What you’ll be doing...

Partnering cross-functionally to establish, implement, and exercise best practices for creating, pricing, negotiating and structuring business to enable Verizon Enterprise Solutions (VES) to maximize revenue on individual transactions with broader scope.

This includes activities involving the collaboration with the Verizon sales teams such as:

  • Creating and presenting customer facing ROI’s and value proposals
  • Negotiating business terms with customers and alliance partners and assisting the VES teams to close select strategic deals(non GID/CID)
  • Establishing internal business cases and obtaining needed approvals for competitive pricing requirements

Key responsibilities include:

  • Increasing revenue impact on each transaction
  • Assisting Verizon teams with negotiating contract and business terms with Verizon Customers and Alliance Partners
  • Bringing strategic thought leadership to executive management on offer development
  • Synchronizing the defend/renewal process with new product sales teams
  • Forming strong working bonds with internal VES team members to become their trusted partner
  • Engaging with the field sales teams on select strategic sales opportunities and assisting them with:
    • Establishing discovery questions to answer with their customers
    • Developing customer facing BAU’s, ROI’s, and Value Proposals
    • Meeting with partners and customers to assist the sales teams on the above
    • Engaging with PCM and EMR pre-calls to assist with developing and presenting complex deal structures and business cases
    • Closing the loop on flow down terms with customers to match commitments with vendor agreements
    • Lead the pursuit/opportunity as required
  • Continuing to exercise, train, and assist the field sales teams and solutions specialists to adopt the essential steps and best practices for developing BAU’s, ROI’s, and Value Proposals
    • Coach solution specialists and sales teams on process and methodology above
  • Collaborating and coordinating with the VES cross functional teams to create and update tools and content for successful deal pursuit best practices and training the VES teams on the same
    • Identify, prioritize, and build out deal playbooks and training materials as needed for VES sales organization
    • Create and update tools for the field teams to simplify and standardize on for BAU’s, ROI’s, Value proposals, and other financial analysis needs
    • Update and enhance existing processes for estimating, sharing, adjusting, and validating critical information
    • Establish standard methodology to communicate complex deal structures to internal VES teams
  • Develop and implement internal process to enable a “deal desk team” to determine competitive pricing needed to win new business based on historical and current pricing for won deals and pending bids for Specialist Towers and Network
  • Cross functional teams to partner with include: the sales executive directors; managing directors; senior managers; senior solution specialists; product marketing managers; managing client partners; deal desk; executive pricing directors; and the PCM teams

Expected benefits and deliverables:

  • Maximize revenue on transactions
  • Close bigger and better quality deals for VES
  • Increase close rates
  • Eliminate costly mistakes through best practices
  • Ensure early engagement with partners
  • Streamline and accelerate the sales process and deal velocity
  • Address common challenges
  • Enhance communication amongst VES teams
  • Improve the customer experience
  • Articulate client business value with consultative selling approaches
  • Understand the delivery implications of consulting opportunities and sell solutions that Verizon Business can deliver
  • Assist with developing proposals and oral presentations
  • Work in a highly ambiguous, dynamic environment with a proven ability to balance competing demands and priorities as well as operate independently while building a successful sales pipeline/channel
  • Team with Verizon colleagues and vendors to develop creative solutions
  • Promote cross-brand solutions to promote the overall Verizon Business portfolio requiring an understanding of Wireline and Wireless offerings.
  • Understand key partner and competitor offerings which overlap the VES solution space

What we’re looking for...

Ideally you have:

  • A 4 year degree or equivalent work experience.
  • 10+ years successful strategic solutions and/or systems integration sales experience.
  • 5+ years sales leadership experience.

Even better if you have:

  • Ability to manage, lead and influence others outside of your department.
  • Success in working in a highly ambiguous, dynamic environment with a proven ability to balance competing demands and priorities as well as operate independently while building a successful sales pipeline/channel
  • Proven track record of exceeding annual revenue plan.

When you join Verizon...

You’ll be doing work that matters alongside other talented people, transforming the way people, businesses and things connect with each other. Beyond powering America’s fastest and most reliable network, we’re leading the way in broadband, cloud and security solutions, Internet of Things and innovating in areas such as, video entertainment. Of course, we will offer you great pay and benefits, but we’re about more than that. Verizon is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Verizon.

Equal Employment Opportunity

We're proud to be an equal opportunity employer- and celebrate our employees' differences,including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, and Veteran status. Different makes us better.