Director, Public Sector Partnerships

When you join Verizon

Verizon is one of the world’s leading providers of technology and communications services, transforming the way we connect across the globe. We’re a diverse network of people driven by our shared ambition to shape a better future. Here, we have the ability to learn and grow at the speed of technology, and the space to create within every role. Together, we are moving the world forward – and you can too. Dream it. Build it. Do it here.

What you’ll be doing...

The Director of Public Sector Partnerships will determine the partners that are part of the partner program. They will be responsible for building the engagement models, the go-to-market plans, and coordinating across many stakeholder organizations to ensure alignment. The Director will be required to not only work across Verizon, but also across the Business, Consumer, and Network groups, as many of the partners that are critical to Public Sector’s growth aspiration also have relationships within these other organizations. The Director will need to align with many stakeholders to ensure that Public Sector’s goals in relation to the partner are known, and they will be accountable for finding resolution to conflicts that may arise when other organizations view Public Sector’s relationship with the partner disruptive to their own growth aspirations. The Director will need to successfully advocate for multiple areas (the partner, Public Sector, and Verizon) to find a winning approach to grow revenue for everyone.

This role will be responsible for:

Partner Strategy Alignment & Identification

• Establish selection criteria for partners that achieve the Public Sector winning aspiration and strategic objectives in the markets where Public Sector operates
• Define the specific partners based on criteria in each of the four partner types: Systems Integrators, Tech Partners, Diversity Partners, and Value Added Distributors and Resellers, including government capability, geographic diversity, and federal, state, and local certification
• Develop the commercial model for each partnership
• Evaluate partner results against the strategic objectives and revenue growth targets for each partner

Partner Go-to-Market (GTM)

• Ensure appropriate mix of partner types, including Tech partners, Diversity Business partners, and VARs/VADs across Public Sector
• Build GTM plans for each selected partner where both the partner and Verizon stakeholders have a clear understanding of the end customer value proposition, the commercial model where both teams clearly understand roles, and responsibilities
• Develop partner compliance program to ensure that partners engaging in Public Sector partner program have received training on FAR, ITAR, E-rate, etc.
• Create governance model for channel engagement to eliminate channel conflict (e.g. deal registration, teaming registration, and COI mitigation)
• Lead collaboration sessions with Verizon Public Sector direct sales teams on approved opportunities from identification through proposal
• Co-develop marketing strategies for high visibility partnership-driven initiatives and programs

Partner Engagement & Support

• Conduct intake of new partners to understand solutions and capabilities and their application to strategic account plans for top accounts
• Coordinate discovery sessions to educate partners on Verizon solutions and capabilities
• Conduct opportunity intake to include agency, contract, and contract vehicle targets
• Brief government and internal teams on key partnership activity
• Facilitate and synthesize research and analysis of key partner involvement in target accounts, bids, and opportunities
• Conduct joint pipeline development session

Internal Partnership Engagement & Support

• At opportunity identification, create partner engagement plan to maximize Verizon’s probability to win by leveraging partner capabilities
• Align partners with key initiatives within accounts; collaborating with the direct team
• Integrate with Sourcing to initiate, track, and advance partner onboarding including audit capability for certifications to the Small Business Administration or other small business certification organizations when Verizon commits to “set aside” percentages in contracts.
• Build Price to Win strategies with finance to mature VZ as a subcontractor pricing

What we’re looking for...

• Bachelor's degree and/or equivalent work experience
• 8+ years of relevant work experience
• Experience in driving revenue growth across Public Sector (both Federal and State, Local, and Education) in a sell-with and sell-through partner centric model
• Experience interfacing regularly with C-level executives at Partners; must have a high level of business acumen to navigate building successful commercial models for both Verizon and the Partner; expertise in government negotiation, contract management, and procurement strategy and is well trained in all government compliance requirements, such as FAR and ITAR
• Strong collaboration leadership with an ability to engage multiple stakeholders with potentially competing interests to find winning strategies, solutions, and opportunities; strong sales leadership experience in the partner area, with demonstrated success in pipeline management and prioritization skills for partner-led opportunities; strong analytical skills leveraging industry analysis and partnership best practices to influence Verizon’s internal structures to more effectively support partner led revenue growth
• Sales and/or technical experience, specifically in coordinating field teams to develop and close high-profile deals

Even better if you have:

• Experience in sales or business development in the technology industry
• Experience working within the enterprise technology, security, and software development industry
• Experience working with Systems Integrators and consulting companies to achieve sales
• Experience working with Technology, Small Business, and System Integrator partners
• Direct government sales experience

This role can be located in other valid Verizon locations in the DC Metro area.

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. At Verizon, we know that diversity makes us stronger. We are committed to a collaborative, inclusive environment that encourages authenticity and fosters a sense of belonging. We strive for everyone to feel valued, connected, and empowered to reach their potential and contribute their best. Check out our diversity and inclusion page to learn more.

COVID-19 Vaccination Requirement

Verizon requires new hires to be fully vaccinated against COVID-19. Verizon provides reasonable accommodations consistent with legal requirements (e.g., for medical or religious reasons).