Senior Manager Buniness Development (Remote)

Job Overview

Our Data and Devices (D&D) end markets are going through exponential change and rapid growth supported by megatrends like AI, memory disaggregation, and Edge computing. Our customers' cloud infrastructure spending has gone up tremendously. Our products push the envelope to meet the growing needs of large AI clusters, higher power data-center racks, cooling technologies, etc. Our approach is to enhance how we engage with our customers, ecosystem, and partners and focus on what matters to drive the relentless pursuit of product leadership and profitable growth. We seek an exceptionally driven and highly analytical Sr. Manager of Business Development with a strong background that blends strategy and execution to focus on growing our business.

This business has high-performing yet complex operations encompassing 10,000+ SKUs, 300,000+ orders, and ten million+ shipments through 10 distribution centers annually, all while launching upwards of 50 new products per year.  
The preferred candidate must reside in the Silicon Valley area of CA.

Role Statement
The Senior Manager of Business Development will work closely with customers, partners, cross-functional stakeholders, and executive leaders in the development and execution of growth strategies. It will require a deep understanding of the target applications and customers/ecosystem, building & validating strategies, and executing them to enable profitable growth. The position will require extensive interaction with external stakeholders (customers, partners) and internal stakeholders (sales, product management, engineering, operations, finance) to determine opportunities, develop value propositions, position the product/portfolio, and conduct targeted promotion to realize revenue goals.
This is a visible role requiring a high degree of execution discipline, distinctive strategic thinking, and tolerance to ambiguity. This role will report directly to the Sr—Director of Business Development under the BD team.

Key Responsibilities:

The Senior Manager of Business Development is responsible for adjacent market expansion, technology/product portfolio growth, and the go-to-market program management to deliver these plans.

Specific responsibilities include:

• Engage with customers and ecosystem partners to identify key market and hardware/software architecture trends in Cloud Storage and compute, AI, Enterprise, and Edge that will impact D&D business.
• Partner with the internal advanced solutions, system architecture, and product management teams to define and develop prototype solutions to address these key market trends over the next 3-5 years.
• Own/Sponsor the transformation of these product ideas and prototypes into leadership products as they move through the development cycle.
• Analyze and decide on Make versus Partner versus Buy for new business and technology growth areas to address critical market/customer needs and profitable growth.
• Continuously review and identify opportunities for TAM/SAM expansion in cables, sockets, and connectors for Cloud, Enterprise, and Edge.
• Own and convert these opportunities into tangible actions where it drives profitable growth for D&D.
• Initiate and collaborate with stakeholders to develop customer proposals and presentation materials, including developing business cases, value propositions, and supporting financial models.
• Demonstrate a strong program management mindset to drive growth initiatives by providing direction by establishing priorities, assigning/pursuing tasks, ensuring accountability, and driving systematic follow-through.
• Communicate with and influence executive leaders and key stakeholders as part of developing and operationalizing growth strategies.
   

What your background should look like:

Competencies and Skills:

• Highly analytical strategic thinker with solid problem-identification and solving skills.
• Detail-oriented, committed to accuracy and outcome.
• Ability to understand the big picture, uncover customer needs, and translate them into selling opportunities.
• Strong communication and interpersonal skills, with the ability to build rapport with customers and stakeholders. The ability to communicate complex ideas concisely.
• Adept at new customer prospecting and communicating value proposition effectively.
• Ability to negotiate terms and conditions to drive desired business agreement results.
• Passion for technology and business with a deep understanding of key business/technical metrics.
• P&L background/understanding with a solid market and technical underpinning.
• Self-motivated, ability to work under pressure and in a fast-paced environment.
• Proven track record defining product and technology growth strategy for Next Generation and Generation 2 product & technology ecosystem.
• A program management mindset is needed to systematically drive outcomes via well-planned milestones, time-management/organization skills, and balancing content depth with process injection.
• Exhibits integrity and does not compromise on principles and core values.
• Intense intellectual curiosity and a strong desire to learn and improve constantly.

Background and Education:

• More than ten years in Business Development, Strategy, Product Management, and Sales, combined with a solid background in Engineering.
• A minimum of 4 years of engineering degree is required. An advanced degree is preferred, not required

Competencies