As part of the Alliances and Channels team, you will:

• Develop a business plan and overall strategy with strategic alliance technology partner. The plan should be based on a deep understanding of the partners’ geographical and vertical focus, their products, strategies and customers. Drive monthly, quarterly, and annual progress against strategic goals within plan;
• Develop strong executive relationships and champions within technology partner organizations. Develop a broad set of relationships across the partner;
• Manage and drive partnership across joint sales, marketing, product, engineering, and solution development. Manage technology partner relationship success and satisfaction;
• Manage joint product and engineering collaboration, in conjunction with those functional teams within JW Player and the technology partner. Understand those works streams and keep them aligned with the technology partners’ investments to maximize team ROI;
• Work with partner to develop joint solutions and sales plays that leverage technology partner technologies to differentiate offerings to the joint field teams:
• Understand the key components of the relationship from the contractual and operational perspective. Identify, evaluate, and develop new areas of the partnership that are beneficial for both organizations;
• Manage partnership and sales engagement to over-achievement of alliance and channels sales targets. Work with assigned partners to engage in proactive sales opportunity generation, pipeline management and deal closure;
• Collaborate with JW Player Partner Marketing to drive joint marketing activity. Drive creation of success stories with partners; 
• Ensure that all assigned technology partners are kept fully informed on all relevant JW Player initiatives, activities and product/solution developments through regular updates. Serve as primary contact between JW Player and assigned technology partners on all day-to-day activities;
• Act as technology partner advocate when communicating within JW Player with a view toward developing a partnership approach across all aspects of the business; and,
• Manage regular business reviews between JW Player and assigned partners.

Requirements:

• 10+ years of enterprise software sales, product management and/or alliance management experience required, with demonstrated increasing levels of responsibility.
• Experience working both in smaller and larger company environments, and with global technology partners such as IBM, Oracle, Microsoft, Adobe, Cisco, Dell/EMC, among others.
• Understanding of enterprise software, systems integration and/or cloud business ecosystems.
• BA/BS degree required. MBA and / or technical competence preferred.
• Direct experience managing large strategic partners with sophisticated, multi-function relationships, for an enterprise software company.
• Technical acumen and ability to understand complex enterprise technologies at the business levels, to understand and qualify possible product collaborations, solution development, and to drive deeper conversations amongst product / technical teams
• Quantifiable record of success in enterprise technology sales. Understanding of complex sales process, including consensus building, broad relationship development, and strategic negotiation.
• Ability to recognize opportunities for solution development. Ability to define and prioritize requirements, and help product management and engineering deliver the integrations in priority order.
• Ability to prioritize initiatives to maximize the value of the partnership. Ability to focus and motivate internal and external teams to deliver agreed-upon goals. Ability to manage tactical, day to day items while making steady progress on strategic initiatives.
• Strong comfort level managing and negotiating contracts, term sheets, royalty reporting, quotes, discounts, etc.
• Stand out communications skills and high energy level. Strong problem-solving skills.

About JW Player

We pioneered video on the web and brought it to more people across the globe than anyone else. We provide media professionals with powerful and flexible technology to deliver video, grow their audience and monetize with ads. A venture-backed company based in New York City, JWP offers a unique set of business solutions that integrate with any workflow and prioritize speed, API control, and audience growth across all viewing platforms. Our solutions are trusted by broadcasters and digital publishers including WWE, Univision, VICE Media, Hearst, LittleThings, and Mashable. Developers around the world have deployed JW Player on domains collectively reaching over one billion monthly unique viewers.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.