Senior Business Alliance Manager

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 

Ø  Success 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)

Ø  Tenure and maturity in Technology Industry and depth and breadth of Industry Relationships

Duties and Responsibilities

Ø  Responsibility for overall relationship and performance of the assigned product set (i.e. IBM, HPE, and Oracle etc.)

Ø  Ownership of the vendor partnership between OEM Partner and CBTS/OnX

Ø  Engaging the CBTS/ONX Sales leadership team to build the strategy for the OEM Partner plan

Ø  Developing and executing on growth initiatives, interfacing with OEM Partner, CBTS/OnX Marketing, Solutions Architects and Sales Teams

Ø  Working with Practice Principal(s) to ensure OEM Partner certification and training requirements are met

Ø  Driving initiatives to support the two main accountabilities (revenue growth and profitability)

Ø  Jointly architecting, managing, and regularly reviewing the OEM Partner business plan(s)

Ø  Organizing Quarterly Business Reviews [QBR], internally with CBTS/OnX and also with OEM Partners, that track performance, manage expectations and review achievements

Ø  Scheduling regular cadence pipeline reviews with OEM Partner to identify and support client opportunities and sales performance

Improve Communications, Relationships & CBTS/OnX Branding

Ø  Fully understand OEM Partner offerings, programs and rebate structure

Ø  Architect and execute business plans and measure impact during QBRs

Ø  Work 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.

Ø  Work with Practice Principal(s), marketing, solution architects, and sales owners to execute

Ø  Attend and participate in Regional QBRs, within travel guidelines

Ø  ID and manage investment plans to gain incremental funding to support strategic initiatives

Ø  Correlate information for OEM Partner rebates forecast (dashboard)

Ø  Drive software and services (high-margin solutions) for assigned product line(s)

Ø  Provide pipeline reporting to OEM Partner/sales, ID top deals, consult w/Sales Teams on attach programs (products and services)

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

Ø  Map and track OEM Partner and CBTS/OnX relationships (heat mapping) by region/territory

Ø  Assist with CBTS/OnX field teams to establish and improve OEM Partner field relationships and promote regional/local account planning

Ø  Encourage and contribute to customer success stories – Case Studies, CBTS Win Reports

Effective Teamwork & Collaboration

Ø  Understand and co-manage OEM Partner events, coordinate budget, objective, attendees, etc. 

Ø  Share/Leverage best practices across Business Alliance and CBTS/OnX Practice Teams

Ø  Collect, sort and compress relevant OEM Partner News, Promotions, Sales Incentives etc. and communicate updates via email on a regular schedule  [bi-weekly/monthly]

Ø  Manage and track OEM Partner certifications and impact to Partner status and associated pricing model(s)

Ø  Assist CBTS/OnX Sales and Sales Operations with registration and supply chain escalations, measure approvals rates and expirations

Ø  Support 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.