About the role
Strategic engagement identification and development Proactively identifies and determines high-impact parties to partner with/sell to through orchestrating a customer assessment of their current needs and defining a value proposition to meet those needs. Evaluates opportunities and leads overall planning in cooperation with various internal functions in region and HQ (e.g., field sales, industry and solution specialists, partner development org) to identify and prioritize goals and objectives for an achievable target. Orchestrates end-to-end functional thinking and discussions to design and drive customer strategic deals for a commercial strategic framework that are aligned with business objectives and customer current state and needs at an appropriate motion and cadence in cooperation with customers. Oversees that strategic deals incorporate relevant market factors (e.g., competitive, economic, industry specific) to drive optimal results and return on investment. Ensures prospective pipelines and opportunities are built into deals across customers. Empowers a strong customer presence through a deep customer focus and strategic development, attracting and committing customers to the journey through the integration of customer feedback. Ensures information from prior engagements and learnings are integrated to build an improved strategy. Drives understanding of customer needs, gains internal customer alignment, and mobilizes partners to achieve the strategy. Facilitates the incorporation and feedback of other internal teams (e.g., product, engineering, finance, legal, sales, marketing) and executive-level leaders to help inform the strategy. Builds trusted advisor partnerships with executive-level leaders and managers, representing the organization to area/regional leadership. Contributes to developing continuous process improvements and in-flight changes through the review and analysis of performance for specific strategic plans. Contributes to continuously driving and improving on customer centricity, technological intensity, and process simplicity. Bachelor's Degree in Business, Finance, Computer Science, Engineering, or related field AND 6+ years experience in business development, management consulting, field sales, account management, sales operation, or marketing OR equivalent experience. 3+ years project leadership/management experience. 8+ years experience in a related business/ functional domain. 5+ years project leadership/management experience. 5+ years experience working in a matrixed organization, preferably in the technology industry. Master's Degree in Business Administration, Finance, Computer Science, Law, or related field AND 8+ years experience in business development, sales, consulting, or marketing OR equivalent experience.
