ISV Integrator Business Development Manager

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About Us
Zoomies help people stay connected so they can get more done together. We set out to build the best video product for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.
We're problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Here, you'll work across teams to deliver impactful projects that are changing the way people communicate and enjoy opportunities to advance your career in a diverse, inclusive environment.
Zoomies help the world connect - and deliver happiness while doing it. We set out to build the best video conferencing product for the enterprise, and today help people communicate better with the ZoomOne platform that includes Zoom Meeting, Zoom Phone, Zoom Contact Center, Zoom Virtual Assistant, Zoom IQ, Zoom Rooms, Zoom Video Webinars, Zoom Events, Zoom Apps, and OnZoom.
We're problem-solvers and self-starters, working at a fast pace to design solutions with our customers and their users in mind. Here, you'll work cross-functionally to dig deep into impactful projects that are changing the way people communicate, and enjoy opportunities to advance your career in a diverse, inclusive environment.
Responsibilities: (example below)

• Develop a business development strategy to attract and recruit ISV partners to build on the Zoom platform
• Manage and define the Ecosystem partner program and work with cross functional teams to gain consensus, support and alignment
• Manage a set of strategic partners that drive direct revenue
• Work with GEO and Vertical leaders to define and engage with partners to create new offers
• Identify new markets, verticals and partners to help scale within those markets
• Work with ISVs on their GTM activities and provide thought leadership and guidance
• Act as a subject matter expert (SME) and owner of ISV technical sales program
• Provide domain expertise on Zoom's programmability and extensibility
• Know how to position the value and technical capabilities of APIs / SDKs
• Evaluate new business and market opportunities where partnerships can differentiate Zoom's platform and/or expand market coverage
• Identify, recruit, onboard and enable new ISV partners
• Partner management - build relationships and bridge across the partner's organizations of sales, product, marketing, engineering
• Express an entrepreneurial mindset, with the tenacity to develop ideas independently, the skills to manage complex projects and the desire to drive change in a fast-paced environment
• Demonstrates leadership by working across internal and external groups to negotiate agreements, develop and execute detailed GTM plans for each partnership, and gain buy-in and commitments from key stakeholders throughout Zoom and our Partner organizations
• Become the advocate and SME for your partners, understand their solution, roadmap, strategies and capabilities and steer the relationship for maximum value to all stakeholders

REQUIREMENTS (example below)

• 7+ years working with SaaS/Integrators/Developers in SaaS/cloud markets and/or collaboration and building technical partner programs
• Experience managing ISV partnerships
• Technical knowledge of software, APIs and integrations
• Track record of success
• Experience with executive level engagements and communication
• Experience with complex negotiations and organizations
• Experience with commercial and monetization models
• Background in business development, technical sales, product management and product marketing strongly preferred
• Experience working with complex API/SDK integrations (pain points, GTM models etc) a plus
• Demonstrated ability to operate effectively in a rapidly scaling, dynamic environment
• Ability to manage multiple stakeholders and groups simultaneously
• Strong analytical skills, capable of working with product and technical teams to evaluate and provide business requirements to scale and optimize the business
• Highly-motivated, self-starter mentality with a proven ability to drive projects to closure
• Demonstrated expertise in building efficient processes between vendor and partner
• Experienced in task prioritization, workload and escalation management
• Strong interpersonal and team building skills; ability to work with a diverse team and influence/drive change across functional and business boundaries
• Experience with product innovation and working a plus
• Experience with CCaaS and UCaaS platforms a plus
• Excellent communication skills, both verbal and written, and tactful diplomacy
• BA/BS. Degree Required, MS or MBA is a preferred

We believe that the unique contributions of all Zoomies is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. Zoom is proud to be an equal opportunity workplace and is an affirmative action employer. All your information will be kept confidential according to EEO guidelines.
We welcome people of different backgrounds, experiences, abilities and perspectives including qualified applicants with arrest and conviction records and any qualified applicants requiring reasonable accommodations in accordance with the law. If you need any assistance or accommodations due to a medical condition, or if you need assistance accessing our website or completing the application process, please let us know by emailing us at [email protected] .
At Zoom, we care about our employees, their families, and their well-being. As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. To view our benefits, click here .
Explore Zoom:

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