Company
SaaS
Director/SeniorDirectorofBusinessDevelopment&Partnerships
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“Director / Senior Director of Business Development & Partnerships. Skills: Business development strategy, Partnership programs, Channel sales, Revenue generation. Own and execute global business development and partnerships. Build partner motion into scalable growth engine”
What You'll Achieve.
Drive meaningful logo pipelines; Drive reach and revenue; Achieve partner-sourced pipeline targets; Achieve partner-influenced pipeline targets
Industry & Context.
Analytical skills
Willingness to travel
What They're Looking For.
Must Have
10+ years of experience in B2B SaaS sales, business development, channel sales, or partnerships, Experience in building and scaling partner motions from the ground up, Understanding of partner economics, co-selling models, incentive structures, and revenue-driving partnership mechanics, Success in new business development, account acquisition, and relationship-building across enterprise and mid-market organizations, Experience selling or partnering within networking, infrastructure, cybersecurity, and/or related enterprise SaaS ecosystems, Ability to operate effectively as both a strategic builder and a hands-on executor, Demonstrated success engaging executive and C-level stakeholders, Analytical and communication skills, Experience working in fast-paced startup or scale-up environments, Willingness and ability to travel domestically and potentially internationally
Nice to Have
MBA strongly preferred
What You'll Do.
Own and execute global business development and partnerships
Build partner motion into scalable growth engine
Lead go-to-market strategy for MSP offering
Own partner-sourced and partner-influenced pipeline targets
Identify strategic opportunities with priority accounts
Build and grow high-value partner network
Cultivate executive-level relationships with key partners
Develop partnership plans
Negotiate partnership agreements
Design and improve scalable partner programs
Establish performance metrics and reporting frameworks
and market insights to
Serve as internal voice of partners
Serve as external voice of the market
Translate partner and customer feedback into recommendations
Develop long-term operating model for partnerships team
Develop resource plan for partnerships team
Develop hiring roadmap for partnerships team
How You'll Work.
Team & Collaboration
Partnering closely with Sales, Marketing, Product, Customer Success, and Leadership; Collaborate with AEs, SEs, Product, Marketing, Customer Success, Operations, Finance, and Leadership; Ensure alignment across partner strategy, pipeline development, enablement, forecasting, and customer experience
Communication Scope
Executive presentations; Market insights reporting
Process & Methodology
Roadmap planning
Full Job Description
## What You’ll Do Strategy & Ownership Own and execute ZeroTier's global business development and partnerships strategy, building the partner motion from the ground up into a scalable, revenue-generating growth engine. Lead the go-to-market strategy and execution for ZeroTier’s MSP offering, partnering closely with Sales, Marketing, Product, Customer Success, and Leadership to drive adoption, partner readiness, pipeline creation, and long-term program success. Own partner-sourced and partner-influenced pipeline targets while identifying strategic opportunities with priority accounts and ecosystem partners. Partner Acquisition & Relationship Management Build and grow a high-value partner network across MSPs, resellers, distributors, and technology partners globally. Cultivate executive-level relationships with key partners and strategic accounts. Develop partnership plans that identify logos, revenue opportunities and clear paths to expansion. Negotiate partnership agreements that align partner incentives with ZeroTier's growth goals. Partner Programs & Execution Design and continuously improve scalable partner programs, including partner tiers, incentives, deal registration, sales enablement, certification, MDF, co-selling motions, partner onboarding, and ongoing performance management. Establish clear performance metrics, reporting frameworks, and operating cadences for partnerships and business development efforts, regularly communicating pipeline, revenue performance, market insights, risks, and strategic recommendations to senior leadership. Cross-Functional Leadership Collaborate closely with AEs, SEs, Product, Marketing, Customer Success, Operations, Finance, and Leadership to ensure alignment across partner strategy, pipeline development, enablement, forecasting, and customer experience. Serve as the internal voice of partners and the external voice of the market, translating partner and customer feedback into actionable recommendations across product roadmap
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