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Business Development and Strategic Planning Manager more...
Location:Portland, OR
Company:Verizon
First posted:June 06, 2017
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What you’ll be doing...

We help our customers understand how our platform, network, and IoT (Internet of Things) solutions will help their businesses work better, faster, and be more secure---and solve real business problems. This is where you come in. Your role will be to seek new or established businesses to join the sharing market and to bring together the right public and private organizations to partner on our IoT Share Solutions platform to create a strong ecosystem for customers—and cement our position as the market leader. Working with internal teams from sales to legal, finance and IT, you’ll anticipate critical gaps and future needs and make the right business and technology connections to offer the best integrated solutions. Ultimately, you will create better ways for people, businesses, and things to stay connected. Because here, better matters.

  • Understanding the asset management needs of public and private organizations.
  • Identifying, developing and implementing new business opportunities, solutions, and go-to-market strategies to address market needs.
  • Developing strategic relationships with business partners, like OEMs, to build out our offerings and drive growth.
  • Maintaining internal and external partner alignment and creating synergies to support platform and service integration.
  • Planning and forecasting, preparing budgets, identifying metrics, and evaluating performance.
  • Championing solutions in new business pitches and demonstrations in the marketplace to expand awareness and build momentum.

The Manager of UAV Business Development is responsible for the creation and execution of the strategic plan to capture revenues through the UAV OEM market with embedded devices for UAS connectivity to the Verizon network, and value-added services on the ThingSpace and Skyward platforms.

Currently manufacturers do not incorporate cellular connectivity on the UAV, rather, connectivity is provided through the smartphone connected to the ground control system. This implementation limits the use cases for UAV, and the services which can be provided to end customers.

This position will the lead the strategy to engage directly with the UAV OEMs and their suppliers, from the design phase through joint go to market planning, for both consumer and commercial customers.

Success for Verizon in this market will require business development leadership that expands Verizon reach beyond “after-market” and modem sales to create and sell-in strategic propositions that create value for the OEMs and for end users, and deliver platform revenue streams for Skyward and Verizon. Examples include FOTA services, secure credentialing, airspace access, data transfer and storage, and ALO data plans.

The successful candidate in this role is responsible for developing and executing the design win strategy with UAV OEMs, and program managing the rollout of connected UAVs and related services. They will work closely with Skyward Product & Engineering as well as Verizon design engineers to directly engage UAV OEMs and ensure that the Sure Flight embedded device and related services are designed into their UAV platforms, then coordinate with Skyward and Verizon Marketing for product launches and go to market activities. Verizon’s goal is to become the leading provider of UAV connections, with a robust set of UAV OEM partners offering Skyward and VZ value-added services based on those connections.

What we’re looking for...

You give “business development” a whole new meaning. Market trends, lead generation, strategic thinking, analytical mindset, technical savvy, customer presentations—you do it all with poise, confidence, and style. You bring the widest perspective to issues and think of aspects that others have missed. Revenue goals and business outcomes motivate you, but you’re also attuned to building close relationships with others—a combination that earns you respect and trust alike. A thirst for knowledge means that you’re a constant learner, and keeping up with everything Internet of Things is no problem. You envision the large and complex, but make it easy for others to understand.

You’ll need to have:

  • Bachelor’s degree in business or engineering or related field or six or more years of work experience.
  • Six or more years of relevant work experience.
  • Marketed or sold complex technical solutions.
  • Willingness to travel domestically.

Even better if you have:

  • Master’s degree. Ideally, an MBA.
  • Experience with wireless industry, IoT solutions, M2M technology and OS platforms.
  • Sold and managed large, complex engagements and projects with multiple stakeholders. Ideally, including c-suite.
  • Forged partner relationships and agreements.
  • Demonstrated executive presence and influence skills.

Responsibilities:

•Lead the development and management of the UAV OEM sales strategy, including value proposition and engagement strategy, from design win through platform rollout.
•Identify and engage with early adopter and market mover UAS OEM opportunities for embedded connectivity solutions, incorporating Skyward, ThingSpace and Sure Flight services.
•Co-develop with Finance and the Skyward Co-President the business case for connected UAVs, including revenue streams to Verizon, Skyward and the UAV OEM, and pricing models to the OEM and to the end user, both consumer and commercial.
•Work closely with Skyward Product, Sales and Engineering teams, as well as Verizon Network and Device & Technology teams to validate end user and OEM use cases and requirements, value propositions, and competitive alternatives, providing guidance to the product roadmap and feature prioritization.
•Work closely with ODM partners to ensure embedded device design, prototyping and productization meets market, OEM and Verizon requirements.
•Develop and/or maintain expertise in manufacturing & OEM equipment designed for UAS.
•Own and lead RFI/RFP/RFQs responses in the product design phase.
•Establish and maintain a qualified well defined funnel that identifies multi- year product launches for OEMs
•Drive adoption of Sure Flight airspace access API, ThingSpace and Skyward with the design, engineering and manufacturing community which supports UAS manufacturers.
• Manage lifecycle and field support from pilot to commercial adoption.
•Evaluate implementation requirements and market opportunities coming from OEMs

Required Skills

•Minimum 10 years business experience and knowledge of embedded system design, manufacturing and integration process.
•5+ years of experience in product and vendor management
•5+ years of experience in direct customer engagement and business development
•1+ years of experience selling to product design teams
•Experience selling complex technologies to engineering & product design teams
•Experience engaging C-level executives on strategic business initiatives.
•Proven ability to lead diverse teams of sales, engineering and marketing personnel to design and deliver embedded solutions for a manufacturing customer.
•Understanding of both consumer products and industrial design methodology
•Strong analytical and negotiation skills.
- Excellent written, interpersonal, communication and presentation skills.
•Ability to communicate orally and in writing with others to explain complex technical issues, create and deliver training as needed, receive and interpret complex information, and respond appropriately.
- Highly organized; time management skills, sets priorities and manages work flow.
- Must be able to create spreadsheets and analyze data
•Ability to work effectively with others across multiple Verizon teams
•Must have a solid knowledge of UAS and cellular network products.
1.Autopilot, Ground Control Station, BVLOS implications; types and uses of UAVs
2.ThingSpace, IoT, module design
3.Wireless networks – Licensed and unlicensed, WAN and Local, LTE, Cat1-M
•Aviation experience (licensed pilot, coursework, aviation product experience) strongly preferred.
•Experience with RF technical performance, uses, limitations strongly preferred.
•Bachelor’s Degree in Business, IT, Information Systems or HW Engineering

When you join Verizon...

You’ll be doing work that matters alongside other talented people, transforming the way people, businesses and things connect with each other. Beyond powering America’s fastest and most reliable network, we’re leading the way in broadband, cloud and security solutions, Internet of Things and innovating in areas such as, video entertainment. Of course, we will offer you great pay and benefits, but we’re about more than that. Verizon is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Verizon.

Equal Employment Opportunity

We're proud to be an equal opportunity employer- and celebrate our employees' differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.

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