Partner Account Director

About Dubber

Dubber is the world's leading conversation platform used by some of the world’s largest communication networks. We are proud to offer innovative products that enable any business to unlock the potential in every conversation through AI-enriched conversational data. 

Already adopted as core network infrastructure by hundreds of global communications services and applications worldwide, Dubber is specifically designed to help service providers to differentiate, drive new revenues and improve customer retention.

Dubber is listed on the Australian Stock Market (ASX:DUB) with offices in Melbourne, Sydney, London, Oxford, and Dallas.

What You’ll Do 

This is an exciting role within our Americas Sales team, reporting into our VP Sales, Americas, you will be primarily responsible for managing a portfolio of existing Service Providers (SP’s) relationships in the Americas market as well as winning new, targeted SP’s across the region. You will focus on managing and expanding Dubbers partners, as it is critically important to Dubber’s goal of driving consistent revenue growth from our key partner relationships.

A key success factor for the role is the ability to deepen the existing relationships with senior executives within and across the defined Partners in the Americas region. Whilst managing relationships with senior executives within existing partners is an important attribute, the core responsibility of this role is driving growth. Overall, this means growing the monthly recurring revenue (MRR) from key partners across the Americas region. At a tactical level, this means driving growth in the number of Elite Partners in the region, in turn, growing the number of activated, enabled account managers within these Partners with the goal of consistently growing monthly run-rate, Partner-led pipeline. With this in mind, the role will be of interest to a high-energy, action oriented and growth minded sales professional who is excited about building a significant, self sustaining Partner model in the Americas.

Key Responsibilities:

• Lead engagement with key executives across existing Service Providers to migrate them to a joined at the hip, Elite Partner model
• Continually engage with targeted new Service Providers who exhibit the characteristics of an Elite style Dubber partner, negotiate contractual terms and establish the framework for the Elite/PET operating model
• Leverage the scale & capability of the Partner Enablement Team (PET) to consistently expand the number of activated account managers and downstream Resellers within each Elite Partner to drive consistent MRR growth
• Similarly, work closely with the Global Head of Sales Enablement to ensure your Elite Partners have access to the full suite of Dubber sales activation content with the goal of creating a community of self-sufficient, reasonably autonomous Partners
• Cultivate relationships with Marketing leaders within your Elite Partners to ensure Dubber is consistently promoted & enabled within in the value proposition of the SP
• Produce and update strategies & quarterly business reviews for each SP, establish task assignments, milestones and coordinate input from all Dubber internal stakeholders. 
• Provide regular sales & revenue forecasts and report on growth and key milestones within SP’s 
• Drive product marketing and demand generation activities with partners to accompany Dubber products/solutions on partners’ websites, seminars, and tradeshows.

Experience & Education:

• 5+ years relevant experience in Channel Account Management 
• Proven track record of success and experience managing Partners at a senior level
• Experience within the Telecommunications Industry and ideally exposure to the large telco carriers in the Americas region
• A detailed understanding of & experience in managing channel-based relationships
• Understanding of value selling methodologies coupled with hands-on understanding of Salesforce.com
• Ideally, exposure to a start-up, rapid growth style environment 
• Experience with leading sales engagements within the partner ecosystem 
• Although not a technical role, ability to understand basic technical requirements is a must
• Track record of working across multiple functions, both collaboratively and independently
• Experience selling SaaS based services is required

About You!

• You are an excellent communicator and a strong team player
• You have a persistent, resilient, high energy & can-do approach to your work 
• You are a curious, rapid learner with the ability to consume & contextualize large amounts of new information
• Highly resourceful combined with an ability to work independently
• You are Responsible, Adaptable, Kind, Empathetic, Respectful and Accountable
• You have Experience Working remotely

Why Dubber?

• Competitive salary, bonus and share options on offer!
• 20 days paid vacation leave annually, with an extra 5 days after 1 year!
• Generous Paid Parental Leave options!
• Growing SaaS company where no two days will be the same with limitless opportunities!
• Global locations with flexible working options!
• Collaborative and supportive teammates!

Apply Now

We will be reviewing applications as they come in so don't wait, apply today or reach out for a confidential chat recruit@dubber.net

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