United States onlyCBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.
Mission Statement: “A team of business development leaders who are focused on growing the CBTS/OnX business, both revenue and profitability, for their assigned business partner(s) globally. We work closely with CBTS/OnX Marketing and Solutions Architects to execute growth plans for our customers, the CBTS/OnX sales teams.”
We support the CBTS/OnX Sales Teams, Clients, and OEM Business Partners.
Requirements to be Considered for Senior Business Alliance Manager
ØSuccess in Business Alliance Manager role as evidenced by Employee Performance Reviews or number of years in a Business Alliance role (i.e. service years, with another employer)
ØTenure and maturity in Technology Industry and depth and breadth of Industry Relationships
Duties andResponsibilities
ØResponsibility for overall relationship and performance of the assigned product set (i.e. IBM, HPE, and Oracle etc.)
ØOwnership of the vendor partnership between OEM Partner and CBTS/OnX
ØEngaging the CBTS/ONX Sales leadership team to build the strategy for the OEM Partner plan
ØDeveloping and executing on growth initiatives, interfacing with OEM Partner, CBTS/OnX Marketing, Solutions Architects and Sales Teams
ØWorking with Practice Principal(s) to ensure OEM Partner certification and training requirements are met
ØDriving initiatives to support the two main accountabilities (revenue growth and profitability)
ØJointly architecting, managing, and regularly reviewing the OEM Partner business plan(s)
ØOrganizing Quarterly Business Reviews [QBR], internally with CBTS/OnX and also with OEM Partners, that track performance, manage expectations and review achievements
ØScheduling regular cadence pipeline reviews with OEM Partner to identify and support client opportunities and sales performance
Improve Communications, Relationships & CBTS/OnX Branding
ØFully understand OEM Partner offerings, programs and rebate structure
ØArchitect and execute business plans and measure impact during QBRs
ØWork with each Sales Leader to understand growth plans for their area of responsibility, consult on how OEM Partner offerings map, ID gaps, determine what plans to execute – training, events, demand gen, etc.
ØWork with Practice Principal(s), marketing, solution architects, and sales owners to execute
ØAttend and participate in Regional QBRs, within travel guidelines
ØID and manage investment plans to gain incremental funding to support strategic initiatives
ØCorrelate information for OEM Partner rebates forecast (dashboard)
ØDrive software and services (high-margin solutions) for assigned product line(s)
ØProvide pipeline reporting to OEM Partner/sales, ID top deals, consult w/Sales Teams on attach programs (products and services)
ØExecute customer satisfaction surveys, if required (e.g. Cisco)
ØMap and track OEM Partner and CBTS/OnX relationships (heat mapping) by region/territory
ØAssist with CBTS/OnX field teams to establish and improve OEM Partner field relationships and promote regional/local account planning
ØEncourage and contribute to customer success stories – Case Studies, CBTS Win Reports
Effective Teamwork & Collaboration
ØUnderstand and co-manage OEM Partner events, coordinate budget, objective, attendees, etc.
ØShare/Leverage best practices across Business Alliance and CBTS/OnX Practice Teams
ØCollect, sort and compress relevant OEM Partner News, Promotions, Sales Incentives etc. and communicate updates via email on a regular schedule [bi-weekly/monthly]
ØManage and track OEM Partner certifications and impact to Partner status and associated pricing model(s)
ØAssist CBTS/OnX Sales and Sales Operations with registration and supply chain escalations, measure approvals rates and expirations
ØSupport and coordinate with CBTS/OnX Marketing Calendar
Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.
