Director, Global Strategic Alliances, Independent Software Vendors

Who We Are:

Bandwidth (NASDAQ: BAND) is a global communications software company that helps enterprises connect people around the world with cloud-ready voice, messaging and emergency services. Backed by a network reaching 60+ countries covering 90 percent of global GDP, companies like Cisco, Google, Microsoft, RingCentral, Uber and Zoom use Bandwidth's APIs to easily embed communications into software and applications. Bandwidth has more than 20 years in the technology space and was the first Communications Platform-as-a-Service (CPaaS) provider to offer a robust selection of APIs built around our own global network. Our award-winning support teams help businesses around the world solve complex communications challenges every day.

At Bandwidth, your music matters when you are part of the BAND.  We celebrate differences and encourage BANDmates to be their authentic selves.  #jointheband

What We Are Looking For:

This position is responsible for the revenue attainment (sales), coordination, and management of BAND’s Independent Software Vendor (ISV) Channel Relationships. The company will determine a set of specific strategic ISV partnerships, in conjunction with the business, to build, nurture, and grow market share, that contributes to the company revenue goals, profit, and overall solution positioning for its clients. Partnerships will require frequent checkpoints to insure product compatibility, vision, “fit”, and overall value contribution toward the company strategic vision. Emphasis will be on growing business market share and revenue generated from each ISV partnership in support of achieving the company’s annual goals (quota) within a given timeframe.

What You'll Do:

• Create and Execute tactical and strategic consultative sales account plans for existing and new ISV Partnerships in order to achieve the revenue targets as directed by the Business. This includes serving as primary account owner, driving revenue generation to up-sell additional Bandwidth products and achieving assigned quota for new revenue growth within assigned ISV Partnerships while developing a deep understanding of each customer’s business and market they serve.
• Establish and maintain a high level of positive and effective relationships with key ISV partnerships using matrix selling to connect decision makers and c-level executives to relative roles within Bandwidth to enhance sales opportunities and industry “reach” for new and existing business development opportunities and major key accounts within the assigned portfolio.
• Develop and manage a robust pipeline of ISV partnership opportunities during any given quarter and manage them through the entire initial sales cycle to completion using the company CRM and company defined forecasting methodology; revenue values, close dates, associated risks to form best, expected and worst case scenarios.
• Presents, demonstrates, and represents ISV Partnership and BAND Products, combined to create a Solution Offering in group meetings to prospective client’s senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, return-on-investment (ROI) studies, etc.
• Maintain up to date and accurate sales records, expense plans, budgets and related databases. Supports RFP/RFI requests, if and when necessary, in a timely and professional manner to facilitate success by working cross-functionally with internal groups.
• Maintain constant awareness of prospective new/innovative ISV partnership opportunities across the UCaaS and CCaaS solution stack & market segments, competitor activities, and problems within assigned portfolio base, recognize trends that develop, and make appropriate strategic and tactical sales/marketing recommendations.
• Travel, and meet as necessary to maintain a presence with partners, enhance relationship opportunities, attend trade shows, user group events, etc. on a consistent timetable or schedule.

What You Need:

• Bachelor’s degree or equivalent
• Candidates should have a minimum of 7 plus years in Global Sales for ISV, OEM, BP Partnerships operating in a fast-paced, technology environment, responsible for a quota or MBO incentive system.
• A proven track record of sales accomplishments and/or above quota achievement
• Deep working knowledge of the Telecom Industry Go-to-Market via Channel and ISV Partners to unlock direct to Enterprise Sales
• Strong tolerance for ambiguity; ability to focus and execute in a rapidly changing environment, take charge and make things happen.
• Strong presentation skills with the capability of interacting with senior management levels of ISV Partners such as CEO, COO, CFO, CTO/CIO, and VP of Procurement, VP of Distr