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

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

Cupertino, California, United States Sales and Business Development

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.

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 Q  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

• 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

• 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

At Apple, base pay is one part of our total compensation package and is determined within a range. This provides the opportunity to progress as you grow and develop within a role. The base pay range for this role is between $149,700 and $225,600, and your base pay will depend on your skills, qualifications, experience, and location.

• Apple employees also have the opportunity to become an Apple shareholder through participation in Apple’s discretionary employee stock programs. Apple employees are eligible for discretionary restricted stock unit awards, and can purchase Apple stock at a discount if voluntarily participating in Apple’s Employee Stock Purchase Plan.
• Comprehensive medical and dental coverage
• retirement benefits
• a range of discounted products and free services
• reimbursement for certain educational expenses — including tuition
• discretionary bonuses or commission payments as well as relocation

Learn more about Apple Benefits

Note:

Apple benefit, compensation and employee stock programs are…