Program Manager B2B Sales Strategy & Operations

The Program Manager - B2B Business Development Strategy & Analytics is a critical role in driving Optimum B2B's growth and market expansion. This position focuses on delivering actionable insights, designing targeted programs, and providing data-driven recommendations that empower the National Sales team to identify, prioritize, and win high-potential opportunities. By leveraging a blend of business analysis, strategic planning, and advanced analytics, you will help accelerate new business acquisition, drive subscriber growth, maximize revenue, and enhance customer retention.

This role is perfect for a highly analytical sales strategist with a passion for solving complex business challenges. Working closely with cross-functional teams, you will ensure strategic initiatives are aligned with sales objectives and needs and use data-driven insights to create actionable plans. If you're driven by the opportunity to leverage data, insights, and strategy to transform the future of B2B sales in telecommunications, this position offers a unique opportunity to make a meaningful impact and challenge the status quo.

• Deliver data-driven insights to sales teams that help them hunt efficiently - what to target, where to focus, and how to engage prospects.
• Collaborate with sales teams to create account plans that align with broader growth strategies. Leverage first and third-party data, tools, and platforms to research and uncover account insights, opportunities, entry points, pain points, initiatives, business challenges, and investment areas. Develop relationship intelligence/mapping for new lead identification to grow account penetration.
• Design, implement, and manage sales-led campaigns in Salesforce to generate leads, drive opportunity creation, and enhance targeting. Measure campaign outcomes and optimize strategies to meet sales objectives.
• Perform TAM, SAM, and SOM analysis to quantify market potential and identify high-priority areas for sales efforts.
• Perform in-depth segmentation analysis to identify and size key industries, tailoring strategies to effectively target and penetrate these segments.
• Assess Optimum's serviceable footprint to identify untapped growth opportunities. Develop strategic sales plays that leverage Optimum's connectivity and technology solutions.
• Leverage competitor intelligence-such as competitor positioning, market penetration, and solution gaps-to inform sales plays and drive strategic engagement with prospects.
• Utilize segmentation techniques, including firmographics, technographics, and behavioral data to categorize and prioritize accounts.
• Develop and refine ICPs and conduct "look-a-like" analysis to identify high-potential leads.
• Build scoring models to rank prospects based on revenue potential, readiness to buy, customer fit, intent, relationship, and engagement. Focus sales efforts on top targets within the serviceable footprint.
• Work directly with sales teams to ensure strategies, data, and opportunity insights are effectively translated into actionable plans. Help sales retire quota and achieve revenue objectives.
• Partner with marketing to create targeted campaigns, messaging, demand generation, field marketing, events, hospitality, and account-based marketing (ABM) initiatives that address sales needs, gaps, and goals.
• Collaborate with Data & Analytics and Sales Operations teams to develop and deliver sales-impacting data, projects, and reporting.
• Understand and track key sales metrics like gross adds, revenue targets, and quotas to refine business development strategies. Support business ops reviews.
• Evaluate Salesforce data to assess pipeline health, conversion rates, deal velocity, and lead quality to improve sales performance.
• Analyze the customer base to uncover retention opportunities and areas for growth. Understand the largest contracts, terms and conditions, and key deliverables.
• Use existing reports and dashboards to generate insights that support strategic decisions.
• Create clear, actionable visuals with tools like Power BI and Tableau to guide sales teams.
• Help Optimum B2B Sales become deeply data-informed, AI-enabled, and digital-first. Harness the latest technologies to create efficiencies and provide sales a competitive advantage.
• Influence and drive the exploration, selection, implementation and use of cutting-edge tools, platforms, and data subscriptions that will enable best-in-class, business intelligence, insights, sales enablement, and business development strategies. Manage vendor relationships and build business cases.

Basic Qualifications:
* Bachelor's degree in business, Finance, Marketing, Data Science, or a related field.
* 5+ years: business analysis, data analysis, marketing, market analysis, strategy, or management consulting roles preferably supporting B2B Sales and/or Marketing.
* Excellent communication, organization, and people skills, with the ability to work effectively across departments and present complex data to senior leadership.
* Advanced Excel, PowerPoint, and Word skills.

Preferred Qualifications:
* MBA or Master's degree in a related field.
* Telecommunications industry experience with a strong understanding of industry trends and market dynamics.
* Experience supporting B2B sales, business development, strategy, and analytics, with a track record of driving actionable insights to enhance sales effectiveness.
* Proven expertise with CRM platforms, particularly Salesforce, including managing sales pipelines, creating and analyzing reports, optimizing workflows, and driving adoption among sales teams.
* Proficient in querying large databases using SQL and experienced with cloud data warehousing platforms such as Google Cloud Platform (GCP) BigQuery, Snowflake, or similar solutions.
* Experience with data integration processes, including ETL (Extract, Transform, Load) workflows and API-driven data transfers to support seamless data exchange and analysis.
* Hands-on experience in Power BI and/or Tableau for reporting, dashboard creation, and developing compelling data visualizations to inform strategic decisions.
* Experience leveraging third-party data sources and platforms for company and industry research; experience with marketing technology platforms is a plus.

Why Join Us:
At Optimum, you will be part of a company that is not only at the forefront of connectivity but also deeply committed to empowering its employees. Our culture is built on the principles of Ownership, Transparency, Community, and Expertise. We encourage you to bring your best ideas, take initiative, and be part of a team that values collaboration, innovation, and continuous learning.