Strategic Business Development Manager - Big Tech

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Responsible for partnerships, business opportunities, initiatives, alliances and/or joint ventures with Zoom’s strategic partners. Creates strategy and builds global strategic alliances. Leads complex cross-functional projects and drives projects to closure. Oversees market analysis, monitors competitive activity, identifies market trends and customer needs. Provides leadership in the planning, designing, due diligence, and implementing of strategic business objectives. Defines vision, strategies, and tactics. 

 

Team Overview: 

The Business Development team is responsible for establishing new partnerships, routes to market and business strategies to enhance Zoom’s product differentiation and market coverage. We have oversight of and are accountable for the identification, onboarding, enablement and long term success of our strategic partners. We work closely with cross-functional teams to establish clear business priorities and measurable objectives. The Business Development Manager will partner cross-functionally to develop Big Tech alliance partner strategy through a combination of business initiatives and/or go-to-market plans. This role will blend business development, relationship management, operational and technical acumen with strong cross-functional leadership skills.

Responsibilities: 

  • Lead business development for Big Tech, serving specifically as alliances lead for at least the three leading global cloud providers (i.e. Amazon, Google, Microsoft) 

  • Develop holistic strategy and narrative for these multi-faceted partnerships

  • Evaluate new business and market opportunities

  • Collaborate with sales, channel, product, product marketing and engineering to define the Big Tech business strategy and plan, and build strategic partnerships in support of the plan

  • Gain consensus from internal leadership teams to prioritize strategic growth markets and initiatives

  • Develop and manage opportunities spanning software applications, hardware products, services, and solution delivery

  • Manage programmatic aspect of relationships, including pipeline tracking through opportunity portals

  • Find value exchange outside areas of direct competition

  • Coordinate across partner divisions / product areas / business units

  • Act as business owner and primary interface to partner cross-functional and executive teams

  • Collaborate with Zoom cross-functional team to establish project objectives and timeline

  • Partner with legal to structure commercial terms that support Zoom’s long term strategic objectives 

  • Exceed quarterly MBO targets. Build and execute GTM strategies to drive MRR bookings

  • Drive partner alignment and regular communication between key Zoom and partner stakeholders 

  • Establish, monitor and report on key performance indicators (“KPI”) across each partner

Requirements:

  • 8+ years experience developing multi-faceted technology partnerships in SaaS, cloud, and/or collaboration

  • Demonstrated industry relationships and experience in the collaboration market 

  • Background in SaaS business development, product management and/or product marketing strongly preferred 

  • Familiarity with operational aspects of cloud marketplaces and how to establish and grow an impactful presence

  • Demonstrated background structuring and negotiating complex commercial and product agreements 

  • Confidence in setting internal and external expectations about focus areas

  • Extensive background leading global cross-functional teams in a rapidly scaling, dynamic environment

  • Strong interpersonal and team building skills; ability to work with a diverse team and influence/drive change across functional and business boundaries

  • Consistent track record of exceeding expectations 

  • Ability to quickly establish C-level rapport and credibility. Experience building complex strategies, gaining executive buy-in on key initiatives

  • 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

  • Excellent communication skills, both verbal and written, and tactful diplomacy

  • B.S. Required, MBA or Masters in a technology related field preferred 


Ensuring a diverse and inclusive workplace where we learn from each other is core to Zoom’s values. We welcome people of different backgrounds, experiences, abilities and perspectives including qualified applicants with arrest and conviction records as well as any qualified applicants requiring reasonable accommodations in accordance with the law.

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.

All your information will be kept confidential according to EEO guidelines.

Explore Zoom:

  • Hear from our leadership team

  • Browse Awards and Employee Reviews on Comparably

  • Visit our Blog

  • Zoom with us!

  • Find us on social at the links below and on Instagram

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Technology we use

  • Engineering
  • Sales & Marketing
    • .NETLanguages
    • C#Languages
    • C++Languages
    • JavaLanguages
    • JavascriptLanguages
    • PerlLanguages
    • PythonLanguages
    • RubyLanguages
    • ScalaLanguages
    • SqlLanguages
    • Shell/BashLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AngularJSFrameworks
    • DjangoFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • SpringFrameworks
    • CassandraDatabases
    • HiveDatabases
    • MongoDBDatabases
    • MySQLDatabases
    • OracleDatabases
    • PostgreSQLDatabases
    • AWSDatabases
    • SalesforceCRM
    • ClariCRM
    • OutreachEmail
    • KnowledgeTreeEmail

Location

We are located North of the DTC area. Just a short drive away you can find trendy restaurants, bars, and the Cherry Creek Reservoir!

An Insider's view of Zoom Video Communications

What’s the vibe like in the office?

This office is fun, driven, smart, and happy. We’re proud of each other, our product, and how we work hard to make our customers happy and cared for.

Michael

Developer Advocate

What projects are you most excited about?

Right now, I’m most excited about optimizing our enablement programs at Zoom. As our team grows, it’s vital that we scale our programs and processes thoughtfully to ensure every Zoomie feels comfortable, confident, and equipped for success in their role. Watching individuals evolve as Zoom experts is both fun and fulfilling!

Ashley

Customer Success Operations Manager

How has your career grown since starting at the company?

In my year and a half at Zoom, I’ve had the privilege of moving from a BDR, to a Team Lead, to an Account Executive. Through each step, my manager was transparent, approachable & committed to my own professional growth. Zoom recognizes that not all career paths are the same, and each manager takes an individual approach to identify what drives you.

Nicole

Small/Medium Business Account Executive

How do you empower your team to be more creative?

One of the things I love about Zoom is the trust they have in me that allows me to be creative. Being a leader at Zoom I'm able to watch my team collaborate and teach each other. For me that's creativity. People with different ideas and experiences working together with one purpose. By empowering people to be creative you open the door to success.

Tuckett

SMB VAST Sales Manager

What makes someone successful on your team?

Teamwork is in our day to day, not only with other BDRs, where each can provide different points of view in a situation, but also with the Account Executives that are an indispensable guide to succeed when looking for new clients.

Sandra

Business Development Rep.

What are Zoom Video Communications Perks + Benefits

Zoom Video Communications Benefits Overview

Zoom offers a wide range of benefits and perks to ensure our employees feel supported, enriched and cared for including free books, a wellness credit of $300 per month, and a multitude of Zoom-sponsored activities and celebrations to help you Work Happy.

To deliver this happiness to our employees, Zoom employs above-market and progressive compensation programs. At Zoom, we believe this is achieved through analyzing total direct compensation holistically. We offer all employees equity, allowing them to become owners who are vested in and benefit from the long-term success of the company.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
The Happy Crew is comprised of around 150 volunteers globally that deliver happiness internally to Zoom Employees!
Open door policy
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
Employee Resource Groups include Veterans and [email protected] with more on the way!
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Adoption Assistance
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Relocation Assistance
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Promote from within
Mentorship program

Additional Perks + Benefits

Zoom listens to its employees. We’re growing and want our employees to be as happy as possible. One way we deliver this happiness is by continually building our benefits programs to best fit the wants and need of our employees. We also hold monthly Zoom Meetings with the whole company and our CEO Eric Yuan himself addresses questions or concerns submitted by employees. If you want to feel heard and appreciated join us in our ever evolving company and product!

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