IBM Power Business Development & Offering Manager

ABOUT FNTS

As a nationally recognized Cloud Service Provider, FNTS has a proven history guiding our customers through their cloud journey. FNTS has a passion for all things multi-cloud and provides flexible cloud solutions, with a continued focus on orchestrating agility, transparency and IT optimization for our customers, all while keeping cost containment top-of-mind. With an elevated security posture consisting of layered security solutions, FNTS specializes in partnering with customers in highly regulated and compliance-driven industries.

Our culture and our employees are the heart of our story - and we're committed to their success! Please see below the details of this career opportunity and how it fits into our organization's success.

Summary of the Job:

About This Role:

Position Overview

As businesses digitally transform their infrastructure, deployment models are increasingly moving to hybrid cloud deployments through a combination of on-premises, public cloud, co-location and private cloud environments. Technology leaders are faced with the challenge of determining what applications run best in what environment and how these environments interact with each other. As data is shared across the organization and across these infrastructure estates, IT leaders are looking for help managing and deploying their infrastructure for hybrid & multi-cloud implementations. At FNTS, we see our role as helping customers make informed decisions regarding platform and deployment models that best serve their business requirements.

IBM Power Systems is a best of breed offering heavily utilized by clients to run core enterprise applications like SAP, JD Edwards, Jack Henry, Oracle, etc..... There are tens of thousands of these systems deployed worldwide. As clients seek new deployment models and consistent access to skills, FNTS is well positioned to help clients make decisions on this critical enterprise platform.

We're looking for a customer-obsessed Business Development Offering Manager to join our team of collaborative sales and engineering professionals. In this role, you will be responsible for leading the IBM i & AIX service line. This will include all deployment scenarios and managed service scenarios.

Your primary objectives are to grow FNTS revenue and profit for the service offering, increase offering awareness in the marketplace, develop key sales and OEM partnerships, and work with the sales, pre-sales, and sales engineering team to engage clients and opportunities.
To reach our aggressive goals in this market, you are focused on the customer and business outcomes and have experience in building strong partnerships with sales and engineering teams to influence the client purchase and FNTS's service line offering. You will lead end to end across the service offering from marketing campaigns, to offering strategy, to partnerships, to field sales, to competitive positioning.

Key Responsibilities

• Accountable for key outcome metrics, including revenue growth, profit growth, and total offering performance.
• Monitors weekly and quarterly sales and operational metrics.
• Maintain a deep understanding of market dynamics, develop robust business plans, and enable offering Go To Market (GTM) readiness.
• Influence engineering on service offering roadmap to ensure competitiveness and meeting customer needs.
• Uses internal and external sources to develop market Points of View (POV), using primary (e.g. customers, prospects) and secondary research to maintain a robust outside-in perspective on market requirements.
• Articulate market dynamics to the broader sales and engineering teams. Gather market requirements to support design and validation of offering and recommend differentiation strategy and value proposition.
• Supports development of offering business plans (e.g. financial/resource capacity forecasting).
• Collaborates with sales and marketing on GTM and channel enablement plans.
• Develops and executes client prospecting and sales programs.
• Builds learning programs and sales enablement assets (i.e., sales battlecards)
• Works with finance and pricing to analyze offering performance, gaps, and opportunities.
• Drives win/loss data collection and analysis.

The Ideal Candidate for This Role:

Required Qualifications

• Bachelor's Degree in Marketing, Computer Science, Business or related field AND 10+ years' sales, engineering, and consulting experience in a managed services setting.

• OR Master's Degree in in Marketing, Computer Science, Business or related field

• Experience in relationship management with clients and/or business partners.

Additional Or Preferred Qualifications

• Excellent communication skills, high degree of accountability, and willingness to take measured risks. Comfortable presenting to large and small audiences.

• Proven capability to deliver world class marketing content, including value proposition, evidence, blogs, whitepapers & presentations for identified scenarios, products/features and segments/audiences.

• Ability and passion to translate managed services and cloud concepts into a compelling story for customers that clearly articulates FNTS's value and differentiation.

• Proven capability to develop strong working relationships with customers, senior executives, engineering teams, OEM's, and sales partners.

• Strategic and creative thinker.

• Utilizes process to support development and maintenance of pipeline; prepares information for reporting to key stakeholders. Escalates to manager as needed.

• Driving high growth business, new product introduction with strong focus on establishing credibility in the market.

• Knowledge of, and/or use of, Cloud development tools, with a focus on administration, cost management, billing and invoicing, ecosystem development, and support.

• Researches technology, industry, and competitive trends, and works internally to understand how FNTS is positioned. Consolidates information into reports to present and share insights with their team.

• Supports and leads opportunities across sales stages. Supports deal process by tracking deal issues, supporting operational tasks, and escalating as appropriate. Contributes to materials and analyses, for executive reviews, etc.

• Embody our culture and values

Compensation:

This role may have a specific starting pay within this range.

Final compensation offer to candidate may vary from posted hiring range based upon work experience, education, and/or skill level.

Work Environment:

Benefits Overview:

We offer a variety of benefits designed to keep you and your family physically and financially healthy. Not only do we offer a competitive salary and work-life balance, we offer benefits to match your needs:

• Medical, Dental, Vision Insurance

• 401k, With Matching Contributions

• Time Off Programs

• Health Savings Account (HSA)/Dependent Care

• Employee Banking

• Growth Opportunities

• Tuition Assistance

• Short-Term/Long-Term Disability Insurance

Learn more about FNBO benefits here: https://www.fnbo.com/careers/benefits/.

For additional information regarding compensation and benefits, e-mail FNBO at TAGAdmin@fnni.com. To ensure you receive a response, include the number of this job (listed below) in the subject line of your message.

Equal Opportunity & Belonging:

FNTS believes that the quality of our employee experience is at the heart of our customer experience. One key pillar of our intended employee experience is Belonging. Belonging means we are committed to fostering a workplace culture where employees of all backgrounds feel valued, recognized, and empowered to be their authentic selves-no matter their role or where they are in their journey.

Learn more here.

FNTS is an equal opportunity employer for all employees and applicants and makes employment decisions without regard to status or identity.

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FNTS is an Equal Opportunity/Affirmative Action/Veterans/Disability Employer - Member FDIC

FNTS follows federal law regarding the use of marijuana (this applies to all non-California applicants)

Application Deadline:

All our jobs will be posted for a minimum of 5 calendar days. Job postings may come down prior to 5 calendar days based on volume of applicants.