Principal Business Development (Tech), eero - Remote

DESCRIPTION

At eero, our mission is to serve as the central nervous system of the home. While we began by revolutionizing home WiFi, we aim to create comprehensive solutions that serve both wireless and wired connectivity needs for customers and businesses across the globe.

Our cross-functional team, spanning hardware, software, and manufacturing, develops advanced Ethernet switching and gateway products, alongside state of the art security features, to complement our award-winning mesh WiFi systems. As an Amazon company, we combine the best of startup culture with the resources and stability of one of the world's leading technology companies. Our team builds products that customers love - from mesh routers to high-performance wired networking devices - and we're looking for you to join us in shaping the future of the connected home.

eero/Amazon is looking for a driven, entrepreneurial, and professional Principal Sales and Business Development leader with a passion for problem solving and building from scratch to help accelerate customer and partner growth within ISP/telco channel at eero.

In this role, you will work in a fast moving and ambiguous environment, use effective C-level
communication skills to manage relationships, develop and execute win-win business plans that
help our partners and sales channels thrive.

Principal Bus Dev is responsible for selling at the most strategic level within the prospect account and implementing a broad strategy for earning customer acceptance and service implementation. Earning the trust of our partners, effectively negotiating terms and closing deals that lead to enduring relationships. You'll enlist the support of your peers, eero and Amazon leaders to ensure that strategies scale, and make smart trade-offs (e.g., short- vs. long-term account needs). You'll identify gaps between teams, processes and plans, and demonstrate good judgment in how and when to escalate.

The ideal candidate will have experience developing relationships across the telco/ISP space
and have a proven track record of meeting and exceeding program goals and revenue targets.

Key job responsibilities

• Identify, qualify, and engage with prospective Partners for eero and Amazon teams. Create and articulate compelling value propositions around our Service Provider programs, identify opportunities and advocate product innovations that can delight our customers.
• Identify accounts’ complex problems/frictions and work internally with eero and Amazon teams to drive scalable resolutions.
• Prospect and close business to achieve business unit goals for quantity and quality of customer subscribers recruited.
• Meet or exceed quarterly revenue targets and operational metrics.
• Manage numerous opportunities concurrently and strategically.
• Analyze customer data and make recommendations in order to maximize the potential of the assigned territory.
• Execute successfully on the recommended plan.
• Understand and utilize CRM tools to track all pertinent account information and sales progress as well as forecast and prioritize to achieve quarterly goals.
• Prepare and deliver business reviews regarding progress and health for the respective territory. Provide local market segment opportunity analysis, competitive analysis, and sales analysis as needed.
• Provide inputs into the creation of team goals, and influence partner team goals and priorities.
• Understand and contribute to cadenced reporting and narratives (e.g., MBR, QBR, PR/FAQ etc.) and present them effectively to Directors.
• Streamline and/or eliminate excess processes, hold partner teams accountable for improvement, reduce dependencies and eliminate problems that stifle innovation or cause customer dissatisfaction.
• Recruit and develop others by mentoring in the organization.

A day in the life

• -You will be responsible for teaming with all aspects of the customer’s organization, which includes executives, engineering, business owners, legal, marketing, and others. Skills required to build relationships across an account include creative thinking, articulating a clear vision and generating enthusiasm, to impact all business groups.
• You will be on the front lines developing relationships with eero’s strategic partners. You will exercise good judgment in determining when to manage these relationships on your own and when to pull in support from eero, or Amazon leaders.
• You will partner with leaders across eero and Amazon to grow the eero business, creating new partnerships and leveraging existing relationships.
• You will identify new opportunities for eero, work with and manage internal stakeholders and at times lead the development of business cases and advocate for solutions that delight our customers.
• You will initiate, structure, negotiate, and close new relationships.
• You will support and lead as required, the restructure, negotiation, and close of renewals applicable to existing deals.
• You will negotiate favorable terms to drive product margin and cash flow for eero while ensuring sustained customer satisfaction with our partners.
• You will analyze market data to identify trends and opportunities for eero and execute on business development opportunities.
• You will work with the broader eero team to identify, strategise, gain support for and help drive eeros continued geographic expansion.
• You will build close relationships with other business development, sales, and marketing team members across eero and Amazon to drive consistency, a uniform strategy and partnerships with customers and identify opportunities for eero.

About the team

The eero Americas ISP BD team’s charter is to continuously drive an ISP channel strategy which results in expanding new B2B partnerships. We support this charter with a team that:

• Develops and prioritizes partnership pipeline.
• Establishes partner specific BD strategies reflecting collaborative input from a variety of eero functional stakeholders,
• Engages with pan-Amazon BDs to align strategies and drive opportunities in the largest and most complex partners.
• Ultimately we close deals through a combination of thoughtful deal structures benefiting both the ISP and eero, deep channel and industry subject matter expertise, and influencing ISP stakeholders through relationship/trust building.

Learn more about eero by visiting: (https://www.amazon.jobs/content/en/teams/devices-services/hardware-eero?country%5B%5D=US&keyword%5B%5D=eero)

BASIC QUALIFICATIONS

• 10+ years of developing, negotiating and executing business agreements within the telecommunications sector experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level

PREFERRED QUALIFICATIONS

• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations
• A passion for identifying and solving customer pain points, proactively, instead of waiting for others.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158,400/year in our lowest geographic market up to $262,000/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.