Senior Director, Strategic Business Development

Join Vonage and help us innovate cloud communications for businesses worldwide!

Why this role matters

The Senior Director, Strategic Solution Architect – Network Powered Solutions (NwPS) is a market-shaping leadership role responsible for defining and driving Vonage's NwPS growth strategy over a 12–36 month horizon. You'll own the mandate to seed, incubate, and qualify the next generation of revenue opportunities — operating at the intersection of market intelligence, strategic partnerships, solution incubation, and executive engagement.

Working closely with the GM, Product, Sales, Marketing, and Ericsson stakeholders, you'll serve as the primary architect of Vonage's long-term NwPS growth narrative. This role requires strategic vision, commercial acumen, technical curiosity, and the ability to operate with conviction in ambiguous, innovative environments.

Your key responsibilities

Team Leadership

• Lead, develop, and scale the Strategic Business Development team across supply BD, demand BD, and ecosystem engagement workstreams

• Set the team's mandate, OKRs, and operating rhythm — ensuring clarity, accountability, and disciplined execution

• Serve as executive sponsor for the team's most strategic engagements

Market & Opportunity Discovery

• Define and evolve the NwPS addressable market opportunity — identifying emerging use cases, vertical plays, and monetization models

• Lead structured market analysis (TAM, value pools, competitive dynamics) to prioritize where the business should invest ahead of the market

Pipeline Incubation

• Own and govern the NwPS future-year opportunity pipeline (12–36 months), ensuring clear conversion paths into sales execution

• Seed early-stage opportunities through pilots, design partnerships, and lighthouse engagements

• Work closely with Sales Overlay and core sales teams to transition mature opportunities into active sales motions

Strategic Partnerships & Ecosystem Development

• Identify, develop, and govern strategic partnerships — including CSPs, ISVs, GSIs, and ecosystem players — that unlock new markets or accelerate NwPS adoption

• Lead supply-side BD efforts to secure advanced Network API supply from CSPs (QoD, Location, Network Insights) in priority markets

• Represent Vonage in strategic forums and industry events (e.g., GSMA, MWC, CAMARA)

Solution Incubation & Executive Engagement

• Sponsor early customer trials, field PoCs, and lab demonstrations that validate new use cases

• Engage C-level stakeholders at customers, partners, and CSPs to test strategic narratives and build executive sponsorship

• Shape and present executive-level business cases and multi-year growth stories to internal and external audiences

Cross-Functional Leadership

• Partner with GM, Sales, Product, Marketing, and Ericsson stakeholders to ensure BD activities feed the broader NwPS strategy

• Drive governance and reporting cadence — including monthly engagement reviews, supply pulse checks, and executive steering updates

What you'll bring

Required:

• 15+ years in strategic business development, corporate strategy, or ecosystem development roles

• Proven track record of building and leading BD teams in complex, matrixed, global organizations

• Deep experience in Telco, Network API, CPaaS, cloud, or enterprise technology

• Demonstrated ability to build pipeline and create market opportunities ahead of formal sales execution

• Strong commercial and technical acumen across complex B2B and B2B2x solutions

• Experience engaging and influencing C-level stakeholders at customers, partners, and CSPs

• Proven ability to lead through ambiguity and deliver outcomes on long time horizons

Experience we consider a plus:

• Background in ecosystem or platform-based business models (API platforms, marketplace models, developer ecosystems)

• Familiarity with CAMARA, GSMA Open Gateway, or Network API standards

• Exposure to Ericsson, Nokia, or major CSP ecosystems

• Experience launching new products or business units from early-stage to commercial scale

How you’ll benefit:

• Company Bonus or Commission Structure (depending on the role)
• Medical, Dental, and Vis