Commercial Business Development/Channels Director

San Jose, CA
Sales /
Full Time /
Hybrid

ZEDEDA makes edge computing effortless, open, and intrinsically secure - extending the cloud experience to the edge. ZEDEDA reduces the cost of managing and orchestrating distributed edge infrastructure and applications, while increasing visibility, security and control. ZEDEDA delivers a distributed, cloud-native edge management and orchestration solution, simplifying the security and remote management of edge infrastructure and applications at scale. 
ZEDEDA ensures extensibility and flexibility by utilizing an open partner ecosystem with a robust app marketplace and leveraging an open architecture built on EVE-OS, from the Linux Foundation. ZEDEDA delivers instant time to value, has thousands of nodes under management and is backed by world-class investors with teams in the US, Germany and India. For more information, visit www.zededa.com

About the Position: Commercial Business Development/Channels Director (San Jose, CA)

Responsibilities:
As the Commercial Business Development/Channels Director at ZEDEDA, you will play a pivotal role in driving revenue growth and expanding market reach through strategic partnerships, alliances, and channel development. You will be responsible for establishing and nurturing relationships with key partners, identifying new business opportunities, and executing go-to-market strategies to drive adoption of ZEDEDA's edge computing solutions.

Channel Strategy and Enablement

    • Develop and execute channel strategies to expand ZEDEDA's market presence and drive revenue growth.
    • Provide guidance and support to partners to ensure effective positioning, sales training, and enablement of ZEDEDA's products and solutions.
    • Implement channel programs, incentives, and promotions to incentivize partner engagement and performance.

Partnership Development

    • Identify, recruit, and onboard strategic partners, including system integrators, value-added resellers (VARs), distributors, technology partners, and ISVs.
    • Build and maintain strong relationships with partners to drive mutual business success and achieve revenue targets.
    • Collaborate with cross-functional teams to develop joint value propositions, solution bundles, and go-to-market strategies.

Market Expansion

    • Conduct market analysis and identify new business opportunities, target segments, and geographic regions for expansion.
    • Develop and execute plans to penetrate new markets and drive adoption of ZEDEDA's solutions.
    • Monitor industry trends, competitive landscape, and customer needs to inform strategic decision-making and product development initiatives.

Sales and Revenue Generation

    • Collaborate with sales teams to drive pipeline development, deal acceleration, and revenue attainment through partner channels.
    • Track and analyze partner performance, sales metrics, and market feedback to optimize partner programs and drive continuous improvement.
    • Forecast, monitor, and report on key performance indicators (KPIs) related to partner-driven revenue and market share.

Qualifications

    • Bachelor's degree in Business Administration, Marketing, or related field; MBA preferred.
    • Proven track record of success in commercial business development, channel management, or partnerships within the technology industry.
    • Strong understanding of edge computing, IoT, cloud technologies, and related market trends.
    • Experience in building and managing strategic partnerships, alliances, and channel ecosystems.
    • Excellent communication, negotiation, and relationship-building skills.
    • Ability to work effectively in a fast-paced, dynamic environment and drive results through cross-functional collaboration.
    • Strategic thinker with strong analytical and problem-solving capabilities.
Pay & Benefits
Zededa’s main compensation philosophy is to provide you with the opportunity to progress as you grow and develop with the company. The base pay range, dependent on your skills, qualifications, experience and location for this role is between $200,000 and $225,000, and will also include commission, equity and benefits components to round out your total compensation.