Business Development Manager, Zoom
Partnerships & Channel, Workvivo
$150.7-329.7k
Video-focused online communications platform
Open for applications
Video-focused online communications platform
1001+ employees
Open for applications
$150.7-329.7k
1001+ employees
Company mission
To make video communications frictionless and secure.
Role
Who you are
- Is a natural problem solver and relationship builder, has 8+ years of experience, including 5+ years of experience in a fast paced SaaS environment, in one or more of the following areas:
- Channel account management (GSI, Cloud marketplace experience a plus)
- Tech alliance management
- Partner development and driving revenue through strategic partners
- Has a network of relevant partners with US presence (VARs, consultants, tech partners, etc.) who sell complimentary solutions to Workvivo, like productivity, project management and cloud solutions
- Proven success driving revenue through a partner ecosystem including but not limited to VARs, cloud marketplaces, GSIs and referral partners
- Familiarity with U.S. mid-market and enterprise sales motions
- Has experience building & maintaining strong C-level executive relationships
- Be able to excel in a team-oriented, collaborative, and dynamic environment with mutual respect and empathy for global cultures being at the center of it all
- Bachelor's degree. MBA is preferred
Desirable
- Experience growing product sales via atleast one of these- Cloud Marketplaces, GSI sales motion, tech alliances
What the job involves
- This position is responsible for defining, leading and iterating the Workvivo Partner strategy and execution for the US. This position will require close collaboration with regional Sales Leadership and sellers to ensure Zoom customers experience the value of Workvivo and choose Workvivo as their Employee Experience Platform
- Identify and source strategic partnerships including resellers, technology alliances, HR consulting firms, platforms (e.g., ATS, HCM, benefits), and marketplaces
- Develop and Execute GTM Strategies with each partner to drive joint revenue opportunities, customer acquisition, and product integration
- Negotiate and structure deals from co-selling agreements to co-marketing plans, reseller/referral terms, and integration roadmaps
- Equip partners with training, collateral, sales tools, and marketing resources to ensure success
- Work closely with Sales, Marketing, Product, and Customer Success to ensure partner alignment and performance
- Own a partner-sourced revenue target, and report on pipeline, progress, and KPIs regularly
- Identify and execute on partnership opportunities that open new channels, verticals, or use cases
- Establish, develop relationships with Zoom regional channel leadership to grow Worvivo pipeline via Zoom channel partners
Application process
- End Date: July 28, 2025
Our take
Zoom reworked video conferencing when most people assumed it was a solved problem, with services from Cisco and Skype already ubiquitous in workplaces and homes. However, its videoconferencing infrastructure was simpler to use, faster and more flexible than any previous solution, and it swiftly took the world by storm.
Its success bred competition, however, and companies such as Microsoft and Google, along with numerous smaller communications firms, have begun making inroads on Zoom's formerly commanding lead. Additionally, as workplaces are mostly adopting a hybrid or flexible working strategy, some of its importance as a workplace tool is wearing off and it is recording a gradual decline in daily usage rates.
To counter these trends, Zoom is expanding its business offerings through product development and strategic aquisitions, such as that of Solvvy (an AI and automation service) in 2022. It remains to be seen if this will be enough to turn things around for Zoom: along with many other large tech companies it has recently engaged in large-scale layoffs to realign itself with a difficult economic situation. Still, it is a profitable company and a household name, and its track record of innovation means it is still very much one to watch in the communications space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jan 2017
$100m
SERIES D
Feb 2015
$30m
SERIES C
Total funding: $148.5m
Company benefits
- Work from home opportunities
- Retirement benefits
- My-Time-Off (MTO), an extended vacation policy
- Employee Stock Purchase Plan (ESPP) and Restricted Stock Unit (RSU) Equity Program plus Yearly stock grant for all employees
- Wellness and fitness reimbursement, wellness resources, Thrive Global wellness app, TaskHuman wellness coaching app
- Employee Assistance Program (EAP) including emotional support, financial resources and legal guidance
- Paid Parental Leave (both parents) 16 weeks paid leave (or statutory if more generous)
- Employer Matching of Charitable contributions up to $500 USD equivalent/year
- Annual Zoom Store Allowance
- Business Travel Accident Insurance
Company HQ
Downtown San Jose, San Jose, CA
Leadership
Eric Yuan
(CEO)Previously VP Engineering at Cisco and WebEx.
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