VP, Global SI Alliances

| Greater NYC Area
Sorry, this job was removed at 10:31 a.m. (EST) on Monday, November 6, 2017
Find out who's hiring remotely in Greater NYC Area.
See all Remote Operations jobs in Greater NYC Area
Apply
By clicking Apply Now you agree to share your profile information with the hiring company.

As part of JW Player's Alliances and Channels team, you will:

  • Develop a business plan and overall strategy with strategic SI partners. The plan should be based on a deep understanding of the SI 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 SI partner organizations. Develop a broad set of relationships across the SI partner;
  • Manage and drive SI partnership across sales, marketing, product offerings, and solution development. Manage SI partner relationship success and satisfaction;
  • Manage joint product collaboration, in conjunction with those functional teams within JW Player and the SI partner. Understand those works streams and keep them aligned with the SI partners’ investments to maximize team ROI;
  • Train SI partner on JWP solutions and sales plays that leverage SI partner services 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 SI partnership that are beneficial for both organizations;
  • Manage SI partnership and sales engagement to over-achievement of partner 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 SI 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 partners on all day-to-day activities;
  • Act as an SI 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 SI partners.

 Requirements:

  • BA/BS degree required. MBA and / or technical competence preferred.
  • 10+ years’ experience in SI technology consulting, SI technology sales, and/or SI alliance management working for an ISV required, with demonstrated increasing levels of responsibility.
  • Experience working both in smaller and larger company environments, and with Global SI partners.
  • Understanding of enterprise software, systems integration and/or cloud business.
  • Direct experience managing large strategic SI partners with sophisticated, multi-function relationships, for an enterprise software company; and/or having worked inside a large SI in a management capacity partnering with ISVs to deliver integrated solutions to end customers.
  • Ability to understand and qualify possible product and/or services collaborations, solution development, and to drive deeper conversations among product, offering, and/or technical teams
  • Quantifiable record of success in enterprise technology and/or SI sales. Understanding of the SI sales process, including consensus building, broad relationship development, and strategic negotiation.
  • 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.

Read Full Job Description
Apply Now
By clicking Apply Now you agree to share your profile information with the hiring company.

Location

JW Player is located two blocks behind Bryant Park. Close to the Bryant Park and Times Square subway stations.

Similar Jobs

Apply Now
By clicking Apply Now you agree to share your profile information with the hiring company.
Learn more about JWP (JW Player)Find similar jobs