Senior Director, Strategic Business Development
Job Description:
- Lead, develop, and scale the Strategic Business Development team across supply BD, demand BD, and ecosystem engagement workstreams
- Set the team's mandate, OKRs, and operating rhythm — ensuring clarity, accountability, and disciplined execution
- Serve as executive sponsor for the team's most strategic engagements
- Define and evolve the NwPS addressable market opportunity — identifying emerging use cases, vertical plays, and monetization models
- Lead structured market analysis (TAM, value pools, competitive dynamics) to prioritize where the business should invest ahead of the market
- Own and govern the NwPS future-year opportunity pipeline (12–36 months), ensuring clear conversion paths into sales execution
- Seed early-stage opportunities through pilots, design partnerships, and lighthouse engagements
- Work closely with Sales Overlay and core sales teams to transition mature opportunities into active sales motions
- Identify, develop, and govern strategic partnerships — including CSPs, ISVs, GSIs, and ecosystem players — that unlock new markets or accelerate NwPS adoption
- Lead supply-side BD efforts to secure advanced Network API supply from CSPs (QoD, Location, Network Insights) in priority markets
- Represent Vonage in strategic forums and industry events (e.g., GSMA, MWC, CAMARA)
- Sponsor early customer trials, field PoCs, and lab demonstrations that validate new use cases
- Engage C-level stakeholders at customers, partners, and CSPs to test strategic narratives and build executive sponsorship
- Shape and present executive-level business cases and multi-year growth stories to internal and external audiences
- Partner with GM, Sales, Product, Marketing, and Ericsson stakeholders to ensure BD activities feed the broader NwPS strategy
- Drive governance and reporting cadence — including monthly engagement reviews, supply pulse checks, and executive steering updates
Requirements:
- 15+ years in strategic business development, corporate strategy, or ecosystem development roles
- Proven track record of building and leading BD teams in complex, matrixed, global organizations
- Deep experience in Telco, Network API, CPaaS, cloud, or enterprise technology
- Demonstrated ability to build pipeline and create market opportunities ahead of formal sales execution
- Strong commercial and technical acumen across complex B2B and B2B2x solutions
- Experience engaging and influencing C-level stakeholders at customers, partners, and CSPs
- Proven ability to lead through ambiguity and deliver outcomes on long time horizons.
Benefits:
- Company Bonus or Commission Structure (depending on the role)
- Medical, Dental, and Vision Coverage Options
- 401(k) Savings Plan
- Company-Paid Basic Life and AD&D Insurance
- Short-Term Disability (STD)
- Long-Term Disability (LTD)
- Maternity/Parental Leave
- Flexible Spending Accounts (FSA)
- Health Savings Account (HSA)
- Employee Support Program (EAP)
- Voluntary Supplemental Insurance
- Lifestyle Benefits
- Volunteer Time Off (VTO)
- Tuition Reimbursement - available for select positions; full details will be shared during the interview process
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