We are looking for a results-driven Vice President of Business Development, Ecosystem, and Enterprise Solutions to join our growing team! This role will be responsible for developing and executing the sales strategy to drive revenue growth for the company across our portfolio: Sonim hardware, Rhino hardware, custom-built hardware programs, white-label hardware programs, and the Mambo MDM platform.
This is a business development role in which success is measured by new partnerships originated and signed; new revenue streams created, including white-label programs and Mambo MDM subscriptions, and the speed at which those agreements turn into revenue. This role requires a deep understanding of enterprise mobility, market trends, and addressing clients' needs through solution selling. Revenue will be driven primarily through strategic ecosystem partners, LMR providers, co-sell solution partners, consulting firms, PTT software ISVs, private 5G/CBRS network integrators, fleet telematics and peripheral ISVs, managed mobility and connectivity providers, and silicon and technology platform companies, that design our devices into larger enterprise solutions. Managing the organization that supports all our Ecosystem partners, you will create and own the go-to-market plans for existing and new products, act as the subject matter expert for our clients and partners, while supporting our market engagement needs through training and support.
The ideal candidate has formal sales training, experience building and leading high-performing sales teams, and a track record of achieving aggressive sales targets. Extensive experience and strong industry-wide relationships, particularly with alliance leaders at consulting firms, systems integrators, and technology platform companies, that you can leverage to grow the company and ensure success.
Responsibilities:
- Identify target market segments through research and competitor analysis.
- Design and implement new sales strategy that includes consulting firms and government/defense vertical build out (e.g., T-Systems, Bechtel, EY, REEM.ae, Accenture), global systems integrators, technology platform partners.
- Participate in building, packaging, and price setting with members of management to meet market needs, including alliance agreements, co-sell agreements, and custom hardware supply agreements.
- Structure and negotiate new business relationships including key pricing, commercial, and operational terms as part of complex contracting processes.
- Overhaul sales processes and dashboards through HubSpot CRM to accurately report on sales performance, pipeline growth, and probability/close rate including partner attribution and product-line reporting.
- Prepare sales performance reports for senior management.
- Monitor the strategies and processes across the revenue cycle from client acquisition to engagement, and payment to satisfaction.
- Develop long term and strategic relationships at the most senior levels with prospects, Ecosystem Partners and clients.
- Manage and build current sales directors and their respective vertical and alliance verticals, career growth, and development objectives.
- Support partner-led and direct enterprise efforts to drive more business and opportunities.
- Work cross functionally with departments to gauge client satisfaction and identify growth opportunities.
- Support finance, professional services, client success, and other internal departments to deliver client expectations.
- Develop revenue growth strategies with the leadership team and execute sales strategies to achieve growth goals.
- Be the voice of the client and partner - communicating client needs and requirements to help define our roadmap.
- Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities.
- Partner with internal stakeholders while owning an assessment of the competitive landscape and technologies to help formulate and refine product/GTM/service/support strategies.
- Drive attendance to industry events, webinars, and tradeshows including co-presence at partner events.
- Actively participate in online thought leadership through active promotion of company events, values, technology, capabilities, and business wins across social media platforms.
- Employees will be required to adhere to NEXA's information security policies and procedures.
Qualifications:
- Bachelor's degree in field of business or communication
- 15+ years of Business Development B2B sales leadership experience, working with enterprise size clients
- Preference given to candidates with extensive telecommunications industry experience
- Knowledge and experience in the managed mobility service industry
- Established business development track record of originating and structuring new partnerships and revenue streams, not just managing existing accounts
- Proven track record of developing GTM strategies in multiple verticals (healthcare preferred)
- Experience negotiating white-label or OEM agreements (branding, exclusivity, minimum volumes, support obligations)
- Experience selling MDM, mobility management services, and TEM
- Proven track record of selling custom, ODM, or OEM hardware programs, including NRE and volume commitments
- Successful history of leading global sales teams with multiple avenues for attaining revenue goals (channel, direct, telco, etc.), driving growth and results
- Proven experience managing partners
- Experience selling SaaS or recurring-revenue software (such as MDM) alongside hardware
- Experience with Android Enterprise
- Excellent negotiation and closing proficiency
- Ability to easily move others to action by planning, motivating, organizing, and overseeing work being done
- Confirmed experience building relationships with Fortune clients/partners
- Ability to channel different points of view, creating a team atmosphere while achieving key objectives
- Excellent skills with Microsoft Office Suite
- Experience with Monday.com or project management platform preferred
- Experience with Salesforce or HubSpot CRM is a plus
- Travel expectation 50%
