Director, Commercial Strategy for New Business Incubation
- Washington, DC, United States
- Full-Time Strategy
- Job # 556594
- Date posted - 2021-04-27
When you join Verizon
Verizon is a leading provider of technology, communications, information and entertainment products, transforming the way we connect across the globe. We’re a diverse network of people driven by our ambition and united in our shared purpose to shape a better future. Here, we have the ability to learn and grow at the speed of technology, and the space to create within every role. Together, we are moving the world forward – and you can too. Dream it. Build it. Do it here.
What you’ll be doing...
As the Director of Commercial Strategy for New Business Incubation (NBI), you will lead all strategy and execution of commercial operations at Verizon NBI. You will have four primary areas of responsibility: Team & Executive Leadership, Commercial Strategy, Ecosystem Development, and Future Proofing our commercial operations for existing and new products. You’ll be a member of the Executive Team and will play a key role in scaling commercial teams and preparing the company for the next stage of growth. You will report directly to the VP of NBI.
The Director will be the driving force behind the commercial sales and marketing capability of NBI, which will, in turn, dramatically expand Verizon’s 5G network to power the orchestration of autonomous ecosystems. Specifically, the Director will carry the overall revenue target of the NBI organization with direct leadership over Strategic Accounts, Professional Services, Channel, Sales Operations, International Sales, Marketing and Communications. The Director will lead through strategy implementation and influence the External Sales and Customer Success organizations embedded within the respective Service Lines of NBI (Robotics, Virtual Worlds, IoT, etc).
Responsibilities
Team Leadership
Lead and scale NBI’s Commercial teams for the next phase of growth, including the post-merger integration of ongoing investments
Align the diverse commercial divisions within NBI to execute a unified strategy designed to enable the NBI business strategy
Coach and mentor various team members outside of direct reports throughout organization
Build trusting relationships with the Business Leaders, the rest of the senior leadership team, and key stakeholders
Foster a culture of collaboration, accountability, and inclusivity that helps maximize productivity and professional growth for sellers. Facilitate communication across the department by leading all-hands and sub-department leadership meetings.
Represent NBI at conferences and within Verizon as a thought-leader and at executive level customer engagements
Commercial Strategy
Lead the strategy, planning, and execution of the commercial roadmaps (sales targets, compensation plans, marketing footprint, global trade body involvement, trade shows, etc), as part of a unified strategy, for NBI’s existing product groups: Autonomous Mobile Robots, Digital Space Management, Location Services, Drone Flight and Fleet Management and Adaptive Manufacturing.
Evolve the commercial architecture (partner, channel, direct, compensation plans) to enable high-speed expansion of NBI’s products to properly balance the success of the long-term business strategy with near-term objectives
Establish a suite of strategic partners across NBI, and bridge to relevant Verizon parties, to power next-generation solution sales that include 2+ service line solutions led by a Professional Services organization
Define internal alignment with select Verizon teams to ensure a well-rounded go to market plan that utilizes Verizon as a potential channel for sales
Develop strategic plans and set timelines for evaluation, development, and deployment of all commercial decisions and strategy
Ensure the proper performance and financial efficiency of our commercial organization
Lead due diligence activities in support of M&A initiatives, maximizing the strategic benefits and minimizing risks of acquisitions as they contribute to the NBI Strategy
Process & Methodology
Review and optimize commercial development processes to ensure consistent and predictable delivery of revenue
Track and report on GTM metrics
Lead capacity and planning activities
Preparing, presenting, and managing annual budgets for departmental hires, compensation and marketing costs, etc. to the management team for review and approval
Cross-Functional Collaboration
Drive alignment with the executive team on sales and marketing prioritization and large customer engagements
Ensure a close partnership with the product team to collectively bring high-quality software to customers in accordance with customer pain points, requirements, quality standards, and timelines
Work closely with our service line leads to promote our products to existing and new customers and markets
What we’re looking for...
Experience
15+ years of experience as a software sales leader
10+ years of experience managing cross-functional resources in a geo-distributed environment; international experience a plus
10+ years of experience in one or more of the following technology domains: robotics, geo-spatial, IoT (IIoT a plus), and/or factory automation
Experience in a highly dynamic, fast-paced environment
Team Leadership
Proven ability to lead and inspire a software sales and marketing team
Scaled sales teams to 50+ members with 100%+ YoY returns
Driven strategy development and implemented new sales models including ecosystem development and channel strategies
Managed performance review cycles and delivery reviews; managed and mentored both senior team members and non-direct reports
Experience managing geo-distributed teams with full-time remote employees
Played an impactful role on company leadership teams
Past experience driving collaboration between Engineering and Product Leadership (VP/Director) to build a strong team culture (people management/mentorship, understanding delivery processes, hiring, etc.)
Other
Deep experience public speaking
Solid understanding of AI, ML, DL, and big data
Master collaborator and persuasive communicator
Self-motivated and personable
Experience promoting software innovations with leaders at large tech companies
Past experience as a CRO at a successful start-up or fast-paced, innovative SMB
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. At Verizon, we know that diversity makes us stronger. We are committed to a collaborative, inclusive environment that encourages authenticity and fosters a sense of belonging. We strive for everyone to feel valued, connected, and empowered to reach their potential and contribute their best.Check out our diversity and inclusion page to learn more.
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