Vice President of Partnerships

Salary: $150-$175k

Were NEXA, one of the fastest growing technology companies in Florida. As a mobility solutions provider, we offer services critical to organizations that are looking to bring to market innovative mobile products. In laymans terms, you ask? Well, we design, engineer, and manufacture unique mobile solutions that enable some of the most interesting companies in the world (some of which you likely use regularly) to bring smart solutions to market quickly and efficiently, and then we deploy and support these large-scale fleets of devices to make our clients business operations even easier.

Our clients come from diverse industries, many of which form the cornerstones of our modern society, including healthcare, retail, defense and food delivery. So, in a sense, working at NEXA means youll be helping to enhance and streamline the functioning of our everyday lives.

Still reading? Well, heres what WERE looking for. The ideal NEXA employee is someone who is accountable, can work independently or as part of a team, and has an interest in propelling innovative technology into the broader ecosystem. Were looking for team members that will speak their mind, accept feedback, and continue to drive our growth.

If you think you fit the bill, andyourecurious to hear more,wedlove to see your application!

We are looking for a results-driven Vice President of Partnerships to join our growing team! Using a deep understanding of enterprise mobility, capital markets, alliance partnerships, market trends, and solution selling, you will be responsible for driving company-wide revenue growth. Partnering with multiple internal stakeholder groups to drive strategy based on customer and market requirements, you will develop and execute the overall business development, Go-To-Market plans, and partnership strategies.

The ideal candidate has industry-wide relationships, formal business development experience, sales training, and Go-To-Market experience building and leading high-performing partnerships, with a track record of achieving revenue targets.

Responsibilities:

• Identify target market segments through research and competitor analysis
  • Identify and validate market two segments per quarter based on completed competitive landscape and whitespace analysis
  • Demonstrate high degree of accuracy of TAM/SOM projections vs. actual performance
• Design and implement new partnership and business development strategy
  • Establish two consulting firm referral relationships that result in >$1M in your first year
• Participate in building, packaging, and price setting with members of management to meet market needs
  • Co-develop and successfully launch bundled product/service offerings
• Develop and implement revenue growth strategies including new sales processes, pipelines, account planning, proposals, renewals, revenue goals, and continuous sales engagement
  • Joint achievement of sales goals by lane with 10% originating from partner network
• Modify and own contracting for partnership engagements (alliance, referral, etc.)
  • 100% on time turnaround SLA for partner contracts
• Develop long term and strategic relationships at the most senior levels with prospects and clients
  • Build and nurture at least 5 C-level relationships with owned enterprise client/prospects in your first year
• Launch and own formalized Referral Program
  • Secure at least 5 pipeline opportunities from Referral Program
• Activate PE Fund event marketing plan
  • Secure participation in at least 3 industry events
• Be the voice of the client communicate client needs and requirements to help define our roadmap. Partner with internal stakeholders across Sales, Marketing, Product, Operations, Finance to own assessment of the competitive landscape and technologies to help formulate and refine product/ GTM/ service/ support strategies
  • Leverage NPS survey data in product roadmap development process and competitive tracking and analysis
• Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities
  • Successfully close at least one cross/upsell opportunity within owned enterprise clients
• Drive attendance to industry events, webinars, and tradeshows
• • Ensure at least two client/prospect attendees for each NEXA-owned event
• Actively participate in online thought leadership through active promotion of company events, values, technology, capabilities, and business wins across social media platforms
  • Partner with Marketing to publish at least two thought leadership pieces (case study, blog, social post, etc.), in your first year
• Employees will be required to adhere to NEXA's information security policies and procedures
  

Requirements:

• Bachelor's degree in field of business or communication
• 15+ years of B2B sales leadership experience, working with enterprise size clients
• Experience running a global sales team with multiple avenues for attaining revenue goals (channel, direct, telco, etc.)
• Knowledge and experience in the managed mobility service industry
• Prior experience in hardware, MDM, private equity, and/or consulting
• Proven track record of developing GTM strategies in enterprise
• Proven negotiation and closing proficiency
• Proven experience in building relationships with Fortune clients/partners
• Ability to channel different points of view, creating a team atmosphere while achieving key objectives
  
• Have a good balance of risk taking and sound judgment
• Excellent skills with Microsoft Office Suite
• Ability to travel internationally and domestically at least 40%
• Preferred:
  • Extensive telecommunications/enterprise industry experience
  • Experience with Android Enterprise
  • Experience with HubSpot CRM
  • Experience with Monday.com or project management platform