Director, Channel & Alliances at Bandwidth

Raleigh, North Carolina, United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Communications, Software, TelecommunicationsIndustries

Requirements

Bachelor’s degree or equivalent
Minimum of 5+ years in Channel-driven Sales working with MSPs, SIs, VARs, etc
Ability to own 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 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

Responsibilities

Execute tactical and strategic consultative sales initiatives and account plans for existing and new “Sell With” Channel Partnerships in order to achieve the revenue targets as directed by the Business
Establish and maintain a high level of positive and effective relationships with key partnership contacts and their account and sales teams to enhance sales opportunities and industry “reach”
Through development of the partnership, build a consistent pipeline of partner-referred opportunities during any given quarter and align with the Account Executive team to work those opportunities
Identify and effectively demonstrate the BAND Products as they relates to the Partner’s solutions in order to drive forward a “win together” approach
Partner with Marketing on coordinating events that can directly or indirectly drive join revenue
Maintain constant awareness of prospective new/innovative partnership opportunities in various UCaaS and CCaaS 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

Skills

Key technologies and capabilities for this role

Channel PartnershipsStrategic SalesConsultative SellingPartner Relationship ManagementRevenue AttainmentAccount PlanningPipeline DevelopmentSales Quota Achievement

Questions & Answers

Common questions about this position

What experience is required for the Director, Channel & Alliances role?

Candidates need a Bachelor’s degree or equivalent and a minimum of 5+ years in Channel-driven Sales working with MSPs, SIs, VARs.

What is the salary or compensation for this position?

This information is not specified in the job description.

Is this role remote or does it require office presence?

This information is not specified in the job description.

What is the company culture like at Bandwidth?

Bandwidth celebrates differences and encourages BANDmates to be their authentic selves, with the tagline 'your music matters when you are part of the BAND.'

What makes a strong candidate for this Director role?

Strong candidates will have 5+ years in Channel-driven Sales with MSPs, SIs, VARs, and experience executing consultative sales, building partner relationships, and driving revenue through strategic partnerships.

Bandwidth

Cloud-based voice and messaging services

About Bandwidth

Bandwidth provides voice, messaging, and emergency services through cloud-based solutions tailored for businesses, including enterprises, service providers, and application developers. Their services allow clients to integrate reliable communication capabilities into their applications and systems. Bandwidth's offerings include voice calling, text messaging, and emergency calling, all designed to ensure high reliability and scalability, which are essential for uninterrupted communication. The company generates revenue through subscription models, where clients pay a recurring fee, and usage-based models, where charges are based on the volume of calls or messages. Regular maintenance and updates are conducted to enhance service performance and reliability. Bandwidth's goal is to deliver dependable communication solutions that meet the evolving needs of businesses in a competitive telecommunications market.

Raleigh, North CarolinaHeadquarters

2005Year Founded

$19.9MTotal Funding

IPOCompany Stage

Enterprise SoftwareIndustries

1,001-5,000Employees

Benefits

100% Medical & Dental Coverage

401(k) & College Savings Plan

PTO with Email Embargo

Free Gym Membership

90 Minute Workout Lunches

Employee Development Opportunities

Risks

Emerging CPaaS providers offering lower-cost services threaten Bandwidth's market share.

Rapid AI advancements may outpace Bandwidth's current capabilities, risking competitive edge loss.

Potential regulatory changes in data privacy laws could increase Bandwidth's compliance costs.

Differentiation

Bandwidth offers a unique owner-operated network with global reach and regulatory expertise.

The company integrates AI-ready capabilities into its cloud communications platform, Maestro.

Bandwidth's focus on secure and compliant communication solutions sets it apart in the market.

Upsides

Growing demand for CPaaS solutions boosts Bandwidth's market potential and revenue growth.

AI-driven communication tools enhance customer experience and operational efficiency for Bandwidth.

5G network expansion globally enhances the quality and speed of Bandwidth's services.

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