Director of Partnerships
Posted on 10/18/2023
JW Player
Experience Level
Desired Skills
Business & Strategy
Sales & Account Management
  • Work with the VP of Global Partnerships, to drive the rapid definition and acceleration of our global partner organization, provide leadership for a collaborative, high-performing alliances and partner sales organization; while pairing business and revenue objectives with appropriate growth initiatives
  • Work cross-functionally with leaders in the Sales & Account Management, Product & Engineering, Marketing, RevOps & Finance organizations to develop and implement win-win partner programs, sales processes, go-to-market plans, partner recruitment & marketing strategies, and business development initiatives that generate incremental revenue to the company's Sales capability from the partner ecosystem. Specifically, this person must identify and develop partnerships and strategic alliances which are optimized for exceptional revenue growth across company offerings
  • Develop, enable and monetize an expanding ecosystem of partners including Resellers, VARs, SIs, MSPs, OEMs and ISVs with strategies and plans focused on reseller and referral relationships by segment and geography that includes compelling joint value propositions, clearly defined go-to-market initiatives with key sponsors, milestone and progress tracking metrics
  • Oversee partner recruitment, onboarding and enablement to ensure partners are properly onboarded, trained and motivated to sell and deliver company product and service offerings. Conduct business reviews and adjust practices, strategies and ideal partner profiles to optimize partner performance. Ensure standards for partner delivery excellence and customer satisfaction are maintained or exceeded
  • Develop key partner goals, best practices, and partner systems and infrastructure, including sufficient and scalable processes, forecasting, monitoring, reporting, KPI tracking, training, and operational initiatives designed for optimizing results
  • Work with marketing to recommend and help produce requisite and up-to-date assets and initiatives (collateral, webinars, events) and develop partner marketing campaigns that support overall alliance plans and objectives
  • 8+ years' prior global alliances leadership experience in Enterprise SaaS (preferably with OVP or other video technology products) driving partner revenue and growth with Agencies, key Systems Integrators and Technology ISV partners through an enterprise sales force
  • Team player who is goal-oriented and confident, with aptitude and desire to build high-performing partnership plans and strategies
  • Demonstrate an ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others
  • Demonstrated ability to grow and close large global accounts through partners, selling a combination of products and services
  • Outstanding track record of consistently meeting/exceeding individual revenue goals and corporate objectives
  • Excellent capabilities in building and executing partner recruitment and channel strategies by segment and geography, creating and presenting sales plans, setting milestones, measuring performance and being accountable for results to executive management
  • Leadership and influencing skills: the ability to obtain results in an organization that they do not control or to manage through ambiguity
  • Highly professional persona and polished demeanor. This will include exceptional communications, presentation, and interpersonal skills with a proficiency in Excel/Sheets and PowerPoint/Slides
  • Collaborative, self-directed leader with the ability to effectively build relationships, and display confidence in their intentions and those of the organization
  • Adaptable and flexible, able to work independently and thrive in an environment that is evolving and constantly changing
  • Data-driven, analytical thinker with experience with CRM and Business Intelligence tools like Salesforce and/or Looker
Desired Qualifications
  • Advanced degree in Engineering
  • Experience and knowledge of SVOD, AVOD, OTT video & FAST technologies and solutions for broadcasters and video publishers