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Zoom Strategic Business Development Manager - Big Tech in San Francisco, California

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 (https://urldefense.com/v3/__https://youtu.be/7i2o_tszj5g__;!!K5ATeMLGHIlgtw!N_9bFG2WvSVHNjvQfjuOpRN_CRuOAVcjK-OUBF5KymSi-XOFAnfRCVoBcyNhxGRFJi6P$)

  • Browse Awards and Employee Reviews on Comparably

  • Visit our Blog (https://blog.zoom.us/category/company-news/)

  • Zoom with us!

  • Find us on social at the links below and on Instagram (https://www.instagram.com/zoom/)

Zoom helps people and businesses stay connected so they can get more done together. We’re the go-to communications platform for small and large businesses alike, and growing rapidly with employees working to deliver happiness across the globe. We're also proud to have a positive social impact by enabling continuity for educational institutions, governments, the healthcare sector, and many other essential industries.

From meetings, chat, and phone, to webinars and online events, companies trust Zoom to power all their communication needs. Our secure, reliable, video-first cloud platform offers a frictionless experience that is simple to manage, delightful to use, and friendly to build on.

Our core value is Care. To show our employees we care about their happiness and recognize their value, we employ above-market and progressive compensation programs. We believe this is achieved by 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.

Our CEO, Eric S. Yuan, founded Zoom in 2011 as a video-first communications platform focused on delivering happiness to customers worldwide. We're proud to be a recognized Leader in the 2020 Gartner Magic Quadrant for Meeting Solutions and Unified Communications as a Service, winner of the 2020 Forbes Cloud Computing Awards for Best Product, winner of the Frost & Sullivan 2021 Connected Company of the Year award, and a Leader in the IDC MarketScape for European Collaboration Tools for Education, 2020.

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