Ecosystem Business Development & Alliance Manager

Plantronics Santa Cruz , CA 95065

Posted 4 months ago

As pioneers in audio and video technology, we at Poly uniquely understand the power of human connection. We've seen it drive innovation, solve problems, inspire action and power productivity. We are bringing together our portfolio of high-quality, proven products and services to connect people to what matters most -- whether it's their colleagues, customers, playlists or favorite games. Together, our technology will keep that connection strong and fuel a future collaboration and understanding, in spite of circumstances, distance or time zones.

The Ecosystem business development and Alliance manager plays a critical role in driving and executing Poly and the Ecosystem joint strategy . This individual is responsible for the day to day interaction between both the Poly's and the Ecosystem's SLM, product marketing, sales, channel partners, and support. This individual must have clear understanding of the Poly-and Ecosystem relationship and fully understands how to best position Poly within this environment, in order to maximize Poly portfolio revenue growth. This individual must have high energy, strong organizational / project management skills, familiarity with UC technology, and be able to multi-task and communicate verbally in addition to writing exceedingly well.

Job Responsibilities:

  • Act as a Key Onsite business development representative and as an alignment between Poly and Ecosystem teams.

  • Proactively develop relationships, with Ecosystem's business development, marketing, sales and sales engineering teams to maxime sales growth opportunity with the Ecosystem partner.

  • Work with Marketing, Sales and Product teams to coordiante the execution of the joint GTM plans that inludes

  • Position Poly-Ecosystem solution offerings to the field, prospects, partners, customers and other audiences.

  • launch a Poly-Ecosystem sales and marketing programs.

  • Work with the Sales and Channel Sales team to drive programs and activities with customers and channel partners to promote joint solutions.

  • Support Poly-Ecosystem training, enablement and certification to scale quickly the joint offering through sales cycles and customer deployments.

  • Track, triage, and focus resourcing on largest, most strategic mutual customer opportunities on regular basis in conjuction with Poly's and Ecosystem partner sales leadership.

  • Establish a process to measure and track success (revenue and other goals) of the joint partnerships.

  • Facilitate with Poly's and Partner's sales joint revenue goals, measure progress toward goal(s), and execute initiatives that drive revneue growth attainment.

  • Anticipate, identify, escalate, and resolve issues between Poly and Ecosystem teams as needed on a timely basis.

  • Communicate program status and issues for management and board reviews on regular basis.

  • Negotiate, renegotiate, amend or create new contracts with Ecosystem partner as required.

Required Skills & Qualifications:

  • Outstanding experience of generating results in business development, with strong selling skills.

  • Minimum (5) years demonstrated success in partner sales/management in enterprise UC software and in business development overall.

  • Proven ability to generate sales growth via partnership working with internal (sales, marketing, etc.) teams.

  • Demonstrated, referenceable experience leading the development, negotiation and close of complex partner deals.

  • Preference given to candidates with strong knowledge of enterprise UC and existing relationships with major UC players.

  • Strong people, program and project management skills, ability to direct cross-functional processes and teams.

  • Proven ability to open doors, network and forge relationships.

  • Excellent listening, communication, presentation, problem solving, and time management skills with a record of sound business judgement.

  • Enthusiasm, energy, creativity and drive. Proven self-starter, comfortable working independently and with teams. Aligned to values of Fairness, Openness, Respect, Teamwork, Execution

  • Proactively seeks feedback and input; actively listens and communicates well with others

  • Strong writing and presentation skills.

  • Results and action oriented.

  • Technical or business undergraduate degree required.

  • Estimated travel: 30%

  • Bay area residence

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, gender identity, sexual orientation or on the basis of disability.

To all recruitment agencies: Poly does not accept agency resumes. Please do not forward resumes to our jobs alias, Poly employees or any other company location. Poly is not responsible for any fees related to unsolicited resumes.

Your application may be subject to a background check, in accordance with local legislation.


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Ecosystem Business Development & Alliance Manager

Plantronics