Strategic Partnerships Director

10 hours, 54 minutes ago
Full-time
Lead
Product Management
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

  • Own and expand a portfolio of strategic partnerships, driving market launches, revenue growth, and strategic value.
  • Identify, pursue, and close new partnership opportunities that expand routes to market and complement Ooma’s technology portfolio.
  • Lead partnerships end-to-end, including commercial terms, product integration, billing and ordering, co-marketing, and sales enablement.
  • Manage complex negotiations with mid-sized and large telecom providers and similar carriers.
  • Develop competitive insights to inform and refine partnership strategy.
  • Define and communicate joint value propositions that clearly articulate Ooma’s differentiation.
  • Partner with Product teams to align partnerships with the product roadmap and identify technology-driven opportunities.
  • Translate partnership strategy into actionable plans and execute with ownership and autonomy.
  • Continuously improve partnership processes and ways of working.
  • Provide regular updates to cross-functional leaders, the VP of Strategic Partnerships, and executive stakeholders.

Requirements

  • 10+ years of progressive experience in strategic partnerships, business development, or alliances.
  • 3–5 years focused on partnerships within SaaS or cloud technology environments.
  • Bachelor’s degree in Business Administration, Information Systems, Computer Science, or a related field, or equivalent practical experience.
  • Proven experience managing strategic partnerships or alliances at a SaaS or cloud communications company from origination through long-term commercial success.
  • Hands-on experience managing partnerships with mid-sized and large telecom companies such as Verizon, AT&T, T-Mobile, and Lumen.
  • Deep understanding of cloud and unified communications technologies.
  • Experience developing and executing joint go-to-market plans with large partner organizations.
  • Strong business, strategic, and financial acumen, including deal modeling and commercial negotiations.
  • Excellent communication skills and executive presence, with experience presenting to C-suite and Board-level audiences.
  • Strong project management skills and a track record of delivering results in complex, cross-functional environments.
  • Proficiency in Excel and PowerPoint for financial modeling and executive communications.
  • Ability to work independently and thrive in a fast-paced, high-growth environment.
  • Strong problem-solving skills and the ability to structure and navigate ambiguous challenges.
  • Genuine curiosity about technology, market trends, and the competitive landscape.
  • An exceptional sense of humor.
  • A passion for something outside of tech and the ability to communicate about it in an engaging way.

Benefits

  • Competitive compensation package with base salary and annual bonus.
  • Expected on-target earnings of $210k to $255k annually, depending on performance.
  • 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

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