Senior Account Director - Hyperscaler Business Development/Program Man
Posted on: February 21, 2021
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,
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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
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
- 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
- Promote and position Lumen services and solutions through
direct and indirect existing contracts, new customer contracts, and
- Identifies, qualifies and develops a pipeline of strategic
opportunities and growth strategy to achieve annual new business
- 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
- 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
--- 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
--- Quantitative/analytical experience
--- Project management experience, including multitasking to lead
and execute multiple projects in parallel
--- 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
--- Strong analytical, financial acumen and communication skills
with the ability to influence across non-direct reporting
--- Ability to translate ideas into clear, high impact
--- 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
- Possess exceptional written/verbal communications skills,
presentation skills, organizational time management skills, and
display a strong customer-facing, sales and marketing, and
- 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
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
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