Vice President Strategic Alliances and Channel Partnerships at Qumu Corporation

VP Strategic Alliances & Channel Partnerships – Remote

• US – Remote

Position Summary:

This position is responsible for defining and executing the strategy and business plan for Alliances and Channel partners at Qumu. Qumu wants to accelerate acquisition of new partners and channels that can grow sustainable revenue. In this role, you will be responsible for developing and implementing partner strategies to grow company leads and revenue through strategic partnerships. We are looking for a leader who can balance short- and long-term strategies, break into untapped channels and position Qumu as a leading provider of enterprise level streaming, recording, and sharing of video. In this role, you’ll have a unique opportunity to set the direction that will allow us to increase our deal velocity and multiply the impact our solutions have on our customers.

This position will be responsible for designing channel programs enabling Qumu to establish substantive growth markets aligned with Qumu’s strategic partner ecosystem. This role will be responsible for strategic technology alliances to drive consistency in our business development initiatives.

This role will require competency in working across functional groups including Executive, Engineering, Product Management, and the Marketing and Sales Team to lead end-to-end channel execution.

Note: This is a Remote opportunity, based in the U.S.

Job Role & Responsibilities:

• Solidify relationships and lock in strategic ecosystem partners in the US and abroad
• Design and develop channel programs including strategy formulation, content creation and channel enablement plans
• Create partner plans which include go-to-market and enablement. Create win-win solutions with supporting strategic partners
• Manage and lead team members to assist with accomplishing alliance and channel partnership goals
• Educate direct sales force on partner and channel synergy and benefits
• Create a culture of channel marketing excellence
• Analyze market dynamics to have successful strategic and tactical execution
• Establish and maintain key performance indicator metrics with emphasis on revenue
• Assist with world-wide marketing initiatives that support channel development
• Create a new list of partners as part of an overall strategy, with potential short- and long-term impact
• Design the framework for a repeatable partnerships model that will maximize opportunities for new partnerships
• Source, pitch and close channel partners
• Facilitate internal resourcing needed to support partnerships
• Build relationships at the executive level in channel organizations, developing internal and external marketing and operational strategies for success
• Partner cross-functionally with marketing, sales, professional services and customer success to simplify and scale our offerings
• Build out sales enablement efforts to allow us to quickly ramp and continuously educate our growing team
• Be accountable for revenue directly driven and influenced by channels

Requirements:

• Minimum undergraduate degree, MA or MBA preferred
• 8+ years of applied experience related to the role required
• Technical aptitude and experience with video products and their channel
• Deep understanding of Cloud based distribution strategies and practices
• Demonstrated experience building and growing a successful partner ecosystem
• Prior channel enablement experience
• Strong analytical skills including user needs analysis, financial business modeling, budgeting and forecasting
• Proven ability to map product features to market requirements
• Excellent interpersonal skills
• Excellent written and oral presentation, and strong story-telling skills with the ability to synthesize and react to a complex set of client asks
• Comfort with operational excellence strategies for B2B style organizations, where high-touch, long-term relationships are essential to the business’ success
• Experience working in start-up or small company environments and building plans from the ground up
• Knowledge of the Enterprise Video and/or Unified Communications ecosystem would be beneficial but not necessary