Senior Partnership Development Manager

At Infobip, we dream big. We value creativity, persistence, and innovation, passionately believing that it is through teamwork that we can all reach greater heights.

Since 2006, we have been innovating at the edge of technological possibilities and are now shaping global communications of the future. Through 75+ offices on six continents, Infobip’s platform is used by almost 80% of the population, making it the largest network of its kind and the only full-stack cloud communication platform globally.

Join us on our mission to create life-changing interactions between humans and online services with new and unseen solutions.

Infobip, along with the rest of the CPaaS space, is going through explosive growth…and it is only going to continue going up. Our opportunity in North America is immense. Through our direct sales motions, the company has achieved YoY record growth. Now, we need to expand our distribution of our channels, products, and capabilities and are very well positioned to do so. This role will be crucial in achieving this objective.

As a Senior Partnership Development Manager (SPDM), you’ll be responsible for driving the growth of North America by curating and activating strategic partners in the region.  You’ll work directly with our VP of North America Partnerships to grow our relationships and drive revenue for the business.

This is a highly visible and strategic role. You’ll have the autonomy to build GTM strategies, enable partners, activate partners, and grow partners for our region. Here is your chance to get in and run a build with an exceptional organization growing at a rapid pace in a market with the most opportunity in the world.

Sales Strategy & Implementation

• Achieve assigned sales goals, successfully manage projects of significant regional partnerships, help improve gross profit and increase positioning/recognition in the market. Success is measured in gross profit, growth, and activated partnerships.

• Ensure a seamless transition of customer responsibility to the appropriate Infobip team members following successful implementation.

• Develop strategy, create enablement content, build relationships, run grassroots campaigns, and create mutually beneficial relationships (both bottom-up and top-down) with partners.

Acquisition & Growth

• Continue to develop a very strong partner program in the North American region by activating relationships as well as pursuing net new partners – with a strong focus on activations.

• Acquire new customers via Partnership Management and collaborate with our Account Executives in all the relevant markets where our partners operate.

Partnership Relationships

• Collaborate closely with our Global Strategic Partnerships team to define a list of regional partnerships to network and grow. Develop and implement effective strategies to provide focus and maximize revenue growth.

• Proactively lead a joint partnership planning process that develops mutual performance objectives, hits financial targets, and achieves critical milestones that enhances a productive partner relationship.

• Develop relationships with local partners and incorporate other internal team members when needed. Establish productive, professional relationships with key personnel in assigned partner accounts. Grow and maintain high value relationships at the executive level with customers and partners.

• Organize Partnership-related events and drive similar initiatives/activities that improve our relationship with partners.

Planning & Forecasting

• Forecast business growth, track and analyze existing relationships with our Partners as well as identify further areas of opportunity for growth.

• Manage the entire sales cycle and acquire new customers from an assigned set of named prospects via direct sales.

Market Awareness

• Demonstrate market expertise and a deep understanding of customer’s organization to drive customer decisions toward our solutions and products. Provide a consultative, expert approach -- leading with market insight -- providing significant value within the sales engagement process.

• Generate brand/market awareness and development opportunities by delivering subject matter expertise and thought leadership to the market via forums, conferences, panels, and PR activities.

• Provide input to the Partnership Operations and Marketing teams about the vertical they’re covering; organize and define use cases; scale new processes and approach towards vertical to sales teams (either globally or regionally).

• Required 7-10+ years of experience as an individual contributor or 5+ years of experience as a manager focused on prospecting and activation of new partners.

• Pricing and packaging experience desired.

• Demonstrated ability to close complex enterprise deals.

• CPaaS and/or Marketing Platform experience is required; UCaaS and CCaaS experience desired.

• Proven ability to build strong, lasting relationships with ISVs, DMAs, VARs, and SIs.

• Experience working in small to medium companies or startup environments; is comfortable wearing multiple hats in previous roles; worked in newly created departments. Ability to work in a matrixed work environment. Proven success building a business (internal business or entrepreneurial).

• Able to develop a strategy and bring it through to tactical execution.

• Proven ability to successfully navigate complex, multi-faceted business relationships to drive desired outcomes.

• Skilled at managing partner relationship records and keeping accurate account data using Salesforce.

• Learn as you grow – starting from an onboarding program to internal education, training resources, e-learning, to external education -- we invest heavily in employee learning and development.

• Awesome clients – We serve and partner with most leading mobile operators, OTTs, brands, banks, social networks, aggregators and more. You can look forward to working with the likes of Vodafone, WhatsApp, Uber, and many more.

• Great environment – Team spirit, passion, creativity, persistence, and collaboration are the drivers of our company.

• Connect globally – Work with Bippers, teams, and partners from all over the world. We put the “global” in globalization.

• Opportunity Knocks. Often. – Being a part of a growing company in a growing industry, we challenge you to grow! Whether it’s horizontal, vertical, or angular, we want to support the path that you want to carve.

• Never a dull moment – We work with powerful companies with great impact which pushes us to work on the highest possible level. Work on uncharted challenges and push boundaries daily.

Salary Range: The base compensation for this role is $150,000- $175,000 USD annually and includes the opportunity for higher earning potential (OTE) with our performance-based bonuses/commission. The salary of the finalist selected for this role will be based on a variety of factors, including, but not limited to internal equity, job-related knowledge, experience, education, and skillset.

Benefits & Perks: Medical, Dental, and Vision insurance; Basic life insurance; 401(k) plan participation with company match; Short-term and long-term disability insurance; Wellness plan of up to $500/year pro-rated based on hire date; PTO: Accrual of up to twenty-three (23) vacation days per year, accrual of up to nine (9) sick days per year, plus carryover of up to nine (9) sick days annually; Additional leave time for marriage, relocation, bereavement, and other major life events; Twelve (12) weeks of paid parental leave); Participation in employee share ownership plan (ESOP); Fourteen (14) paid holidays annually.