Demant

Business Development Manager - Strategic Alliance Partners (Zoom, Google Meet, Amazon Connect, Genesys)

Department EPOS
Job Locations US
Job ID
2021-10394

Overview

EPOS is an audio and video solution company developing and selling devices for business professionals and the gaming community. Based on leading and advanced technologies, the Danish founded company delivers high-end audio and video solutions with design, technology and performance as paramount parameters.

 

The establishment of EPOS is based on the decision to let the business segments of the joint venture – known as Sennheiser Communications – between Sennheiser electronic GmbH & Co. KG and Demant A/S evolve in different set-ups. Alongside the introduction of a new own-branded portfolio, EPOS continues to sell the current Sennheiser Communications portfolio co-branded as EPOS I SENNHEISER. 

 

EPOS is part of the Demant Group – a world-leading audio and hearing technology group. As such, it builds on more than 115 years of experience of working with innovation and sound.  

 

With headquarters in Copenhagen, Denmark, EPOS operates in a global market with offices and partners in more than 30 countries.  

 

Find more information at www.eposaudio.com

 

Summary:

The Strategic Alliance Manager is responsible for driving business development activities (focus on local sales and marketing opportunities) with strategic alliance partners such as Zoom, Microsoft, Cisco, Avaya, Mitel, Alcatel-Lucent, Unify, Snom, Amazon etc.  This role will manage the day-to-day business relationship between EPOS and the assigned alliance partners. The focus is on driving end customer lead generation to the EPOS sales organization and ensuring that potential sales channel synergies are harvest between the alliance partners and EPOS.  The Strategic Alliance Manager possess strong business development skills and is able to establish, develop, and retain strong business relationship with all organizational levels within the assigned alliance partners. In addition, a strong understanding of Unified Communications (UC) technology and passion for ensuring mutual business successes with the assigned alliance partners are a strong requirement.

Responsibilities

The Strategic Alliance Manager will be responsible for the following areas:

 

  • Partner Management: Strengthen local relationships with assigned Strategic Alliance partners such as Zoom, Microsoft, Cisco, Avaya, Mitel, Alcatel-Lucent, Unify, Snom, Amazon etc.). This includes building relationships with the partner local sales, marketing, technical and business development organizations. Ensure deep understanding of relevant partner information, such as company products, services, organizational structures, and hierarchies. In addition, having strong insight into the market served by the partners and their corresponding competitive positioning and value proposition. 

 

  • Business Development: Drive sales awareness of our solutions through the partner networks. The Strategic Alliance Manager have a strong EPOS product knowledge (positioning, value proposition and technical) and a deep understanding of the end customer value the products creates in combination with the alliance partners solutions. As a result, this will support excellent end customer conversations. The Strategic Alliance Manager will jointly work with our Sales and Marketing Groups to develop targeting plans, relevant sales and marketing offerings, sales and marketing collateral, use cases, supporting contract vehicles and other digital assets. This shall be done in a coordinated way, so the approach towards the alliance partners are uniform and consistent across geographies where engagement takes place. 

 

  • Partner Education and Training: In close cooperation with strategic alliance, product management and marketing HQ functions, develop and maintain a comprehensive program for partner communication, education, and trainings. The Strategic Alliance Manager will be responsible for coordinating training to ensure we continue to enhance partner’s knowledge about our products and solutions. The Strategic Alliance Manager will also create and maintain a solutions knowledge base tailored to each partner.

 

  • Alliance partners Pipeline Management: The Strategic Alliance Manager is responsible for pipeline management towards the assigned strategic alliance partners. This includes working with their sales team to identify cross-opportunities in the pipeline. As necessary, the Strategic Alliances Account Manager will create proposals, contracts, and negotiate contract relationships.

Qualifications

Essential Skills and Requirements:

  • Strong business development skills and acumen
  • Strong leadership presence and the ability to communicate with senior executives from external partners/companies
  • A strong passion for networking
  • Ability to communicate and interact effectively with people from multi-functional and diverse backgrounds
  • Solid grasp of UC technology and the understanding of the strategic direction of the technology in the market
  • Experience in telecommunications consulting a plus
  • Comprehensive understanding of current and emerging UC solutions evolving in the industry
  • Ability to leverage a deep technical competency, creativity, and a “drive for results” attitude to construct innovative value for our customers
  • Existing industry relationships

 

Education and/or Experience: 

  • Bachelor’s degree in business preferred
  • 5+ years of relevant professional experience, with a strong technical acumen, hands on experience working with large enterprise partners, along with working knowledge of Unified Communications (UC) technology
  • Demonstrated level of success in the development of cross functional relationships including internal team and external client organizations
  • Strong negotiation, communication and presentation skills
  • Experience utilizing Salesforce
  • Expertise in MS PowerPoint and other MS Office applications
  • Travel up to 50%

The Company is an Equal Opportunity / Affirmative Action employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

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