Business Development Manager

We are seeking a highly driven and experienced Telco Go-to-Market (GTM) Manager to develop and execute market strategies that accelerate adoption of our compute and platform solutions across the telecommunications industry. The role will translate market insight, customer requirements, and product capabilities into clear value propositions, sales plays, enablement programs, and field execution plans. The ideal candidate combines a thorough understanding of the telecommunications market with in-depth knowledge of telecommunications systems and demonstrated experience in sales enablement. This individual will work closely with sales, marketing, product management, engineering, business development, and ecosystem partners to position differentiated solutions and support measurable business growth.

• GTM Strategy and Execution: Develop and execute go-to-market strategies for telecommunications market segments, including communications service providers, telecommunications equipment manufacturers, network software vendors, cloud and infrastructure partners, and the broader Telco ecosystem.
• Market Segmentation and Opportunity Development: Identify priority workloads, customer segments, use cases, routes to market, and growth opportunities. Convert market intelligence into focused plans, account-level motions, and actionable priorities for regional and global sales teams.
• Value Proposition and Messaging: Create clear, differentiated, and technically credible value propositions for Telco infrastructure and workloads. Translate complex product capabilities into customer outcomes such as performance, efficiency, scalability, flexibility, operational simplicity, and total cost of ownership.
• Sales Enablement: Design and deliver sales enablement programs, including training, playbooks, battlecards, customer presentations, competitive positioning, discovery questions, objection handling, and account-planning guidance. Equip sellers and partners to communicate the Telco value proposition confidently and consistently.
• Field and Customer Engagement: Partner with sales teams on strategic opportunities, customer briefings, workshops, and executive engagements. Provide market and technical context, help shape solution positioning, and support progression from early engagement through design win and commercial deployment.
• Cross-Functional Leadership: Align sales, marketing, product management, engineering, business development, and partner teams around GTM objectives, launch plans, campaign priorities, sales readiness, and customer feedback.
• Ecosystem Development: Collaborate with telecommunications equipment manufacturers, ISVs, OEMs, ODMs, system integrators, cloud providers, and other ecosystem partners to develop joint solutions, reference architectures, enablement assets, and coordinated market activities.
• Market and Competitive Intelligence: Maintain current knowledge of Telco market dynamics, technology evolution, customer investment priorities, regulatory considerations, competitive offerings, and ecosystem changes. Turn these insights into recommendations for portfolio positioning and GTM execution.
• GTM Performance Management: Define and track relevant KPIs, pipeline indicators, enablement effectiveness, campaign outcomes, design wins, and business impact. Provide concise updates, identify execution gaps, and recommend corrective actions.
• Content and Thought Leadership: Develop executive-ready and customer-facing content for industry events, campaigns, analyst engagements, partner activities, and strategic customer discussions.

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