LOCATION: West Coast required; Bay Area or Los Angeles area preferred
THE COMPANY:
Our client is a world leader in consulting and information technology services. They successfully partner with Global 500
Companies to provide end-to-end business solutions that integrate business process improvements, application Development and integration and global sourcing of operations to deliver maximum business value in a fast and predictable way. The company has an outstanding reputation for customer and employee satisfaction and retention. Through this success they are changing the landscape in today’s competitive consulting world with their global delivery model.
RESPONSIBILITIES:
The company is seeking a senior level, strategic business development manager for its Communications, Media &
Entertainment Unit (CME). This individual would have significant experience in, and a deep understanding of the key trends and business and technology requirements of the global CME industry, and ideally come with a substantial list of
relationships with existing and potential CME alliance partners. The successful candidate will demonstrate the ability to enable the company to generate revenues through the nurturing and management of mutually beneficial alliance relationships.
•Responsible for helping to develop and grow CME business through partner alliances within the context of media & entertainment service and solutions offerings and consulting and delivery capabilities.
•Growing the CME business unit by managing alliances and engaging at a senior management, key influencer and field level to achieve results outlined in an alliance plan
•Structuring and managing the CME partnership and alliance program
•Building and growing alliance relationships through creation of a comprehensive alliance go-to- market plan for each key alliance partner
• Experience selling with alliance partners into the media & entertainment segment with experience with traditional wireline, wireless/mobile operators and/or cable television multiple system operators (MSOs) a plus
•Working with solutions teams to define alliance requirements and objectives for each solution
•Participate actively in developing new alliance partnerships to help drive revenues for solutions and service line capabilities
•Manage the company’s participation in key alliance partner events and summits
•Ensure senior management alignment on company alliance partners, including the development of joint selling value propositions
•Manage field engagements with alliance partners concentrating on the western region of North America
•Manage all paperwork and contracts relating to new and existing alliance partnerships including non-disclosure agreements, teaming agreements, etc
•Develop and manage alliance business cases for the CME business unit
•Ability to deliver results while working closely with client-facing engagement managers and business development managers. Ability to work closely within a matrixed organization with teams from consulting, solutions and delivery
•Candidate will have strong relationships and be very comfortable selling software and services-based solutions and must be able to build the right alliance relationships required to sell complex client solutions.
QUALIFICATIONS:
•10+ years of professional services sales experience
•5+ years of progressively senior experience working within the media and entertainment industry
•Proven alliance-driven sales track record within the media & entertainment industry, with experience positioning and selling $1M+ complex solutions to communications service providers in North America.
•Professional services direct sales or account management expertise required; alliance driven sales experience preferred
•Must have high-level analytical and strategic understanding of global (or regional) market and technology trends and be able to effectively communicate solution value propositions to new and existing clients and prospects
•Solid understanding of the key trends & business & technical requirements of the global telecom services and media & entertainment industry.
•Experience managing field engagements with alliance partners
•Knowledge of or relationships with the targeted media & entertainment partners a plus -these include: Microsoft, IBM, Oracle, SAP Artesia, Digimarc, Xytech, Maven, Equilibrium, Fast and Rapt
•Minimum bachelors degree, advanced degree preferred
•Strong sales track record
•Ability to develop alliance value propositions and set/manage partner expectations
•Travel up to 50%
COMPENSATION:
Base + bonus
CONTACT:
xxxxxxxxx@xxxxxxxxx.xxx
ABOUT DNL GLOBAL, INC:
DNL Global is the leading recruitment firm in the global services industry. Our expertise is in identifying, screening and recruiting mid-to-executive level managers for the buyers, providers and advisors of global outsourcing services. We are committed to servicing companies in this industry and the professionals that make them successful. The DNL Global team aims to connect passionate, globally minded candidates with driven companies seeking "global leader |
