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Comcast Business offers technology solutions ranging from Ethernet, internet, and WiFi connectivity to voice, television, and managed Enterprise solutions to power businesses of all sizes to perform better. From small businesses to mid-market and large Enterprise organizations, Comcast Business serves business customers across the country. Powered by an advanced, Gig-speed network and backed by 24/7 technical support, Comcast Business is one of the largest contributors to the growth of Comcast Cable. The organization is the nation’s largest cable provider to small and mid-size businesses and has emerged as a force in the Enterprise market, recognized by leading industry associations as one of the fastest growing provider of Ethernet services.
Job Summary The Executive Director of National Partner Sales will lead the continued growth of Comcast Business and Masergy sales through a team of National Partner Sales Directors (NPSD’s) who support our 8 Technology Services Distributors (TSDs) as well multiple e-tailer and call center partners. This role will manage about 15-20 top partners while driving the strategy to sell through 1000’s of downstream partners across the nation. It could also expand into supporting other national partners such as CDW, SHI, E-Plus and more over time You’ll be accountable to drive sales, program awareness, generate demand, and nurture indirect partner prospects. You’ll partner with regional indirect sales leadership and their downstream indirect channel sales teams to drive awareness and adoption of indirect programs, tools, track performance results, and ensure delivery of brand value proposition across channels and tactics. The Executive Director role is quota-based with significant sales and revenue responsibility, and it is more strategic than tactical with a strong business development focus. The ideal candidate will be a proactive, decisive problem-solver with a bias toward results over activity and will bring creativity, exceptional planning skills, and a commitment to execution in this important position. Must demonstrate deep understanding of and experience selling both Comcast Business and Masergy products and services.
Job Description
Core Responsibilities
Responsible for Technology Service Distributor sales partner relationships, including contracting, on-boarding, and ongoing management and overall strategy;
Drive joint business planning efforts with all partners that generate actionable quarterly and annual plans addressing sales, marketing, product training, support and operational initiatives;
Establishes overall goals, budgets and strategic direction with each assigned partner;
Conduct regular operations review meetings, with partners and appropriate Comcast/Masergy colleagues to identify and remedy operational, process, and support issues to ensure overall “ease of doing business”;
Develop coordinated joint field selling efforts between the partners’ Channel Managers and Comcast/Masergy I/PSMs. These efforts will include, but are not limited to, training and sales engagement with key sub-agents, training of partners’ Channel Managers on Comcast/Masergy service offerings and operational requirements, recruitment of new sub-agents (especially MSPs and IT VARs), and the development of integrated selling campaigns with key technology partners (e.g., Fortinet, Ciena Palo Alto, Versa and Juniper);
Creates impactful, unique go-to-market strategies that drive sales and revenue growth and leverage each partner’s own strategic plan and core competencies;
Create the strategy for driving support, operational, sales and marketing initiatives to improve overall ease of doing business and to improve Comcast/Masergy’s position as a key strategic vendor;
Lead new partner targeting, selection, recruiting, and on-boarding efforts with various technology vendors, professional associations, trade groups and other key industry influencers to create joint go-to-market partnerships specific to Comcast Business Services indirect sales efforts and, especially, to enhance marketing, sales and solutions development initiatives at partners;
Manage partner contracts, monitoring adherence to overall terms and conditions, performance (i.e., sales/revenue and operational and support functions) commitments, and other contractual obligations of partner;
Other duties and responsibilities as assigned.
Job Summary The Executive Director of National Partner Sales will lead the continued growth of Comcast Business and Masergy sales through a team of National Partner Sales Directors (NPSD’s) who support our 8 Technology Services Distributors (TSDs) as well multiple e-tailer and call center partners. This role will manage about 15-20 top partners while driving the strategy to sell through 1000’s of downstream partners across the nation. It could also expand into supporting other national partners such as CDW, SHI, E-Plus and more over time You’ll be accountable to drive sales, program awareness, generate demand, and nurture indirect partner prospects. You’ll partner with regional indirect sales leadership and their downstream indirect channel sales teams to drive awareness and adoption of indirect programs, tools, track performance results, and ensure delivery of brand value proposition across channels and tactics. The Executive Director role is quota-based with significant sales and revenue responsibility, and it is more strategic than tactical with a strong business development focus. The ideal candidate will be a proactive, decisive problem-solver with a bias toward results over activity and will bring creativity, exceptional planning skills, and a commitment to execution in this important position. Must demonstrate deep understanding of and experience selling both Comcast Business and Masergy products and services.
Job Description
Core Responsibilities
Responsible for Technology Service Distributor sales partner relationships, including contracting, on-boarding, and ongoing management and overall strategy;
Drive joint business planning efforts with all partners that generate actionable quarterly and annual plans addressing sales, marketing, product training, support and operational initiatives;
Establishes overall goals, budgets and strategic direction with each assigned partner;
Conduct regular operations review meetings, with partners and appropriate Comcast/Masergy colleagues to identify and remedy operational, process, and support issues to ensure overall “ease of doing business”;
Develop coordinated joint field selling efforts between the partners’ Channel Managers and Comcast/Masergy I/PSMs. These efforts will include, but are not limited to, training and sales engagement with key sub-agents, training of partners’ Channel Managers on Comcast/Masergy service offerings and operational requirements, recruitment of new sub-agents (especially MSPs and IT VARs), and the development of integrated selling campaigns with key technology partners (e.g., Fortinet, Ciena Palo Alto, Versa and Juniper);
Creates impactful, unique go-to-market strategies that drive sales and revenue growth and leverage each partner’s own strategic plan and core competencies;
Create the strategy for driving support, operational, sales and marketing initiatives to improve overall ease of doing business and to improve Comcast/Masergy’s position as a key strategic vendor;
Lead new partner targeting, selection, recruiting, and on-boarding efforts with various technology vendors, professional associations, trade groups and other key industry influencers to create joint go-to-market partnerships specific to Comcast Business Services indirect sales efforts and, especially, to enhance marketing, sales and solutions development initiatives at partners;
Manage partner contracts, monitoring adherence to overall terms and conditions, performance (i.e., sales/revenue and operational and support functions) commitments, and other contractual obligations of partner;
Other duties and responsibilities as assigned.
Preferred Requirements
Proven understanding of and experience selling Comcast Business and Masergy products and services
Individual must be proactive, have high energy, and be self-motivated
Strong executive presence and ability to build relationships internally and externally
Strong analytical and presentation skills
Exceptional interpersonal, networking and communications skills
Strong ability to work effectively within corporate hierarchy and across functional areas
Must be willing to travel (up to 50% travel)
Advanced knowledge of the MS Office Suite
EducationLevel
MBA or equivalent preferred
Field of Study
Business, Marketing or relevant technical field
Years ofExperience
Minimum of 15 years in sales in telecom and/or high tech channels, marketing or business development preferred, as well as experience in indirect channel management.
Employees at all levels are expected to:
Understand our Operating Principles; make them the guidelines for how you do your job.
Own the customer experience – think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
Know your stuff – be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences.
Win as a team – make big things happen by working together and being open to new ideas.
Be an active part of the Net Promoter System – a way of working that brings more employee and customer feedback into the company – by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.
Drive results and growth.
Respect and promote inclusion & diversity.
Do what’s right for each other, our customers, investors and our communities.
Disclaimer:
This information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.
Comcast is an EOE/Veterans/Disabled/LGBT employer.
Comcast is proud to be an equal opportunity workplace. We will consider all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other basis protected by applicable law.
Education
Bachelor’s Degree
While possessing the stated degree is preferred, Comcast also may consider applicants who hold some combination of coursework and experience, or who have extensive related professional experience.
Relevant Work Experience
10 Years +
Salary:
Pay Range: $158,594.56 – $237,891.83
Comcast intends to offer the selected candidate base pay dependent on job-related, non-discriminatory factors such as experience.
Base pay is one part of the Total Rewards that Comcast provides to compensate and recognize employees for their work. Most sales positions are eligible for a Commission under the terms of an applicable plan, while most non-sales positions are eligible for a Bonus. Additionally, Comcast provides best-in-class Benefits. We believe that benefits should connect you to the support you need when it matters most, and should help you care for those who matter most. That’s why we provide an array of options, expert guidance and always-on tools, that are personalized to meet the needs of your reality – to help support you physically, financially and emotionally through the big milestones and in your everyday life. Please visit the compensation and benefits summary on our careers site for more details.
