IBM Power Business Development & Manager

Position Overview

As businesses digitally transform their infrastructure, deployment models are increasingly moving to hybrid cloud deployments through a combination of on-premises, public cloud, co-location and private cloud environments. Technology leaders are faced with the challenge of determining what applications run best in what environment and how these environments interact with each other. As data is shared across the organization and across these infrastructure estates, IT leaders are looking for help managing and deploying their infrastructure for hybrid & multi-cloud implementations.

At FNTS, we see our role as helping customers make informed decisions regarding platform and deployment models that best serve their business requirements.

IBM Power Systems is a best of breed offering heavily utilized by clients to run core enterprise applications like SAP, JD Edwards, Jack Henry, Oracle, etc. There are tens of thousands of these systems deployed worldwide. As clients seek new deployment models and consistent access to skills, FNTS is well positioned to help clients make decisions on this critical enterprise platform.

We are looking for a customer-obsessed Business Development Offering Manager to join our team of collaborative sales and engineering professionals. In this role, you will be responsible for leading the IBM i & AIX service line. This will include all deployment scenarios and managed service scenarios. Your primary objectives are to grow FNTS revenue and profit for the service offering, increase offering awareness in the marketplace, develop key sales and OEM partnerships, and work with the sales, pre-sales, and sales engineering team to engage clients and opportunities.

To reach our aggressive goals in this market, you are focused on the customer and business outcomes and have experience in building strong partnerships with sales and engineering teams to influence the client purchase and FNTS's service line offering. You will lead end to end across the service offering from marketing campaigns, to offering strategy, to partnerships, to field sales, to competitive positioning.

The key responsibilities are listed below.

• Accountable for key outcome metrics, including revenue growth, profit growth, and total offering performance.
• Monitors weekly and quarterly sales and operational metrics.
• Maintain a deep understanding of market dynamics, develop robust business plans, and enable offering Go To Market (GTM) readiness.
• Influence engineering on service offering roadmap to ensure competitiveness and meeting customer needs.
• Uses internal and external sources to develop market Points of View (POV), using primary (e.g. customers, prospects) and secondary research to maintain a robust outside-in perspective on market requirements.
• Articulate market dynamics to the broader sales and engineering teams. Gather market requirements to support design and validation of offering and recommend differentiation strategy and value proposition.
• Supports development of offering business plans (e.g. financial/resource capacity forecasting).
• Collaborates with sales and marketing on GTM and channel enablement plans.
• Develops and executes client prospecting and sales programs.
• Builds learning programs and sales enablement assets (i.e., sales battle cards).
• Works with finance and pricing to analyze offering performance, gaps, and opportunities.
• Drives win/loss data collection and analysis.

• Bachelor's Degree in Marketing, Computer Science, Business or related field AND 10+ years' sales, engineering, and consulting experience in a managed services setting.
• OR Master's Degree in Marketing, Computer Science, Business or related field
• Experience in relationship management with clients and/or business partners.

• Excellent communication skills, high degree of accountability, and willingness to take measured risks. Comfortable presenting to large and small audiences.
• Proven capability to deliver world class marketing content, including value proposition, evidence, blogs, whitepapers & presentations for identified scenarios, products/features and segments/audiences.
• Ability and passion to translate managed services and cloud concepts into a compelling story for customers that clearly articulates FNTS's value and differentiation.
• Proven capability to develop strong working relationships with customers, senior executives, engineering teams, OEM's, and sales partners.
• Strategic and creative thinker.
• Utilizes process to support development and maintenance of pipeline; prepares information for reporting to key stakeholders. Escalates to manager as needed.
• Driving high growth business, new product introduction with strong focus on establishing credibility in the market.
• Knowledge of, and/or use of, Cloud development tools, with a focus on administration, cost management, billing and invoicing, ecosystem development, and support.
• Researches…