Business Development Manager

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!  

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 increase agent connections
• Help deliver content to agent community
• Run reports and analytics on viewership and response rates
• Monitor response and direct to team members or respond on behalf of the Indirect sales team
• Monitor critical events and posts from within the agent and partner community
• Monitor partner communications about Brightspeed

WHAT IT TAKES TO CATCH OUR EYE:

• Bachelor's Degree in Business or related field
• 10+ years of relevant experience, preferably in the telecommunications industry
• Strong leadership and coalition building skills in a highly dynamic and fluid working environment; including cross-group collaboration, clear communications, and the ability to influence without direct control over product, sales, and customer success
• Maximize impact of the partnership and orchestrate engagement and alignment of resources invested in developing the partnership
• Strong knowledge of GTM models
• Demonstrated ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others
• Ability to thrive in a fast-paced, high-growth environment
• A keen sense of ownership, drive, and execution
• Prior experience working with GSI and technology partners go-to-market, services, and joint solution strategy desired
• The right person will be both strategic and tactical, possessing 10+ years of business development, strategic partnerships, account management, solution selling, or program/product management experience.
• Experience with managing partnerships (GTM, sales, or technical)
• Very strong written, oral, and social communication skills
• Strong customer orientation

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WHY JOIN US?

We aspire to contemporary ways of working.

Recognized as a Top Workplace by the Charlotte Observer, Brightspeed HQ is located on the 7th floor of the new Vantage South End - East Tower in Charlotte, NC. We prioritize hiring talent in the Charlotte area, whenever possible, to make it a truly vibrant destination for our hybrid workforce. At Brightspeed, we have roles that are designated as remote, hybrid, office or field-based, depending on the position, business needs and individual circumstances. We also invest in technology that enables our entire team to stay connected. Why? Because Brightspeed recognizes the value of finding the best talent for the job, wherever they may be.

We offer competitive compensation and comprehensive benefits.

Our benefits and paid time off programs reflect our underlying belief in promoting overall wellness through physical, emotional and financial health. Brightspeed offers a comprehensive benefit program, including competitive medical, dental, vision, and life insurance; an employee assistance program; a 401K plan with company match and a host of voluntary benefits. 

Inclusion and belonging are at the center of our grounding belief in Being Real. 

When we bring our authentic selves to work, everyone is better as a result. A diverse team helps us be fierce advocates for more accessible, inclusive and high-quality internet, because we believe doing so promotes equity in the communities we serve.

Brightspeed is an Equal Opportunity Employer that is committed to inclusion of all qualified individuals, including individuals with a disability/veterans. If you require reasonable accommodation to complete a job application or to otherwise participate in the hiring process, please contact [email protected] to initiate the accommodations process. 

For all applicants, please take a moment to review our Privacy Notices:  

• Brightspeed’s Privacy Notice for California Residents
• Brightspeed’s Privacy Notice