengthen our community relationships.

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, national origin, ancestry, age, disability, religion, sex, sexual orientation, gender identity, gender expression, protected veteran, military status or any other characteristic protected by law.

Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens will be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.

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