Senior Manager, Strategic Partnerships, Hyperscalers, DC & Software

 

Why this job matters

 

The role is flexible to be considered to be based in Dallas or other cities in US.

 

Our partners are key for BT International becoming more relevant to our clients, and hence scaling up our strategic platforms. Scale is essential to provide highly resilient platforms clients can trust.

As part of International we have created a new function, Strategic Partnerships & Marketing, to unlock potential with our partners and improve speed to market from joint value proposition identification to volume sales.

This role is critical to define and drive our relationship with our Hyperscalers (eg. Google, AWS, Microsoft), DC (eg. Equinix, Digital Realty) and Software (eg. SAP, ServiceNow) partners both commercially in year as well as strengthening our longer term strategic relationship. These partnerships are identified as critical to the success of BT International.

This role owns our commercial target for associated revenues and our engagemet model with these partners. This is a senior role advising Senior BT Executives on the ecosystems opportunities and representing BT views to the leadership of these partners. This role is responsible to lead a team dedicated to growing value with between 1-5 direct reports and influencing a much broader set of stakeholers within the strategy, technology, product, commercial and sales functions.

 

What you’ll be doing – your accountabilities

 

1. Create and execute our disruptive joint partnership plan with the proposed ecosystem area: driving partners alignment to strategic objectives, identifying winning business models and activating the plan within our channels.

2. Lead partnership prioritisation, identification of the most promising joint value propositions, drive them to launch and to successful commercialisation.

3. Governance with regular engagement and alignment with senior partner stakeholders to optimise relational exchange and maximise the efficiency of value creation.

3. Define joint value propositions; create break through opportunities from strong knowledge of our partners and the industries in which they operate.

4. Proactively manage our commercial partnership including monitoring and reporting progress on the delivery of partnership plan and optimisation of programmes, rebate targets and cost transformation.

5. Input to Procurement’s negotiation of new contracts and ensure this delivers on our partnership strategy

6. Manage Executive reporting and performance reviews, e.g. QBRs and ensure BT Senior Leaership maintain relationships effectively

7. Brief and advise Senior BT Executives on Partner strategies and future programmes in support of clear business objectives.

8. Identify key issues impacting the success of the joint revenue ambition, implement action plans for timely resolution.

9. Lead complex multi-level relationships, escalations and stakeholder expectations with a drive to obtain mutually beneficial business outcomes.

 

The skills you’ll need to succeed

 

SKILLS:

• Ability to become and behave as the expert and go to person for partner capabilities, culture, vision, strategic direction and ways of working

• Ability to think strategically about the partner relationship, input to high level BT strategy for partnerships, as well as to execute said strategy on a day to day basis

• Excellent relationship building ability across internal and external stakeholders

• Excellent multi-level stakeholder management

• Strong awareness of BT tech, associated markets, partners and competitors

 

EXPERIENCE:

• Big complex partnership, sales, deal or vendor management roles

• Experience working with BT partners and customers

• Commercial negotiation and management

• Background in Sales, Marketing or Partner Management

• Track record of successful disruptive new business generation

• Experience working with BT partners preferably in Voice, Cloud or Security areas

 

About us

BT Group was the world’s first telco and our heritage in the sector is unri