Business Development & Strategy — US Carrier Channel, Enterprise & Government

Summary

Drive strategic planning and execution for Apple’s carrier channel partnerships across the Enterprise and Government segment. This role shapes how Apple products reach large organizations through carrier partners, translating market insights and commercial frameworks into actionable go-to-market strategies that accelerate growth.

Description

Develop and refine the carrier channel strategy for Enterprise and Government customers, identifying whitespace opportunities and competitive positioning
Build business cases and financial models to evaluate new channel initiatives, pricing structures, and partner incentive programs
Lead custom deal pricing strategy for large institutional accounts — designing bespoke commercial constructs, navigating exception pricing approvals, and structuring volume/commitment-based frameworks with carrier partners
Partner cross-functionally with Sales, Finance, Marketing, and Operations to align on segment priorities and execute against quarterly and annual plans
Analyze sell-through data, market trends, and competitive intelligence to inform strategic recommendations for carrier account teams
Design frameworks for partner performance measurement, including KPIs, scorecards, and QBR materials
Support deal structuring and commercial negotiations with carrier partners for large Enterprise and Government opportunities
Identify and remove friction in the carrier channel experience for institutional buyers (procurement, deployment, lifecycle management)
Present strategic recommendations to senior leadership with clear narratives backed by data

Preferred Qualifications

Deep familiarity with carrier enterprise programs, including volume discount tiers, device financing structures, and managed mobility offerings
Experience with government contracting vehicles (GSA, SEWP, BPAs) or public sector procurement processes
Prior work in technology hardware/services sales strategy
Experience with Salesforce, Tableau, or similar BI/CRM platforms
Track record of launching or scaling channel programs

Minimum Qualifications

8+ years in sales strategy, channel strategy, business development, or management consulting
Experience working at or directly with a major carrier/telco (e.g., AT&T, Verizon, T-Mobile) — particularly within their enterprise or business sales organizations
Demonstrated experience in custom deal pricing, rate plan design, or bespoke commercial constructs for large accounts; understanding of carrier quoting workflows and exception pricing processes
Strong business acumen — ability to connect commercial decisions to P&L impact, understand unit economics, and evaluate trade-offs across revenue, margin, and market share
Strong analytical skills — comfortable building models, synthesizing large datasets, and drawing actionable conclusions
Ability to influence without authority across matrixed organizations
Excellent communication skills; can distill complexity into clear executive-level narratives
Bachelor’s degree required; MBA or equivalent experience preferred