Business Development & Alliances Manager Details

Business Development & Alliances Manager

GN Group - Lowell, MA

Employment Type : Full-Time

The role of Business Development & Strategic Alliance Manager is a critical role within the North America Alliances Team. It will be instrumental in leading Alliance Partner Business Development efforts that enable the growth engine for Jabra. Working intimately with the Channel and High Touch Sales leadership, the role will focus on building partnerships with the sales teams of Key Strategic Alliance Partners and key channel partners that have longer term visibility to business opportunities that require audio & video end points. Success in this role will be achieved through the delivery of high-quality qualified sales leads and opportunities that regularly result in business wins for Jabra. This position will be held by an individual with proven experience in developing new, deep, wide and sustainable relationships with business partners, interfacing with senior levels of an organization with the ability to sell the strategic relevance of the Jabra proposition that results in partners advocating or recommending Jabra products and solutions.

• Assist in the research and definition of a group of focus partners that offer the quickest and most sustainable path to net new revenue. Work closely with our existing sales teams and the Jabra Technical Strategic Alliance team to build partner strategies that gain access to the key decision makers.
• With an assigned set of focused partners rapidly work to build the required relationships that enable intimacy and ability to create mutually beneficial business plans leading to workable opportunities
• Together with Marketing, develop programs and offers that drive inbound leads of Jabra audio and video solutions through Alliance Partner sales teams
• Identify and build pipeline of sales qualified leads from with the base of allocated focus partners
• Develop negotiating strategies and positions by studying integration of new venture with company strategies and operations; examine risks and potentials; estimate partners' needs and goals
• Transition the sales qualified leads to relevant account managers, End Customer or Channel Partner, that will drive the opportunity to closure

• Through interfaces with internal functions and constant analysis of market and technology development, identify areas in which the NA team can develop solutions that will enable and support our sales teams to win opportunities
• Project manage the development of solutions that have been identified, build sales play books and ensure the training and education of sales teams and partners that can utilize any such solutions
• Build commercial tools that enable our relationships with Strategic Alliance Partners, System Integrators and other sources that may offer leads to business that may not actually transact headset purchases
• Work closely with Marketing team and develop Go To Market approach, Marketing & Communications Plans, and Programs that target lead generation with the agreed partners and verticals

• Bachelor’s Degree required, MBA desired / preferred

• 5 – 10 years experience working in an alliance partner facing role developing relationships, driving field sales engagement, developing and implementing lead generation programs
• Business Development experience with partners or end customers is preferred
• Experience in wireless telecommunication products and services and / or customer electronics industry is highly desired
• Has proven and demonstrated ability to communicate, influence, and manage executive level relationships with little to no direction
• Has experience in developing and managing complex, strategic partnering relationships
• Is results oriented, a self-starter, energetic, determined to succeed, and an entrepreneurial individual placing primary focus on the departmental goals and objectives
• Has demonstrated knowledge in the emerging Unified Communications, Contact Center and Video collaboration markets, industry trends and technologies
• Has a highly organized working style: ability to handle and manage multiple projects simultaneously through a systematic approach

• Solution Selling and Major Account Management
• Strategic Planning and forward thinking
• Operational Excellence and process discipline
• Financial Analysis and overall business analytics
• Influencing and Credibility with others – inside and outside the organization
• Customer focus in all that is done
• Results oriented self-starter, energetic, determined to succeed, entrepreneurial individual placing primary focus on the departmental goals and objectives
• Possesses excellent verbal and written communication skills, and works well with others in a team oriented environment
• Is creative, logical, analytical and willing to try new approaches required by the company and the marketplace
• Will be capable of determining the effectiveness of an approach and able to make the appropriate adjustment to achieve maximum results

Potential for travel up to 50%

GN Audio/Jabra makes life sound better by developing intelligent sound solutions that transform lives through the power of sound, enabling you to hear more, do more & be more than you ever thought possible. Our integrated headset and communications solutions assist professionals in all types of businesses in being more productive. Our wireless headsets and earbuds are designed to fit any lifestyle - from sports enthusiasts to commuters and office workers. Jabra is part of the GN group, which operates in more than 90 countries across the world. Founded in 1869, GN group today has more than 5,000 employees. GN Audio an EEO Employer and does not discriminate in employment on the basis of race, color, religion, gender, national origin or ancestry, age, disability, veteran status, military service, sexual orientation, genetic information, or gender identity.

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