Director, Strategic Alliances

Position Responsibilities

Establishing and building strategic relationships, and driving joint initiatives that lead to sales and revenue growth is the number one responsibility of the position.  In support of this key objective, he/she will:

• Lead customized complex technical negotiations with our strategic partners
• Provide a strategic perspective to sales, product, and engineering teams, delivering critical business insights and launching initiatives that support the IntelePeer’s strategy
• Ability to represent partners internally and IntelePeer externally in ongoing strategic discussions with partners such as Cisco, Microsoft, and others.
• Work cross-functionally with the product and engineering teams to define product priorities and roadmap; work with the marketing team to define partner marketing initiatives, and with sales to drive revenue
• Enable partner deal support, cross-functional planning, partner sales/product training, and relationship management
• Ability to work with multiple stakeholders and collaborate with all levels of management internally and externally to strengthen partnerships and maximize the benefit for IntelePeer and its partners- create long term win/win relationships
• Develop new business opportunities with existing partners, independently managing the negotiation process from discovery, qualification, proposal, contract, execution, and onboarding.  
• Manage executive-level contacts with key partners, including QBRs and C- level meetings  
• Develop strategies and business plans with partners and execute against metrics and milestones to drive subscription and revenue growth
• Provide timely, detailed, and accurate reporting to internal and external audiences (i.e. forecasts, prospects, funnel, etc…)
• Assist regional sales channel teams with business planning to identify and cultivate key partner relationships in the region
• Attend key partner, customer, and prospect meetings to drive mindshare, sales, and revenue
• Willing to travel a minimum of 50%

Education

• A degree in business, marketing, engineering, or another technical discipline
• MBA or closely related degree preferred

Experience & Expertise

• Minimum 10 years of professional experience in related functional areas such as sales and business development, marketing, product management, and technical disciplines to include SaaS, communications, and contact center
• Willingness and ability to work as an individual contributor leading complex teams across multiple initiatives toward success simultaneously
• Ability to review and analyze complex contracts and familiarity with standard deal structures.
• Prior experience in a decision-making role
• Proven track record of obtaining revenue targets and business development objectives through strategic partners
• Deep knowledge of enterprise, carrier, and SaaS ISV buying behaviors and trends in complex enterprise technology solutions

Competencies

• Exceptional presentation and communication skills and ability to distill complex issues into salient points that can be easily communicated
• Strong organizational, time management, and prioritization skills with great attention to detail
• Ability to thrive in a fast-paced environment, and excellent interpersonal skills with an entrepreneurial spirit and sense of humor
• Customer/partner management and negotiation skills in sales, business development, channel management, and account management
• Able to exercise appropriate judgment as necessary to influence and collaborate across organizational boundaries
• Exceptional written skills
• Team player
• Fluent in Microsoft Office and various collaboration tools
• Assertive—completely comfortable asking questions, requesting information, and expressing views on key topics