What you'll be doing...
The Business Development Manager (BDM) position within Verizon Enhanced Communities is responsible for securing contracts within the MDU (multi dwelling unit) community to enable Verizon to expand the reach and revenue penetration of FIOS services. Contracts include Premise Access Licenses (agreement to build out network) and Marketing Agreements (agreements to co-market various voice/video/data services). These contracts give Verizon preferential/exclusive positioning in our marketing of voice, data and video services to residential end users.
Customer base includes owners, developers and builders of multi-family unit (MDU) housing and rental communities, ranging in size from several hundred units per property to tens of thousands of units for an entire portfolio. These owners offer Verizon entre on an exclusive marketing basis to residential customers with a propensity to buy high value bundles of voice and data services. Contracts represent top-line revenue growth to Verizon. Their value can be measured in terms of access line valuation, RCM, reduced churn, or staving off competitive loss.
Work in coordination with local Verizon Engineering to secure License Agreements granting Verizon the right to construct a fiber to the premises network on and through the targeted properties.
Initiate face-to-face customer contact with high value owners, builders and developers of multi-dwelling units to present, propose and secure marketing rights for Verizon's FiOS services in direct competition with Cable MSOs, CLECs and other providers of communications services at these properties.
Develop new business via telephone and mass communication such as email and social media to introduce the Montage solution and identify appropriate buyers within the target markets.
Follow up on leads and conduct research to identify potential prospects.
Conduct a needs analysis and determine prospects pain points to determine how the montage solution will speak to those needs.
Identify key buying influencers within these prospects to determine budget and timeline.
Build and cultivate prospect relationships by initiating communications and conducting,
Follow-up communications in order to move opportunities through the sales funnel.
Work with the Regional Sales Directors and VP of Sales to develop and grow the sales,
Pipe-line to consistently meet quarterly revenue goals.
Manage data for new and prospective clients in sales database, ensuring all communications are logged, information is accurate and documents are attached.
Prepare and analyze sales pipeline reports and dashboards.
Establish deal terms specific to each opportunity as necessary.
Establish and leverage effective customer relationships to position Verizon as the provider of choice for voice and broadband services by owners, builders and developers.
Negotiate contracts and close long-term deals for cooperative marketing of voice and data services to renters on an exclusive basis or under a developer-paid Bulk program, creating new business and top-line revenue growth opportunities to Verizon.
Understand competitive environment and Verizon's technical advantages in order to present capabilities in a consultative manner.
Coordinate pre-sales, technical support with Verizon engineers, as needed.
Create custom proposals and RFP responses to complex bid opportunities.
Participate in local/regional industry events and forums, including owners, builders and developer trade associations, presenting Verizon's programs and capabilities as applicable.
Interface with local Outside Plant Engineering organizations (as applicable) positioning Verizon's Enhanced Communities program and leveraging OSPE role in identifying and pursuing new construction engineering opportunities for Verizon and ownership entities alike.
Responsible for continued improvement/on-going education as it relates to applicable technical, product and service, and sales training.
Satisfy administrative and funnel management responsibilities, and maintain/update weekly and monthly sales forecasting reports in VEC/VSS systems.
Meet or exceed established sales quota.
What we're looking for...
You'll need to have:
Bachelor's degree or four or more years of work experience.
Four or more years of relevant work experience.
Even better if you have:
Capability to be a dynamic salesperson with closing skills, motivation for sales, prospecting skills, sales planning, identification and selling to customer needs and challenges
Proficiency with value based selling, presentation skills, high energy level.
Ability to meet sales goals, professionalism, networking, persuasion, public speaking, research, writing, and market knowledge.
Creativity and the ability to solve for challenges.
In-depth knowledge of the Multi Family and fiber telecommunications industry.
Attention to detail, excellent time management and organization skills.
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,including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, and Veteran status. Different makes us better.