Business Development & Strategic Alliances Manager
Responsibilities, goals and objectives: - Transform the Carso Telecom relationship from Tactical to Strategic. Build and communicate a plan on how to build an alliance with base on the Customers’ and Microsoft’s business strategies, aligning the market opportunity with Microsoft’s solutions & services, and successfully deploying new solutions and services offerings. - Present corporate and business division strategies and directions, to influential internal and external audiences. - Identify and lead the joint business development activities to establish the solutions portfolio and commercial service offerings based on Microsoft’s core businesses.- Act as the lead liaison across the individual Microsoft Business Groups and provide a coordinated approach to the customer for all partnering business development activities. - Establish the joint business case: from the initial investment to the joint business targets; engaging directly with each Business Group to define the joint service offering and resulting ‘Go-To-Market’ initiatives. - Create incremental value for Carso Telecom and Microsoft, by leading the joint co-marketing opportunities and enabling revenue share models, to positively impact the commercial offering & business results.- Consistently develop and own the implementation of the business plan for the joint marketing opportunity. Develop the joint business plan with the customer’s business groups and providing each joint marketing plan with information gathered from business reviews. - Maintain a proactive knowledge of the customer, the market, assess the competitive landscape, and keep abreast of potential opportunities and trends, to assure competitive positioning of the Alliance.- Formalize a Governance Model and a plan, based on an MOUP (Memorandum of Understanding and Principles) to rule the Alliance relationship.- Create the Telmex / America Movil Latin-American Microsoft community.Relevant Accomplishments:1. Go to markets and business initiatives: Enabling market differentiation for Telmex, through the creation of “Value Chains” around telecommunications services:o Incremental revenue for the alliance for 25 MD+ on new value added services.o Telmex Small and Medium Business segment: enhanced value added services offering, through the launch of 5 new value-added services: Hosted Exchange, Live Meeting, SharePoint and One Care (best practice worldwide).o Telmex Mass Market segment: Subscription computing (biggest worldwide, winning the 2007 CSI Champions Award for Latin America). PC value chain concept (family education PC, Office trial sales model, One Care trial sales model and the combination with Live Services).o Coordination of joint activities and projects with the Joint Venture (Prodigy MSN) and the MSTV business unit.o XBOX launch for Telmex stores.o Revenue Share models: One Care as the single security solution for all business segments and Office suite sales and trials.o Telmex IT segment: contribution and influence on the deployment of Microsoft solutions for internal use, the renewal of the 3 year Enterprise Agreement and the signature of the Premier support contracts. 2. Executive relationship & Alliance creation o Coordination of executive engagement strategy, Governance models and Alliance Scorecard.o Creation of the framework for the Alliance relationship (Memorandum of Understanding and Principles).