Director, Business Development and Partnerships

Waltham, USA

Join Netcracker Technology, a wholly owned subsidiary of NEC Corporation, to work for a forward-looking software company, offering mission-critical solutions to service providers around the globe. Our comprehensive portfolio of software solutions and professional services enables large-scale digital transformations, unlocking the opportunities of the cloud, virtualization and the changing mobile ecosystem. With an unbroken service delivery track record of more than 20 years, our unique combination of technology, people and expertise helps companies transform their networks and enable better experiences for their customers.

Position Summary:

The Director, Business Development and Partnerships role is responsible for leading sales of Netcracker’s products, solutions, and services to both new and existing clients. They will be the Senior Netcracker Executive responsible for driving revenue from joint solutions and onboarding/maintaining new SDN/NFV partners into Netcracker’s ecosystem.

Major Duties & Responsibilities:

  • Responsible for identifying and advancing opportunities within assigned territory.
  • Developing and recommending strategic and tactical sales plans for assigned accounts.
  • Developing unique and differentiated value propositions for Netcracker prospects.
  • Collaborate with Sales Leadership and other stakeholders to develop successful sales strategies for each opportunity.
  • Qualifying opportunities based on their probability and potential value to Netcracker.
  • Responsible for identifying, developing, onboarding SDN/NFV partners globally and developing joint solutions.
  • Support multiple partners in the region as well as Netcracker sales teams in sales of joint SDN/NFV solutions.
  • The final point of accountability for the partner relationship management within Netcracker, supporting field engagement between partners and Netcracker sales teams
  • Lead the commercial negotiations with partners developing pricing models, legal framework contracts, and developing go-to-market plans in alignment with Netcracker finance, legal and sales.
  • Prepare and adjust as needed the partner on-boarding process.
  • Establish internal processes, marketing and sales enablement processes and methods to educate Netcracker Sales force with new joint solutions and push actively the sales of joint solutions into New or prospective customers
  • Develop, maintain and adjust internal training processes for continuous education of Netcracker sales force and other relevant professional groups within Netcracker as needed to establish autonomy in selling and delivering joint solutions.
  • The candidate would be accountable for day-to-day operations and resolving field engagement issues between Netcracker sales teams and Partners.
  • Identifies and develops third party business opportunities, taking due regard of Netcracker corporate relationships and nurture the relationships with chosen partners
  • Meets all HR requirements for Sales and Delivery personnel, such as their objectives, reviews, coaching and salary planning.
  • Maintains Netcracker standards of business conduct with respect to the customers and partners

Experience & Requirements

  • Demonstrated experience in identifying and winning multimillion dollar systems integration/technology solution deals and consistently meet or beat sales quotas
  • Creative ‘out of the box’ thinker that can identify innovative solutions and sales strategies to achieve differentiation for Netcracker
  • 7-10 years’ experience in developing and maintaining senior level relationships in Channels and Alliance sales
  • A definitive track record of customer-centric behavior
  • Proven track record of exceeding sales quotas and other revenue targets
  • Capable of working in a heavily-matrixed corporate environment
  • Polished and professional executive presence
  • Experience problem solver with strong analytical aptitude.
  • Exceptional oral and written presentation/communication skills in English.
    • Knowledge of other languages is a plus.
  • Experience working with global partners, establishing partner resale programs, and delivering partner sales.
  • Strong business acumen

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