Director of Strategic Partnerships

| Greater NYC Area
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Company Description

OwnBackup is a leading cloud-to-cloud backup & restore vendor. We provide secure, automated, daily backups of SaaS & PaaS data as well as sophisticated data compare & restore tools for disaster recovery. Our solution complements the SaaS vendor’s (e.g. Salesforce) built-in data-protection mechanisms by covering data loss & corruption caused by human errors, malicious intent, integration errors, and rogue applications. The solution also provides enterprises with the performance and reporting required to meet compliance regulations in a number of industries.

OwnBackup was co-founded by data-recovery, data-protection and information-security experts, each with over 15 years experience in their respective fields. We are a top-ranked backup & restore ISV on the Salesforce.com AppExchange, the 2018 Salesforce Appy award winner, and the winner of multiple Demo Jam awards.

We believe that every employee in the company can and should make an impact every day, and we empower them to do so. If you are self-motivated, like to take initiative and are a great team player you will love working here.

Job Description

OwnBackup is a rapidly expanding global software-as-a-service company backed by some of the leading investors in the industry including Eric Schmidt’s Innovation Endeavors, Salesforce Ventures, and Insight Venture Partners.OwnBackup is an organization that empowers its people to innovate, test, and implement their ideas.With a focus on having fun, moving forward, and great execution we develop and deliver our market leading products to our customers.

We believe that every employee in the company can and should make an impact every day, and we empower them to do so.If you are self-motivated, like to take initiative, thrive in a dynamic environment and are a great team player you will love working here.

The ideal candidate will possess a broad and deep expertise in the world of partnerships and cloud solutions and will have a practical understanding of working with large Global System Integrators (GSIs). They will have demonstrated ability to think strategically about new business models, solution selling and technical challenges to help us build compelling value propositions for OwnBackup and our partners.

This will involve working with key leaders at OwnBackup and at our partners through highly cross-functional teams to influence, align and coordinate resources to deliver the desired results.The candidate should have a proven track record of driving strategic outcomes through an ecosystem: influencing innovation through a strategic partner ecosystem, deal expertise, and/or business development experience.

The successful candidate must balance strategic-thinking with tactical execution; build effective and enduring partner relationships, drive highly cross-functional processes, possess a sound technical understanding of OwnBackup’s technology, and have an appreciation of our partners’ strengths.

This role will have very high visibility among the Sales leadership team at OwnBackup and will help grow our highest priority partnerships.

Responsibilities
  • Lead and grow our go-to-market partnerships with Salesforce’s most strategic SIs globally
  • Increase OwnBackup’s Annual Contract Value (ACV) influenced by our Strategic Partners
  • Manage key partnership areas – strategy development, stakeholder engagement plans, joint offerings, tactical execution and alignment of go-to-market functions
  • Be OwnBackup’s advocate for our Strategic Partners’ differentiated offerings and value
  • Work closely with the executive team and internal functional leaders to drive action and build world class execution capability
  • Build and maintain activity and performance reports and dashboards
Required Experience
  • 10+ years work experience with some specific experience managing GSIs (or working at one), business development or other deal-oriented role
  • Software industry domain expertise (preferably SaaS) and the ability to understand complex technology problems
  • Strong previous background in Partner Alliance Management
  • Strategic thinker who is also execution oriented; ideally has experience driving cross functional programs or processes
  • Effective at building relationships (both internally and with partners), collaborating and influencing others; experience working with senior executives / partners in cross-company projects
  • Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfortable in both business and technical discussions
  • Self-starter who enjoys working in a fast-paced, collaborative and high-growth environment
  • Flexibility to work in a rapidly changing environment and less defined organization
  • Strong team player who is also an independent thinker
  • Experience with Salesforce (or Salesforce’s ecosystem) is a strong plus
  • Global role supporting different regions – 35-40% travel may be required
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C++Languages
    • GolangLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RubyLanguages
    • SqlLanguages
    • ReactLibraries
    • DjangoFrameworks
    • Ruby on RailsFrameworks
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    • MySQLDatabases
    • RedisDatabases
    • BalsamiqDesign
    • JIRAManagement
    • TrelloManagement
    • HubSpotCMS
    • SalesforceCRM
    • HubSpotEmail
    • HubSpotLead Gen

Location

Englewood Cliffs is a borough in Bergen County and our office surrounds world HQs such as CNBC, LG Corp, Unilever, Ferrari, and Maserati.

An Insider's view of OwnBackup

How does your team reward individual success?

At Ownbackup, internal promotions are extremely common. This is a key attainable measurement of success, rewarded based on your current role and interest in growth.
Beyond hitting our sales goals and metrics, we look forward to the opportunity to attend Presidents Club held in Aruba every April.

Tara Draganescu

Account Executive

What does your typical day look like?

My day at OwnBackup starts off pretty great. I commute in on the Manhattan shuttle that OwnBackup offers which makes my life that much easier. When I arrive at our HQ I'm greeted by everyone as I walk through the office. I head to my desk, latte in hand, and conduct my morning recruiter calls, review applications, and sync up with hiring managers.

Shira Jason

Talent Acquisition

How has your career grown since starting at the company?

I have been privileged with many opportunities to tremendously succeed and grow in my professional career at OwnBackup. I originally started as an SDR and after hitting my metrics I moved up to SDR 2, SDR 3, and then ADR (Account Development Representative) & Team Lead. I now am the Business Development Manager of the SDR team in North America.

Shira Osdoba

Sales Development Manager

How do you make yourself accessible to the rest of the team?

Our team is a very intense and process/transactions driven environment. I always make myself accessible on the “call floor”, for meetings, conversations or just brainstorming. I truly believe in an open-door policy where anything & everything is “on the table”. It’s best to talk everything out, instead of holding it in.

Rob Ween

Regional Vice President

What’s the vibe like in the office?

The vibe in the office at OwnBackup is unlike any other place I’ve worked. When you walk in there’s always people around not only working hard but having a great time while doing it. It's the kind of place where you’re always happy to come in and see your friends (colleagues). The kitchen snacks and happy hours don't hurt either.

Adam Layman

Solution Engineer

What are OwnBackup Perks + Benefits

Culture
Volunteer in local community
Friends outside of work
Eat lunch together
Intracompany committees
OwnBackup has an employee-led committee that strives to enhance our employee experience and maintain our unique and fun-loving culture.
Open door policy
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Retirement & Stock Options Benefits
401(K)
Company Equity
Vacation & Time Off Benefits
Generous PTO
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Pre-tax discounts for commuting as well as a FREE shuttle from NYC to our NJ Office.
Company Outings
OwnBackup hosts company outings semi-annually, where we gather employees from around the globe in fun locations (usually near a beach), as well as other smaller group outings throughout the year.
Game Room
We have arcade machines and console systems scattered throughout our office.
Stocked Kitchen
Some Meals Provided
We provide free lunch on Fridays
Happy Hours
Happy hours are hosted on a regular basis, and we also celebrate special events and big milestones.
Parking
Free on-site parking
Professional Development Benefits
Promote from within
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