Business Development Manager - Open Gateway (Madrid)The Telco industry, under the leadership of José María Álvarez Pallete, chairman of Telefonica, is opening its networks to third party developers to give them access to Telco capabilities through APIs. This enables applications to control key functionality of the network, such as specialized Quality of Service (low latency, etc.), location, identity, messaging, etc. This move not only allows for greater flexibility and innovation within the industry but also provides Telcos with a new source of revenue.
The Open Gateway area in Telefonica is part of the Chief Digital Officer Unit and reports directly to the President. Our objective is to create new revenues for the Telefonica Operating Businesses (countries) by exposing internal telco capabilities to developers through APIs. We create APIs, Services, and tools that help developers control and obtain information from the network and other Telco systems.
We work with other Telcos to standardize these APIs. We partner with Hyperscalers to enable developers to access the APIs in their familiar cloud environments. We also collaborate with Integrators to add our API portfolio to their technological toolset. We work with internal Telefonica units to expose the APIs through the Telefonica Kernel platform and foster the consumption of the APIs to develop internal services at a fraction of the cost.
MISSION The main goal of the position is to generate revenues for Telefonica Open Gateway ecosystem by reaching commercial agreements and developing business opportunities with Hyperscalers, Aggregators, Integrators and end customers.
MAIN DUTIES & RESPONSIBILITIES Generate revenue in our different OB's according to the agreed KPIs.Negotiate commercial agreements with Hyperscalers or Aggregators to expose our APIs through their platforms.Build partnerships with Integrators to help their B2B customers succeed in integrating Telco Services. Develop targeted business opportunities for key verticals and customers.Manage the global relationship with these partners (Hyperscalers, Aggregators, Integrators): reach commercial agreements, agree on the commercial model, SLAs, operating model, etc.Provide guidance and support to the OBs in their commercial negotiations with these partners and related business development activities.Collaborate with the global and local teams in their commercial activity with potential end customers who can benefit from Telefónica network APIs.NATURE OF PROBLEMS & CHALLENGES Carry out complex negotiations with leading industry players to ensure a healthy capture of the value chain by Telefónica.Manage internal stakeholders such as the Product, Delivery, Strategy and Alliances teams and external stakeholders such as the GSMA and other telcos.TEAM
The Business Development Manager will report to the Head of Business Development in the global Area.
EDUCATION REQUIRED Preferably, but not required, MSc/BSc degree in Computer Science, Telecommunication Engineering, Industrial Engineering or related technical field. Degrees in Economics, Business Administration or Marketing are also welcomed if the candidate has substantial experience with technical products.
KNOWLEDGE AND SKILLS Experience in B2B business development and partner program sales in the telco industry.Network or Telco experience will be valued: network protocols, 5G, radio, etc.Teamwork, enjoy working together and open to sharing ideas/support.Resilient needs to understand the challenges of working within and with big organizations.Results-oriented: Doing the job effectively and achieving the organization's objectives.Analytical skills: ability to analyze both quantitative and qualitative information.Innovative thinking: ability to find creative solutions to the needs of all clients.Conceptual thinking: the ability to identify critical aspects of different situations through inductive and deductive reasoning and represent them schematically will be valuable.Financial literacy: the ability to build complex business cases and analyze the profitability of potential investments and commercial alliances will be valuable.Ability to balance business risks with customers' requirements and Telefónica's interests to win new business.Ability to engage people from different departments and levels of the organization.Communication skills: active listening skills and the ability to express and convey ideas to the organisation's customers, peers and others.Presentation skills: Ability to produce business, technical and commercial documentation and deliver/communicate it to a high-level audience.PROFESSIONAL EXPERIENCE +5 years of experience in business development, sales or product marketing.Driven, self-motivated, results-oriented: proven expertise.LANGUAGES Fluent in English and Spanish.Portuguese or German will be a plus.
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