Strategic Partnerships Director

OwnBackup is one of the fastest growing global SaaS companies. With over 6,000 customers, we are ranked on the Forbes Cloud 100 as one of the world's top private cloud companies and have raised over $500 million in funding from AIkeon Capital, B Capital Group, BlackRock Private Equity Partners, Insight Partners and others.

The Strategic Partnerships Director is a full-time role and will report to the Global Director of Strategic Partnerships and be responsible for driving partnerships with prioritized systems integrators. The role will include a moderate amount of travel, expected to be about 25% to work with partners and support go-to-market campaigns and events.

• Expertise in the world of partnerships
• Working knowledge of cloud solutions 
• Experience working with systems integrators / consulting partners
• Capabilities in business development and partnership formation
• Expertise in building compelling value propositions between partners

• Balance strategic thinking with tactical execution 
• Exhibit the ability to develop go-to-market plans, business cases, articulate value to partners, and design appropriate KPIs and success metrics
• Demonstrate strong communication skills; convey complex ideas in a clear, concise manner
• Build effective and enduring relationships, (both internally and with partners), collaborate  and influence others
• Drive highly cross-functional processes with sales, marketing, finance, and legal
• Possess a sound technical understanding of OwnBackup’s technology
• Display the ability to understand our partners’ business models and core strengths
• Be passionate about achieving success through teamwork and collaboration

The director will drive new partnership formation and work collaboratively with partners and the sales function to drive pipeline. The successful director will strategically drive growth by identifying use cases/sales plays for OwnBackup and our partners, work with solution engineers to enable account executives to be successful in working with partners, educate partners about our products, design demand generation and go-to-market campaigns collaboratively with marketing, You will be the business owner for multiple go-to-market initiatives you will manage.

This role will have high visibility within the OwnBackup Sales team and externally with some of our highest priority systems integration partners.

• Help identify and form new go-to-market partnerships with systems integrators and consulting partners
• Collaborate with existing partners to drive joint go-to-market strategy, co-create solutions around use cases, formulate campaigns, and jointly source opportunities for product + services sales
• Manage alliance managers responsible for scaling our existing partnerships with systems integrators and consulting partners
• Increase OwnBackup’s Annual Contract Value (ACV) influenced by our strategic partners
• Work with the Alliances team to drive strategy, stakeholder engagement, joint offering development, and align partner go-to-market functions
• Engage with Product & Alliance Marketing to create the required collateral and campaigns to support go-to-market initiatives
• Drive collaboration across our ecosystem of partners
• Build and maintain activity and performance reports and dashboards

• 10+ years work experience with some experience managing systems integrators or consulting partners (or working at one), business development or other deal-oriented role
• Software industry domain expertise (preferably SaaS) and the ability to understand complex technology problems
• Previous background in Partner Alliance Management preferred
• Demonstrated experience in managing a team of at least 5 people
• Flexibility to work in a rapidly changing environment and less defined organization
• Strong team player who is also an independent thinker
• Experience with large public cloud, CRM, and ERP providers (e.g. AWS, Salesforce, Microsoft, ServiceNow, Oracle, SAP, Workday) is a strong plus

This is a full-time position. The ideal candidate will work out of our Englewood Cliffs, NJ office or San Diego, CA office to maximize collaboration and interaction with the business. OwnBackup is a global team, and as we’re looking for top-talent, for the right candidate there may be an opportunity to work remotely in the following states: CA, CT, FL, GA, IL, IN, KS, MA, MD, ME, NC, NM, NV, OH, PA, SC, TN, TX, UT, VA, VT, WA, WI. 

OwnBackup is dedicated to creating an environment where employees thrive. It’s why we provide every employee with unlimited PTO, generous medical benefits, and a 401(k) savings plan with a 4% employer match.

Creating an environment where employees thrive also means making sure every employee feels accepted. As we scale to help all types of companies protect precious data, our team must reflect the diversity we serve. OwnBackup is an Equal Opportunity Employer and we believe that every employee in the company brings a unique perspective that they can and should contribute in order to make an impact every day. We strive to be one team and one culture that builds trust through transparency. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status or disability status.

OwnBackup is a leading SaaS data protection platform for some of the largest SaaS ecosystems in the world, including Salesforce, Microsoft Dynamics 365, and ServiceNow. Through capabilities like data security, backup and recovery, archiving, and sandbox seeding, OwnBackup empowers thousands of organizations worldwide to manage and protect the mission-critical data that drives their business.

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