Sr. AI Ecosystem and Marketplace Manager

Your role
You are a thought leader who loves to connect ideas to opportunity. You have a proven growth mindset that relentlessly pursues new and creative ways to bring ISV partnerships to life. You are a natural connector and relationship builder, capable of leading complex, matrixed organizations towards a common goal, a journey to build extraordinary partnerships.  You are a skilled communicator who has a proven track record of creating pipeline and revenues through new and existing Partnerships.

You’ll be joining a team that leads our most strategic ISV partnerships and global marketplace monetization efforts.  You will identify, craft, and manage ISV deals involving the highest level of decision makers across our ISV partners. You will be tasked to develop insight into strategic opportunities and competitive challenges for the leadership team, you will structure deals and drive senior-level decision making. You will need to establish deep relationships across our ISV partners. In addition, you will collaborate with virtual teams to originate and implement partnerships and ecosystem strategy.

Who you’ll work with:

The Sr. AI Ecosystem and Marketplace Manager reports to the AVP of AI Ecosystem & Marketplace, and is responsible for identifying, building, and managing key ISV partnerships that expand our market reach, enhance Dialpad’s product offerings and accelerate revenues through ISV resell. Your extended team includes leaders from key functions like strategy, product, sales, marketing and customer success.  

What you’ll do 

• Work with Dialpad’s current ISV partners to deliver world-class integrations and ensure adoption of those integrations. 
• Manage and maintain Dialpad’s App Marketplace. 
• Recruit ISVs that complement Dialpad’s platform and extend reach.
• Negotiate ISV agreements, including terms, pricing, and licensing models.
• Build and execute joint business plans with ISVs that accelerate resell opportunities.
• Monitor and track ISV performance, key metrics, user adoption and provide regular reports to leadership. 
• Drive joint co-sell and marketing initiatives with technology partners. 
• Initiate the implementation of API integrations / technical solutions and collaborate with internal stakeholders across various departments, including Product, Engineering, Sales and Marketing to bring projects to fruition.

Skills you’ll bring 

• BA/BS, experience (7+ years) in business development, technology partnerships and ISVs / Alliances.
• You should be able to drive thought leadership across Dialpad and their partner organizations, along with product management and GTM teams.
• You have experience leveraging app Marketplaces to list and procure ISV solutions.
• Strong understanding of partnership structures, API integrations, developer platforms and SaaS technologies. 
• Excellent negotiation and relationship-building skills, with the ability to think strategically and develop creative solutions.
• Proven ability to drive initiatives from ideation to execution. 
• You have demonstrated a track record of creating and operationalizing technology partnerships, and an ability to influence stakeholders of all levels.
• You are able to thrive in a fast-paced, dynamic environment. 
• You are comfortable using Google Workspace, Salesforce, Domo, and have managed PRMs.