Strategic Partner Account Director

2 weeks, 6 days ago
Full-time
Lead
Sales and Business Development
Ooma, Inc.

Ooma, Inc.

Ooma, Inc. is a telecommunications company based in Palo Alto, California, founded in 2004. It specializes in Voice over Internet Protocol (VoIP) solutions, evolving from residential free-calling devices to comprehensive cloud-based communication services for both homes and businesses. Ooma initially gained attention with its hardware like the Ooma Hub and Scout, which allowed for free calling through innovative peer-to-peer technology. The company has transitioned to a subscription model, offering services such as Ooma Premier for residential users and Ooma Office, a cloud-based VoIP system designed for businesses. Ooma has expanded its offerings through strategic acquisitions, including Voxter, Broadsmart, and OnSIP, enhancing its cloud communications capabilities. With a focus on recurring revenue, Ooma targets both individual consumers and small to medium-sized businesses, providing affordable and efficient telephony solutions.

telecommunications
1001-5000
Founded 2003

Description

  • Develop and execute strategic plans to recruit, onboard, and enable carrier and reseller partners for Ooma AirDial.
  • Build and maintain multi-level relationships with partner executives, sales, technical, and marketing teams.
  • Lead joint business planning, pipeline forecasting, and performance reviews with partners.
  • Provide sales enablement, training, resources, and operational guidance to support partner success and revenue growth.
  • Serve as the primary point of contact for partner escalations and collaborative problem solving.
  • Work with business development, product marketing, and support teams to create tailored programs, promotions, and campaigns.
  • Track, analyze, and report on reseller performance metrics to guide strategy and prioritize activities.
  • Drive AirDial sales targets and market share goals within the carrier and reseller ecosystem.

Requirements

  • 10+ years of experience in channel management, strategic partnerships, or reseller account management.
  • Strong preference for experience in telecom, UCaaS, or related technology sectors.
  • Bachelor’s degree or equivalent experience.
  • Experience working with or supporting national or regional carriers is highly preferred.
  • Proven track record of driving revenue growth through indirect/reseller channels.
  • Experience building executive-level relationships.
  • Strong understanding of the POTS replacement market and channel solutions landscape.
  • Excellent communication, negotiation, and presentation skills.
  • Results-oriented mindset with strategic thinking, business acumen, and solution-selling ability.
  • Willingness to travel as required.

Benefits

  • Competitive compensation package with base salary plus commission.
  • Expected on-target earnings (OTE) of $225k to $275k annually.
  • Comprehensive medical, dental, and vision insurance for employees and eligible dependents.
  • Employer-paid income protection benefits, including basic life, AD&D, short-term disability, and long-term disability.
  • 401(k) with employer match and Roth option.
  • Employee Stock Purchase Plan (ESPP).
  • Paid time off, sick time, and corporate holidays.
  • Employee Assistance Program and life balance benefits, including travel assistance and identity theft support.

Interested in this position?

Apply directly on the company website

Apply Now

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