Wowza · 1 month ago
Director of Marketplace Sales
Denver, CO
Full-time
Onsite
Director/Executive
$110K/yr - $220K/yr
7+ years expWowza Media Systems is a globally recognized leader in video streaming software based in Colorado. They are seeking a Director of Marketplace Sales to drive revenue growth through third-party cloud and technology marketplaces, managing partnerships, and optimizing marketplace strategies.
Enterprise SoftwareMobileSocial MediaSoftware
Responsibilities
Carry a defined annual quota for incremental marketplace revenue
Build and manage a healthy pipeline of marketplace opportunities across new business, expansion, and renewals
Close complex deals using marketplace constructs such as private offers, multi-year agreements, and consumption-based commitments
Forecast accurately and report performance to Sales leadership, Operations, and the Board
Own the strategy and performance of Wowza's marketplace portfolio across major cloud providers and additional marketplaces
Partner with Product, Operations, and Finance to optimize listings, pricing, packaging, and the end-to-end buyer experience
Monitor listing performance and continuously improve conversion, deal velocity, and attach rates
Align closely with field sellers and partner teams at cloud providers and other marketplaces to create and progress joint opportunities
Map accounts, identify target segments, and build repeatable co-sell motions that help partners achieve their consumption and revenue goals
Serve as a trusted marketplace expert and primary point of contact for internal and external partner teams
Collaborate with Marketing to build co-branded campaigns, marketplace-focused content, and events that drive qualified leads and opportunity creation
Track and report pipeline, win rates, and revenue sourced from joint GTM activities
Partner with Sales leadership to embed marketplace as a standard purchasing path in account planning, pipeline reviews, and forecasting
Enable Wowza's global sales teams to position marketplace as a fast, flexible, and procurement-friendly way to buy
Help build internal playbooks, training, and tools that support marketplace selling at scale
Define and maintain KPIs for marketplace growth, pipeline velocity, co-sell activity, and listing performance
Work with Deal Desk, Finance, and Legal to streamline processes for marketplace quotes, private offers, and order management
Stay current on marketplace programs, incentives, and best practices, and apply them to accelerate Wowza's growth
Qualification
Required
7+ years in enterprise software sales, cloud marketplaces, alliances, or a similar go-to-market leadership role
Proven track record over at least 7 years of consistently meeting or exceeding quota where a significant portion of targets were tied to third-party marketplace sales (e.g., cloud or technology marketplaces)
Strong understanding of marketplace mechanics and co-sell programs, including private offers and consumption or commit-based agreements
Experience building and scaling marketplace revenue programs, including managing listings and coordinating with Product, Marketing, and Operations
Meaningful relationships or demonstrated credibility with hyperscaler or marketplace partner teams
Highly organized and operationally disciplined, with the ability to forecast, report, and deliver results under pressure
Preferred
Background in video streaming, SaaS, or cloud infrastructure a plus
Benefits
Generous Paid Time Off
Medical, Dental, and Vision insurance (effective Day 1)
401(k) with strong company match
Dependent Care FSA
Employer-paid Life Insurance and AD&D
Voluntary Life Insurance (Employee/Spouse/Child)
Paid Parental Leave
Short-Term and Long-Term Disability
Training & Development opportunities
Employee Assistance Program (EAP)
Company
Wowza
Wowza is the experienced and trusted partner for reliable, scalable video solutions.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
unknown2021-06-10Acquired
2012-03-28Private Equity
Leadership Team
Charlie Good
Co-Founder
Barry Owen
Chief Solutions Architect
Recent News
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