Director of US Channel – VAR Partnerships, API, CPaaS

🕒 il y a 2 jours

🇺🇸 États-Unis – Télétravail

💵 $135 301 - $177 582 / an

⏰ Temps Plein

🔴 Expert

💰 Responsable de comptes

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Vonage

Site WebLinkedInTous les Emplois

1001 - 5000 employés

Fondée en 2001

📡 Télécommunications

☁️ SaaS

🤖 Intelligence artificielle

💰 €225 000 000 Post-IPO Debt en 2014-08

Telecommunications • SaaS • Artificial Intelligence

Vonage est un leader mondial des services de communication, offrant une suite complète d'outils incluant des API de communication, des solutions de communications unifiées et des centres de contact. L'entreprise permet aux entreprises de joindre et d'engager les clients à travers divers canaux tels que la messagerie, la voix et la vidéo, facilitant des expériences client supérieures. Vonage intègre des technologies avancées comme l'IA et l'automatisation pour améliorer l'efficacité opérationnelle et la satisfaction client, soutenant des secteurs allant de la santé au commerce de détail avec des solutions de communication sur mesure. En témoignage de ses capacités, Vonage est constamment reconnu comme un leader dans le domaine des plateformes de communication en tant que service (CPaaS).

Description

• Design the Blueprint: Build the global operational framework for Vonage’s high-velocity VAR program, including tiered incentive models, margin/discount structures, and strict rules of engagement to eliminate channel conflict with existing enterprise and telco teams. • Productize the API Portfolio: Collaborate with Product and Marketing to package Vonage’s 3 core API frameworks into repeatable, "SKU-ified" offerings that VARs can independently quote, position, deploy and commercialize. • Infrastructure Automation: Partner with revenue operations to optimize automation platforms (e.g., Salesforce PRM) for seamless click-through onboarding, self-service technical enablement, and automated deal registration. • Targeted Recruitment: Identify, profile, and recruit high-volume regional VARs, boutique system integrators, and managed service providers (MSPs) who already wrap services around major cloud ecosystems (AWS, Salesforce, Microsoft). • Drive Activation (TTFD): Own the "Time-to-First-Deal" metric. Build "Campaign-in-a-Box" enablement toolkits to ensure newly onboarded VARs register and close their first mid-market transaction within 60–90 days. • Geographic Pilot Ownership: Execute an initial, ring-fenced regional pilot to validate unit economics, tracking volume velocity and partner activation rates before scaling the framework globally (from Silicon Valley to Singapore). • Build the Channel Team: Once we have proven the model, there is an expectation that you will recruit, lead, and mentor a specialized pod of Channel Account Managers (CAMs) dedicated strictly to programmatic, high-volume reseller portfolios. • Data-Driven Reporting: Establish channel dashboards to monitor recruitment funnels, pipeline velocity, transaction frequency, and programmatic MDF ROI for executive leadership.

🎯 Exigences

• 8+ years of partnership, channel management, or business development experience within the CPaaS, SaaS, Cloud, or API sectors. • A proven "Builder" who has successfully designed and launched a 1-to-many VAR, MSP, or distributor channel from scratch, rather than just managing an inherited ecosystem. • Deep comfort with API business models and communications technology. Experience selling CPaaS, identity/fraud prevention solutions, or programmable video/voice is highly desirable. • Direct experience implementing or optimizing Partner Relationship Management (PRM) platforms and defining automated deal-registration workflows. • Experience working within distributed teams across multiple geographies. • Bachelor’s degree in Business, International Relations, History & Politics, Computer Science, or a related field (or equivalent practical experience).

🏖️ Avantages

• Company Bonus or Commission Structure (depending on the role) • Medical, Dental, and Vision Coverage Options • 401(k) Savings Plan • Company-Paid Basic Life and AD&D Insurance • Short-Term Disability (STD) • Long-Term Disability (LTD) • Maternity/Parental Leave • Flexible Spending Accounts (FSA) • Health Savings Account (HSA) • Employee Support Program (EAP) • Voluntary Supplemental Insurance • Lifestyle Benefits • Volunteer Time Off (VTO) • Tuition Reimbursement - available for select positions; full details will be shared during the interview process