About WSO2
Founded in 2005, WSO2 is the largest independent software vendor providing open-source API management, integration, and identity and access management (IAM) products. WSO2's products and platforms—including our next-gen internal developer platform, Choreo—empower organizations to leverage the full potential of enterprise software engineering processes to secure the delivery of digital services and applications, enabling thousands of enterprises in over 90 countries globally to drive their digital transformation journeys. Our open-source, API-first approach frees developers and architects from vendor lock-in, enabling rapid digital product creation. Recognized as a leader by industry analysts, WSO2 has over 800 employees worldwide with offices in Australia, Brazil, Germany, India, Sri Lanka, the UAE, the UK, and the US, with nearly USD100M in annual recurring revenue. Visit https://wso2.com to learn more.
About the Role
WSO2 seeks an experienced Associate Director of Business Development to own and drive relationships initially across North America and Europe and build this into a significant revenue line for the company. This role will involve cultivating and managing strategic partnerships, driving revenue from scratch to scale and working across multiple geos and time zones, and positioning the BU for sell-to and sell-through partnerships. The ideal candidate will have a track record of engaging with C-suite executives, technical buyers, and BU heads and driving significant business outcomes in the enterprise and / or SMB sector.
This is an exceptional opportunity to join a high-growth company backed by EQT and play a pivotal role in driving its growth. If you are a strategic thinker with a proven ability to build and grow partnerships, and a successful track record of carrying revenue targets, we encourage you to apply.
Your Key Responsibilities
- Develop a strategic business development plan for the BU, initial regional / sector focus will be determined by BU.
- Grow revenue from/through strategic partnerships and direct selling motion to a significant portion of BU revenue, establish and achieve revenue targets and key performance indicators.
- Build CXO relationships with strategic consulting and SI companies, lead high-level strategic engagements across these organizations, understanding their business needs and identifying opportunities for BUs to add value.
- Develop and execute strategies for go-to-market partnerships and product collaborations with sIs.
- Develop and execute strategies for go-to-market partnerships with technology companies such as AWS, Google, Microsoft, etc.
- Work with regional sales, solutions, and marketing teams to drive opportunities, build pipelines, deliver proposals, and close deals.
- Work closely with the alliances and channels team to drive sell-with and sell-through partnerships.
- Work closely with the sales team to support enablement, and generate and grow the pipeline.
- Provide regular reports on partnership activities, revenue generation, and strategic initiatives.
- Stay informed about industry trends, market dynamics, and competitive landscape to provide strategic recommendations to portfolio partners and drive business development efforts.
Qualifications and Skills
- 5+ years of experience in business development with high-growth software product companies, proven track record of managing strategic accounts and partnerships and driving revenue growth globally.
- Experience in building a business from scratch, driving revenue, managing deals, and winning.
- Demonstrated ability to develop and execute strategic plans and initiatives.
- Ability to build top-down strategic plans and bottom-up numbers for each potential customer and partner.
- Proven track record of working across sales, marketing, solutions, and product teams.
- Strong understanding of B2B SaaS and PaaS products.
- Leadership: Exceptional leadership and interpersonal skills, with the ability to engage effectively with C-suite executives and other key stakeholders.
- Results-Oriented: Strong focus on achieving results and meeting or exceeding revenue targets. Proven ability to drive business outcomes and deliver on strategic goals.
- Communication: Excellent verbal and written communication skills, with the ability to present complex ideas clearly and persuasively.
- Education: A bachelor’s degree in Business/Commerce and an MBA is preferred. You will report to the VP and GM of the BU and work closely with regional GMs and the Alliances Head.
In Addition to a Competitive Compensation Package, WSO2 Offers:
- A work culture and environment where we value both hard work AND flexibility.
- Ongoing training, coaching, and mentoring.
- Education reimbursement for professional qualifications and courses.
- A generous vacation/leave plan that fits your needs.
- Health insurance for you and your family.
- 401K matching.
Diversity Drives Innovation:
We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.