Proposal Consultant

Job Description

What you’ll be doing...

The Customer Portfolio Management Practice is responsible for the development, implementation and execution of risk mitigation & revenue retention strategies, priorities and initiatives that lead to improvements in overall sales performance, customer satisfaction, profitable revenue growth and return on investment in Verizon Business Group’s Large Enterprise Space. The Strategic Relationship Partners are assigned to the Managing Director, Managing Principal, and Managing Client Partners within their assigned vertical.

Proposal Consultants are trusted advisors that work with VBG’s Executive Leaders, corporate stakeholders, customer C level executives and technology partners to mitigate risk & revenue decline, generate growth and create shareholder value. This is a highly visible role that includes strategizing and negotiating with key business leaders both inside and outside of the organization to secure customer revenue under contract.

Proposal Consultants rely on quantitative, financial and qualitative analyses to determine and develop strategic recommendations based on their findings. They are the “Subject Matter Expert” within their assigned vertical who’s primary role is to enable the sales teams to defend Large Enterprise account revenue, drive defend strategy via deal architecture, contracting and renewal practices and ensure consistency and governance across the organization.

• Alignment & Partnership with Assigned Vertical Managing Director, Managing Principle and Managing Client Partner.
• SME for renewal & revenue retention strategies, priorities & initiatives.
• Governance and driving consistent adoption of Renewal Strategies as defined by executive leadership critical to delivering revenue plan objectives.
• Engage in strategy sessions with Managing Sales Director and other Verizon management to ensure the accurate production of business case, appropriate interaction with PCM and coordination of Legal and Presales in delivering an executable contract.
• Identify, quantify and implement custom pricing programs where necessary and required to retain and grow revenue.
• Ensure alignment of internal resources & stakeholders i.e. PCM, Legal, Pre-Sales Support, Finance and sales teams to make certain consistency and support are in place order to drive closure on large opportunities.
• Utilize strong financial management skills by evaluating sales opportunities, the associated pricing, margins and capital requirements for large opportunities within the business unit.
• Function as a market intelligence leader for the business, communications link between sales, client and PCM/Legal.
• Lead and navigate across departments while developing and maintaining relationships, foster the retention team’s internal relationships which enables an effective deal process.
• Identify risk, drive mitigation plans and actions.
• Retention & renewal deal escalation POC for offer approvals and prioritization of large retention opportunities, specifically, activities related to large account deal management and overseeing rate management efforts.
• Regular reviews with retention sales team, Top Opportunity customer financial offers for both competitiveness and to ensure necessary profitability goals are met.

What we’re looking for...

To be successful in this role, candidates requires a deep awareness and understanding of Industry/ Vertical expertise, customer challenges, market trends, industry pricing as well as expert proficiency with VBG’s product portfolio, pre- post sale and contracting processes.

You’ll need to have....

• Bachelor’s degree or four or more years of work experience.
• Four or more years of relevant work experience.
• Four or more years of experience of Internal Sales, Sales Manager, GID Client Partner or PCM Manager.
• Willingness to Travel.

Even better if you have...

• Proven track record driving successful outcomes in contract negotiations.
• Customer facing negotiating skills, C-Level Suite.
• Industry pricing knowledge, market Trends.
• Strong critical and analytical thinking, conflict management, financial management and creative deal-making skills.
• Cross functional management and leadership experience.
• Experience and relationships with external telecom consultants.
• Experience with relative value creation by looking at competitive benchmarks, industry trends and market dynamics.
• Excellent research, problem solving, and analytical skills, including excellent PowerPoint and Excel capabilities, with impeccable analytical and business judgment.
• Excellent quantitative analysis and financial modeling skills; high proficiency in Excel.
• Ability to synthesize information quickly and present insights to senior management.
• Proven track record of problem identification, solution development, implementation and post-implementation monitoring and support.
• Ability to work in teams and as an individual contributor.
• Communication skills (long-form writing, PowerPoint and verbal).
• Proficiency with financial accounting and ability to identify insights from financial statements.
• Ability to be creative and thrive in a dynamic environment.
• Sold technical enterprise solutions, sold to C-Suite, F500, million dollar plus accounts.
• Experience with enterprise-wide solutions that incorporate several of the following: IP-networking, Cloud, security, mobility, professional or outsourced services or advanced communications solutions—and the business challenges they solve.
• Established compelling business cases, value propositions, and proposals.
• Experience with contract negotiations, pricing, and purchasing.
• Forecasted sales and managed pipelines with Salesforce.com.
• Project Management Experience.

When you join Verizon...

You’ll have the power to go beyond – doing the work that’s transforming how people, businesses and things connect with each other. Not only do we provide the fastest and most reliable network for our customers, but we were first to 5G - a quantum leap in connectivity. Our connected solutions are making communities stronger and enabling energy efficiency. Here, you’ll have the ability to make an impact and create positive change. Whether you think in code, words, pictures or numbers, join our team of the best and brightest. We offer great pay, amazing benefits and opportunity to learn and grow in every role. Together we’ll go far.

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.