Business Development Manager (Partnerships & Channel) - Workvivo

United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Software, Biotechnology, Human Resources, Collaboration Software, Employee ExperienceIndustries

Requirements

The ideal candidate will have over 8 years of experience, with at least 5 years in a fast-paced SaaS environment, specifically in channel account management, tech alliance management, or partner development. A proven track record of driving revenue through a partner ecosystem, including VARs, cloud marketplaces, GSIs, and referral partners, is essential. Familiarity with U.S. mid-market and enterprise sales motions, experience building strong C-level executive relationships, and a Bachelor's degree are required. An MBA and experience with cloud marketplaces, GSI sales motions, or tech alliances are preferred.

Responsibilities

This role is responsible for defining and executing the Workvivo Partner strategy in the US, collaborating with regional sales teams to maximize customer value. Key responsibilities include identifying and sourcing strategic partnerships, developing Go-To-Market strategies with partners to drive revenue and customer acquisition, and negotiating various partnership agreements. The position also involves equipping partners with necessary resources, aligning with internal teams (Sales, Marketing, Product, Customer Success), and achieving partner-sourced revenue targets.

Skills

Partnership Strategy

Go-to-Market Strategy

Channel Sales

Reseller Agreements

Technology Alliances

HR Consulting

Sales Enablement

Pipeline Management

KPI Reporting

Deal Negotiation

Customer Acquisition

Product Integration

Zoom

Video conferencing and online meeting solutions

About Zoom

Zoom provides video conferencing and online meeting solutions that allow users to conduct virtual meetings, webinars, and collaborative sessions. Its main product is video conferencing software, which enables high-quality video and audio communication, along with features like screen sharing, group messaging, and virtual backgrounds. Zoom also offers specialized products for larger events, such as Zoom Webinars and Zoom Events. The company operates on a freemium model, providing basic services for free while charging for advanced features through subscription plans tailored for various users, including businesses, educational institutions, and healthcare providers. Zoom stands out from competitors due to its user-friendly interface, reliable performance, and scalability for different needs, making it a vital tool for remote work, online education, telehealth, and social interactions.

San Jose, CaliforniaHeadquarters

2013Year Founded

$144.5MTotal Funding

IPOCompany Stage

Enterprise Software, Education, HealthcareIndustries

10,001+Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

Hybrid Work Options

Flexible Work Hours

Stock Options

Company Equity

Paid Vacation

Paid Sick Leave

Risks

Increased competition from Microsoft Teams and Google Meet threatens Zoom's market share.

Privacy concerns and regulatory scrutiny could impact Zoom's operations and reputation.

Hybrid work models may reduce demand for virtual meetings, affecting Zoom's growth.

Differentiation

Zoom offers a user-friendly interface with reliable performance for virtual meetings.

The platform supports diverse needs, including remote work, education, and telehealth.

Zoom's freemium model attracts a wide range of users with scalable subscription options.

Upsides

Zoom integrates AI tools to enhance virtual meeting effectiveness and productivity.

The expansion of 5G networks improves Zoom's video conferencing quality and accessibility.

Zoom's secure, HIPAA-compliant solutions drive demand in the telehealth sector.

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