Meta AR/VR Job | Director, Commercial B2B Sales Channel

Job（岗位）: Director, Commercial B2B Sales Channel

Type（岗位类型）: Sales

Citys（岗位城市）: Burlingame, CA | New York, NY | Seattle, WA

Date（发布日期）: Before 2021-12-14

Summary（岗位介绍）

Facebook Reality Labs (FRL) brings together world-class experts to develop and ship groundbreaking products at the intersection of hardware, software, and content. We have a clear mandate to ship products at scale. In particular, seemingly impossible products that define new categories that advance Facebook’s mission of connecting the world. The FRL organization is developing the future of augmented reality, virtual reality, and telepresence; bringing products to consumers and businesses that transform collaboration, entertainment, and social experiences.

FRL Global Sales Organization is looking for a Head of FRL Commercial Sales to develop and manage the Commercial B2B sales channel for FRL products. This team is focused on bringing Reality Labs hardware and software to businesses around the world. This role requires a seasoned leader that can influence and work on multiple priorities including educating internal stakeholders, building the region-specific GTM structure, lead and support cross-functional teams as a subject matter expert, and also dive into the hard tactical work as well. We are looking for a leader who will help us refine existing and establish new channel infrastructure, partnerships, and programs in all supported countries. This person will need to be a builder. You will need to be at home in a fast-paced environment with democratized information and working across Facebook Product Management, Marketing, and Operations teams and at the same time working with the customers’ cross functional teams. A successful person in this role will employ a “player-coach” approach while using strong influencing skills to transfer knowledge to the rest of the organization. A strong network and knowledge of driving business sales thru global distributors and resellers, such as SHI, Insight, and CDW will be critical to a fast ramp.

Qualifications（岗位要求）

BA/BS in Business or Marketing related field

15+ years experience in Commercial B2B Sales, Marketing, Account Management or Business Development for large G2K accounts

12+ years experience in progressive business sales thru global distributors and resellers, such as SHI, Insight, and CDW with a clear record of quota or KPI achievement and success in technology-based B2B sales

Pre-existing relationships with key reseller and distributor leadership across the world

Track record of building rapport, influencing, and leading cross-functional teams in support of organizational objectives

Experience and clear understanding of global channel ecosystem and its regional nuances

Experience leading teams, business planning and tactical execution, with an understanding of the various levers available to drive channel sales in markets with a view of what GTM innovation could be

Experience in go-to-market planning and execution across business channels on a global scale

Demonstrable communication, presentation, and negotiation skills with a high degree of business acumen

Experience advocating for innovation and the opportunities presented by disruptive technologies

Demonstrated experience building and leading high performing organizations

Knowledge of the commercial B2B technology market, industry trends, market conditions, and competitive landscape

Experience managing intense workload with short time frames in a highly matrixed and ambiguous environment

Proven track record in delivery of sales quotas against business plans

Description（岗位职责）

Build and lead a global channel sales organization (account managers, channel marketing, solutions architects) for FRL Commercial Sales

Direct and manage FRL business activities with resellers, implementing effective strategies and programs to meet organizational goals for a broad set of products in FRL (including VR, AR, Portal, and future FRL product lines)

Define, negotiate, and close complex product and distribution partnerships deals

Develop and drive Commercial sales strategy for new products in the FRL product portfolio

Assist Business Development/Partnerships team in product roadmap planning & sell-in

Represent the Commercial/Business Channel on the Global Sales Leadership Team

Develop and maintain c-level executive relationships with key Commercial accounts

Work cross-functionally with product management, product marketing, legal, finance, and category management teams to negotiate account programs/contracts and advocate internally for commercial customers

Define the process and manage execution of annual business planning with top commercial partners. This encompasses but not limited to key activities to be carried out (i.e., negotiate commercial terms, forecast and volume planning, resource allocations, develop solution selling programs, planned co-marketing investments, etc.)

Work with the operations organization to ensure unique commercial channel capabilities are built, advocating for and securing resources from internal teams to build necessary tools and programs

Deliver channel insights as part of Weekly, Monthly, Quarterly, Semi-Annual, and Annual Business Review Process. Manage account scorecard, allocate budget, identify opportunities for optimization and growth

Provide an objective viewpoint based on an in-depth understanding of commercial and competitive information

Grow a team over time by attracting and retaining top talent

Willing to travel between 25 to 50% depending on location