Account Director II-Sales Development

The Role

The Account Director II (Sales Development) is responsible for growing Channel revenue via the leadership of expanding and improving the Partner Channel externally into markets and internally with Lumen’s policies, processes, and tools or those created uniquely for the Partner Channel. This role is responsible for developing and implementing Go-To-Market strategies for identifying, recruiting and establishing an effective onboarding framework for Next Gen partners and setting them up to successfully sell strategic Lumen solutions. These are primarily C-Level senior executive engagements and business strategy and alliance commitments.

The Main Responsibilities

• Responsible for New Partner Relations establishment, Business development, and Strategy Management.
• Business Development; Responsible for creating, developing, and executing to joint business plan with new Strategic Partner(s) to target market segments and ensure it is in-line with Lumen’s strategic direction.
• Enables Partner understanding of solutions, value equations and performance-based programs
• Devises streamlined contractual opportunities for new routes to market with key stakeholder teams. Provides oversight to CIE partnership with Direct.
• Enable the new partner experience creating awareness of Channel methods, programs, and guidelines.
• Driving and engaging all elements of Lumen’s businesses that interface with these key partners.
• Collaborating with internal and partner stakeholders to understand where our businesses are going and to develop long-term roadmaps for growth.
• Managing Lumen’s executive relationships & touchpoints with our partners to align on strategic priorities and unlock sponsorship for deep collaboration and co-innovation.
• Driving consistent processes and governance to enhance strategic partner communication, decision making, and outcomes.
• Driving strategic partnership opportunities that leverage our core competencies as a global leader in Networking and Connectivity and expand our revenue streams into new and exciting spaces.
• Focus on driving key initiatives in creating joint go-to-market roadmaps and implement partner strategies that enable co-development, co-investment, and joint pursuit initiatives.
• Support the implementation of key strategies to engage business leaders throughout the partner lifecycle, enhance visibility of the partnership network, and drive growth in the firm’s value proposition.
• Analyze, negotiate, and execute the full spectrum of deals that will help the firm accelerate its development of world-class capabilities and solutions with partners.
• Engage the partner’s field sales organization, channels, and end customers to create and drive revenue opportunities
• Leadership of expanding and improving the Partner Channel externally into markets and internally with Lumen’s policies, processes, and tools or those created uniquely for the Partner Channel
• Working with cross functional teams to create and execute a strategic partner plan, inclusive of technical enablement, business model development, and marketing and sales initiatives on solutions that meet the customer needs with measurable ROI

Driving New Partner Growth:

• Developing, communicating, building support for, and implementing business strategies, plans, and practices
• Analyzing cost and forecasts and incorporating them into business plans
• Determining and supporting resource requirements
• Evaluating operational processes
• Measuring outcomes to ensure desired results
• Identifying and capitalizing on improvement opportunities
• Promoting a customer environment, demonstrating adaptability, and sponsoring continuous learning.

Building strategic relationships:

• Maximize relationships with new accounts.
• Understanding, and evaluating their products and capabilities and negotiating deals that incentivize investment and growth.
• Build internal partnerships and support your business partner’s goals.
• Operating with excellence; Set an example in managing to KPIs, delivering excellence, presenting at all levels, and developing yourself and others.

What We Look For in a Candidate

What to Expect Next