Business Development Manager

Company Description

At Brightspeed, we are reimagining how people live, work, play and connect by providing fast, reliable internet connections and an awesome customer experience in twenty states throughout the Midwest and South.

Backed by funds managed by Apollo Global Management, our vision is to accelerate the upgrade of copper to fiber optic technologies, bringing faster and more reliable internet service to many rural markets traditionally underserved by broadband providers, while delivering best-in-class customer experience.  

Be a part of the team that will make this vision a reality….designing and building a world class fiber network and creating a customer experience second to none.

Check us out on the web!  

Job Description

As a Business Development Manager, your responsibilities will include:

Segmentation, Targeting and Positioning

• Product / Market Fit customer, channel, and partner
• Define targeted solutions, offers, compensation, contracts, and reporting
• Develop or confirm volume forecast assumptions by segment
• Work with Marketing, Sales Ops and Finance on business case if needed
• Utilize “voice of the partner” to develop and position solutions and programs

Solution Design and Development

• Confirm and refine concepts from joint planning and engagement workshop
• Co-create solution; engage with partner
• Work with engineers, architects, product, offer management, and support
• Work with Finance to develop business case assumptions
• Identify and implement betas or ICBs, assess and refine prototype
• Rollout repeatable solution

Sales Enablement and Tools

• Develop programs, playbooks, plays and M&Ps
• Develop incentives – Concept development, business case, review and approval, implementation, claims, audit, payout
• Partner onboarding – Basic training, M&Ps, Brightspeed positioning
  • Partner enablement to ensure sustainable and substantial sales volume
• Product and program launch readiness – Product readiness, systems readiness, partner training, sales ops readiness, direct sales team, and partners
• Sales effectiveness – measurement, assessment, and prescriptive fix
• Integrate partner Experience – Ensure partner programs, content, GTM and tools are designed from partner perspective, not just versions of direct tools
• Partner self-service and systems access – Agile development, UX betas and friendly’s, rollout and communication, adoption and usage, measurement
• Guide sales tools – Systems instantiation, credentials, adoption and usage, measurement
• Drive APIs – Work with product and IT to deliver and manage APIs that provide partners with pre-sales, sales, post sales and customer lifecycle information. As well as information for the partner lifecycle such as results and commissions statements

Go To Market Implementation

• Align with companywide initiatives and launches
• Develop partner STP – Segmentation, targeting and positioning
• Account for end-to-end partner experience and process implications; determine GTM readiness Go/No Go
• Develop sales objectives, support resources, program costs and budgets and measurement plan
• Guide partner communications and training
• If channel integrated selling is important ensure direct sales teams are included as well

Measurement and Effectiveness

• Develop the annual and quarterly planning and forecasting, sales revenue, retention/churn, expense
• Identify baseline, objectives and stretch or gap analysis
• Conduct assessments, diagnostics, prescriptive recommendations
• Deliver information in a way that is easily consumed, understood, and utilized
  • Reports, reporting tools and dashboards
• Prepare for partner and customer quarterly and periodic reviews

Partner Relationship Management

• Maintain a roster or database of each partner’s key stakeholders
• Develop partner listen posts: advisory council; focus groups and one-on-one; Net Promoter Survey; including case follow up
• Conduct assessments, diagnostics, prescriptive recommendations
• Understand the partner lifecycle and develop programs to address portions of that lifecycle – moments of truth, LBGUPS, journey mapping
• Partner enablement from on boarding to a sustainable and substantial sales volume
• Partner contract management including master service agreements, addendums, ROE, compensation and incentives

Social Media/LinkedIn

• Work with the Indirect sales team to build target profile of agents
• Develop agent messages and