Business Development Manager - Workvivo

Company Overview

Workvivo is a digital experience platform that brings workplace culture to life and empowers employees to be heard and feel included, no matter where they work. We are committed to our customers, obsessed with improving employees’ working lives, and driven by results. From automotive, technology, manufacturing, logistics, finance, and everything in between, we roll out the Workvivo platform to diverse organizations across the globe to enhance their employee experience.

Workvivo is part of Zoom, an all-in-one intelligent collaboration platform that makes connecting easier, more immersive, and more dynamic for businesses and individuals. Zoom technology puts people at the center, enabling meaningful connections, facilitating modern collaboration, and driving human innovation.

Position Overview

This position is responsible for defining, leading, and iterating the Workvivo Partner strategy and execution for the US. This position will require close collaboration with regional Sales Leadership and sellers to ensure Zoom customers experience the value of Workvivo and choose Workvivo as their Employee Experience Platform.

Responsibilities

• Identify and source strategic partnerships including resellers, technology alliances, HR consulting firms, platforms (e.g., ATS, HCM, benefits), and marketplaces.
• Develop and Execute Go-to-Market (GTM) Strategies with each partner to drive joint revenue opportunities, customer acquisition, and product integration.
• Negotiate and structure deals from co-selling agreements to co-marketing plans, reseller/referral terms, and integration roadmaps.
• Equip partners with training, collateral, sales tools, and marketing resources to ensure success.
• Work closely with Sales, Marketing, Product, and Customer Success to ensure partner alignment and performance.
• Own a partner-sourced revenue target, and report on pipeline, progress, and Key Performance Indicators (KPIs) regularly.
• Identify and execute on partnership opportunities that open new channels, verticals, or use cases.
• Establish and develop relationships with Zoom regional channel leadership to grow Workvivo pipeline via Zoom channel partners.

Requirements

• A natural problem solver and relationship builder.
• 8+ years of experience, including 5+ years of experience in a fast-paced SaaS environment, in one or more of the following areas:
  • Channel account management (Global System Integrators (GSIs), Cloud marketplace experience a plus).
  • Tech alliance management.
  • Partner development and driving revenue through strategic partners.
• Has a network of relevant partners with US presence (Value-Added Resellers (VARs), consultants, tech partners, etc.) who sell complimentary solutions to Workvivo, like productivity, project management, and cloud solutions.
• Proven success driving revenue through a partner ecosystem including but not limited to VARs, cloud marketplaces, GSIs, and referral partners.
• Familiarity with U.S. mid-market and enterprise sales motions.
• Experience building & maintaining strong C-level executive relationships.
• Ability to excel in a team-oriented, collaborative, and dynamic environment with mutual respect and empathy for global cultures being at the center of it all.
• Bachelor's degree. MBA is preferred.

Nice to Have

• Experience growing product sales via at least one of these: Cloud Marketplaces, GSI sales motion, tech alliances.

Compensation & Benefits

• Employment Type: Full time
• Salary Range or On Target Earnings (OTE):
  • Minimum: $150,700.00
  • Maximum: $329,700.00
• Zoom has a Total Direct Compensation philosophy that takes into consideration: base salary, bonus, and equity value.
• Starting pay will be based on a number of factors and commensurate with qualifications & experience.
• There may be a different range for candidates in this and other locations due to Zoom's location-based compensation structure.

Application Instructions

• Application Window: At least 5 days are provided for application.
• Potential Closing Date: [Date not specified]

Location Type

• [Not specified]