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 products like Zoom Phone, Zoom Rooms, Zoom Video Webinars, Zoom Apps, and OnZoom.

We’re problem-solvers and self-starters, working at a fast pace to design solutions with our customers and users in mind. Here, you’ll work across teams 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. 

Strategic Business Development Mgmt: Zoom Phone 

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, on-boarding, 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 Zoom Phone partner strategy and its ecosystem through a combination of technology partnerships, business initiatives and/or joint ventures.  This role will blend business development, relationship management, operational and technical acumen with strong cross-functional leadership skills.

Responsibilities: 

• Lead business development for Zoom Phone, with a specific focus on voice and network technology partners 

• Develop and manage partnerships spanning CX, SD-WAN and voice peering

• Evaluate new business and market opportunities.  Collaborate with sales, product, product marketing and engineering to define the Zoom Phone 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

• 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 

• Serve as alliances lead for key Phone partners 

• Act as business owner and primary interface to partner teams   

• Build incentive programs in support of strategic partnerships, business initiatives and/or joint ventures

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

• Partner management - build relationships and act as a single point of contact across partner sales, product, marketing, engineering and executive teams  

• Partner alignment - Drive alignment and regular communication between key Zoom and Partner stakeholders 

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

Requirements:

• Minimum 8+ years’ experience developing telephony-centric partnerships

• Demonstrated industry relationships and experience in the collaboration market 

• Deep experience working with collaboration software, voice and/or networking services 

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

• Demonstrated background structuring and negotiating complex commercial agreements 

• 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 telecom related field strongly preferred