Senior Account Director - Hyperscaler Business Development/Program Man

Company: Lumen
Location: Seattle
Posted on: February 21, 2021

Job Description:

About Lumen
Lumen is guided by our belief that humanity is at its best when technology advances the way we live and work. With 450,000 route fiber miles serving customers in more than 60 countries, we deliver the fastest, most secure global platform for applications and data to help businesses, government and communities deliver amazing experiences. Learn more about Lumen's network, edge cloud, security and communication and collaboration solutions and our purpose to further human progress through technology at news.lumen.com, LinkedIn: /lumentechnologies, Facebook: /lumentechnologies, and YouTube: /lumentechnologies.
The Role
The Business Development Account Director is accountable for developing and implementing the overall market penetration and growth strategy. They will work in close cooperation with internal and external teams to develop winning strategies and multiple strategic alternatives to solve customer problems through competitive positioning. Identifies potential teaming partners to enhance Lumen's value proposition.

The Hyperscaler team in Lumen is creating a new role, one that will act as the focal point consolidating all the interactions between all groups within Lumen and our Hyperscaler partners. We are looking for a New Horizons Director to partner with all the various teams working with the Hyperscalers with the aim of consolidating and tracking activity, monitoring progress and reporting out across our executive leadership.

Lumen has multi-faceted relationships with our Hyperscaler partners, including sell to, buy from, sell with, build with and customer success. This position will partner with all internal stakeholders to ensure we have one efficient and effective Rhythm of Business, that aggregate activity and communicates actions. The candidate must have an appreciation for the rhythm of the business between Lumen, the Platform for Amazing Things, and our partners. The successful candidate must have the ability to think strategically at a global level and effectively develop key processes, procedures and communications that facilitate business planning and execution. This position requires extensive cross-group coordination at all levels, strong financial acumen, excellent communication skills, and the ability to build compelling internal/external presentations and comprehensive business review materials.

Gain a firm comprehension of the customer's requirements, long term objectives, hot buttons, and effectively communicates those goals to the internal Lumen groups, to better meet the eventual SOW's (including product enhancements, pricing initiatives, and partnerships). Understand the strengths/weaknesses of our competitors in order to create/develop strategies that highlight strengths and mitigate weaknesses. Actively involved in executing responses to complex and challenging problems.

The Main Responsibilities

• Will be a valued member of the Hyperscaler Leadership Team. This individual will lead the Rhythm of the Business (RoB), and partner closely with the VP to develop the strategy, focus and execution of the various groups across Lumen. You will establish the Rhythm of the Business for the team, and work with all the specialist stakeholders to coordinate business processes and management control processes etc.
• Create a communication plan and execute VP's communications strategy and vehicles that support organizational strategic missions. Drive internal communications for team meetings and other internal communications at major milestones.
• Manage strategic initiatives and provide thought leadership. Identify issues that impede business group success and provide solutions/recommendations. Identify opportunities to create cross group collaboration and synergies. Orchestrate team design conversation and facilitate successful implementation of organizational plans. Demonstrate discretion and professionalism when working with the leadership team on sensitive business and organizational issues, manage ambiguity and propose workable solutions to challenging problems.
• Work closely with the VP, HR and leadership to identify, analyze and develop strategies to improve organizational health. Partner with HR to drive to orchestrate team trainings and brownbag series to contribute to ongoing development. Define, plan and drive cross-team process improvements (e.g., development of business plans). Elevate our partnership with Hyperscalers to ensure all our SLT is aware of the strategic importance of the relationship.
• Special Projects: Drive high-impact cross-team projects as needed to meet the changing business environment and ensure the team is achieving commitments.
• Actively participate in industry associations, facilitates agency/industry meetings for awareness of best practice solutions, and demonstrates value to Lumen through increased awareness, bid opportunities, and win effectiveness
• Contribute to scheduling of meetings for Lumen Executive Leadership with executives at assigned government organizations
• Develop and communicate prioritized list of strategic opportunities for target government organizations and briefs senior management on high dollar opportunities
• Develops and maintains milestones and metrics for presentation to management that measure the progress of strategic plans, projects, and programs against organizational goals and objectives
• Promote and position Lumen services and solutions through direct and indirect existing contracts, new customer contracts, and teaming opportunities
• Identifies, qualifies and develops a pipeline of strategic opportunities and growth strategy to achieve annual new business objectives
• Leads preparation of initial gate reviews and supports capture and proposal efforts throughout the opportunity lifecycle
• Penetrates target agencies/organizations as assigned and other supporting agencies/organizations to uncover longer term opportunities. Broadens and deepens existing customer relationships to gain strategic positioning, retain existing revenue, and attain additional business.
• Develops proposals for presentation to customers. Coordinates account resources with representatives from marketing, pre-sales engineering, and product management.
• Establishes trust, rapport and creditability with client organizations senior leadership and operational managersWhat We Look For in a Candidate
  Minimum Qualifications
  --- 12+ years of client facing experience in partner management, account management, or technical sales
  --- Experience developing working relationships and influence at all levels of management, internally and externally
  --- A mix of sales, business development, consulting, and product management experience
  --- Quantitative/analytical experience
  --- Project management experience, including multitasking to lead and execute multiple projects in parallel
  Preferred Qualifications
  --- Attention to detail, strong strategic execution.
  --- Success collaborating across multiple teams and levels.
  --- Proven track record in project and business management.
  --- Experience leading and executing projects in a complex organizational environment and work on several diverse projects simultaneously.
  --- Strong analytical, financial acumen and communication skills with the ability to influence across non-direct reporting teams.
  --- Ability to translate ideas into clear, high impact communications.
  --- Ability to accel in an ambiguous environment.
  • SLED telecommunications, carrier, hardware or network services sales/BD experience required within the last 12 months
  • Experience working within the SLED sector, with a minimum 5 years sales/business development experience calling on government/education organizations required
  • Extensive knowledge of wireline telecommunications technologies and recurring revenue business models
  • Knowledge of respective acquisition / procurement policies
  • Ability to articulate telecommunications competitors, landscape, and industry trends
  • Demonstrated success winning contracts and business in the government/education market place required
  • Track record of success developing business within specific agencies identified below
  • Strategic planning, account management, account planning (including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long range account management strategies) and proven contract negotiation skills required
  • Training in consultative sales techniques required
  • Ability to use Microsoft Word to create, edit, and share routine documents; Microsoft Excel spreadsheet package to organize, tabulate, and analyze data; and Microsoft PowerPoint to develop presentations
  • Possess exceptional written/verbal communications skills, presentation skills, organizational time management skills, and display a strong customer-facing, sales and marketing, and presentation skills
  • Ability to articulate the requirements for technical, contractual, commercial and management responses.
  • Self motivated and driven leader with a sense of urgency to stay in front of strategic opportunities.
  • Ability to travel nationally & internationally to customer facilities as required
  • Ability to obtain security clearnance; as neededWhat to Expect Next
    Based on your job application information you may be given the opportunity to complete an online assessment immediately after applying. Completion of the online assessment is a requirement in order to be considered for our open position. Now not a good time..... click apply for full job details

Keywords: Lumen, Seattle , Senior Account Director - Hyperscaler Business Development/Program Man, Executive , Seattle, Washington