Managing Principal - Federal Civilian - Verizon - Ashburn

Job description
Overall Purpose of Role

To provide overall C-level relationship management, P&L business ownership and industry specific expertise and guidance to a named account. To manage the overall success of the account from exceptional revenue and margin growth to relationship maturation, up to and including the positioning of Verizon as a trusted partner. To architect and execute the overall strategic account plan in order to ensure Verizon solution alignment with the client’s business challenges. To provoke, uncover, nurture and close complex, integrated solutions that enable a named global account to realize its business objectives. To provide C-level individuals within the client compelling, new thought-leadership based on agreed to and mutually beneficial business plans and mutual commitments. To manage and coach direct client executive and client partner resources to achieve the aforementioned purposes. To guide and develop Verizon’s industry specific product teams, solutions specialist teams, solutions architects, customer support teams, and commercial analysts to achieve target levels of success consistent with the strategic account plan. To focus on the 180+ day horizon.

Primary Duties & Responsibilities

The managing principal role drives and manages the P & L (EBITDA / Margin) of one of Verizon’s top accounts within the National Security Vertical. This position owns the business relationship (“C” suite level), and the overall strategy with the client (organizational environment, including formal and informal power structures, motivations of key stakeholders and how decisions are made). They are responsible for consultative selling practices, account management and development of the strategic account plans. The managing principal will focus on new revenue as well as maintaining existing revenue, time to money, expense to revenue and cross-sell opportunities. The managing principal is the resident expert in the client’s industry and provides guidance and thought leadership to the client on how to solve their business problems through integrated Verizon solutions. This role directly deploys and manages client executive/client partner/managing partner and sales associate resources to guide and execute 1 to 6 month funnel opportunities and the existing, run-rate business as well as strategic advanced solutions. The managing principal leads a natural team of deal experts, professional service consultants, solutions specialists, solutions architects and customer service consultants.
The managing principal will use the compelling assets of Verizon to identify, build and deploy complex, integrated solutions for their client, including:
Cloud and data center services
Hosting and distributed server environments
World class information assurance solutions
Global data and voice based WAN & LAN services
Wireless and mobility services
End-to-end communications and user experience service management
IP based communications and managed services
Out-tasking and outsourcing
Professional Services across all practice areas

Qualifications

Essential Requirements
10+ years directly relevant experience, working at all levels in the client up to board level
Proven track record of integrated solutions sales success
Industry-specific expertise in the Federal Government / Civilian Agencies is required.
Experience in selling solutions / services
People leadership/management experience of 5+ years
MBA or equivalent
Demonstrable experience in achieving results in a complex, internationally distributed organizations.
Security Clearance or ability to obtain one highly desired.
Preferred Location is the Washington DC Metro

Key Capabilities
Experience managing a P&L
C-level executive relationship creation and development
People leadership capability
Global solutions development and delivery
Large/very large/complete out-tasking and outsourcing deal leadership
Major transformation efforts involving significant organization and technology change.
Organizational and process re-design and implementation
Consultative solutions thought leadership with Fortune 500 accounts
Sales force development, training and re-engineering for solutions-based selling
Customer business case development based on TCO/ROI/ROCE techniques
Direct sales and consortia/partnership based commercial relationships
Demonstrated industry/segment expertise and insight

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