Director, Partner Management Technology Alliances

Job Locations US-ID-Boise | US
Job Post Information* : Posted Date 2 months ago(9/29/2022 4:22 PM)


This is a Remote US Opportunity


Cradlepoint was born in Boise and built for wireless. We are a team of authentic, hard-working, and innovative people driven by a shared vision to Connect Beyond the limits of wired networks. We help customers — big and small, across industries and around the world — utilize LTE and 5G cellular technology to connect people, places, and things, anywhere. We’re at the forefront of the Wireless WAN and 5G — the next big waves in networking — and we remain as hungry and humble as the day we started. If you’re hungry to be part of something big, come join us.


How Will You Contribute to the Company?


The Director, Partner Management Technology Alliances is responsible for our targeted partner global strategy for assigned TA Partners, managing technology partnerships and relationships, and executing go-to-market plans that deliver differentiated solutions and accelerate incremental revenue.  


The Director, Partner Management Technology Alliances will ensure the proper development of strategic partner relationships that deliver unique solutions and accelerate incremental revenue.  This leader will collaborate with product, engineering, business development, marketing, sales, finance, legal, and PR to launch strategic partnerships and solutions. 


What Will You Do?

  •  Build and maintain strategic partnerships that align with our vision and global sales strategy 
  • Develop and execute a global technology partner strategy that delivers differentiated solutions and accelerates incremental revenue
  • Quickly establish a trusting relationship with partners, and internal stakeholders across all levels of the organization
  • Design and execute go-to-market plans with partners- including reference architectures, joint value propositions, defined routes to market, and metrics of success with industry-leading companies in the Cloud, IoT, SaaS, SD-WAN, Security, and Wireless market
  • Direct the planning, implementation, and oversight of marketing strategies geared toward reaching sales goals, accumulating clients, and growing the business
  • Oversee the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations
  • Ensure that technology partners and alliances meet profitable sales volume and strategic objectives
  • Participate in the planning process that develops mutual performance objectives, financial targets, and critical milestones associated with productive partner relationships
  • Assess, clarify, and validate partner needs on an ongoing basis
  • Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally and through strict adherence to channel rules of engagement
  • Promote solution development efforts that best address end user needs while coordinating the involvement of all necessary company and partner personnel
  • Ensure partner compliance with partner agreements
  • Drive adoption of company programs among Technology and Alliance partners 
  • Provide leadership for the growth of channel sales and alliances
  • Coordinate the creation of marketing plans
  • Pursue relations with clients and work to grow accounts
  • Employ all necessary efforts to stay on top of competitors
  • Find, evaluate, and take advantage of new business opportunities
  • Provide coaching and leadership to channel and business development staff
  • Assist with resources and strategy development


Minimum Qualifications: 

  • BA/BS degree in Business or related field
  • Ten (10+) years of professional experience in the networking and high-tech industry
  • Five (5+) years in a leadership position
  • Proven experience designing and executing technology partnerships with industry-leading companies in the Cloud, IoT, SaaS, SD-WAN, Security, and Wireless market
  • Experience with direct and indirect sales go-to-market initiatives in Networking, SaaS, and Wireless platforms
  • Demonstrated history of quota attainment in a sales and alliances role measuring results including sell through, sell to, sell with, and partner influenced
  • Clear operational experience in defining and implementing channel, alliances, and business development strategies
  • Ability to partner closely with internal organizations, partners, and alliances to achieve revenue growth targets
  • Proven ability to establish and maintain strong, positive relationships with engineering, services, and executive management
  • Efficient and effective system, processes, procedures, and operations definition with a view to effectiveness and efficiency
  • Provide financial and administrative insight and recommendations to the business to increase efficiencies and profitability
  • Excellent communication skills, both oral and written, along with the ability and willingness to communicate at all levels
  • Demonstrated ability to create teams organically (through hiring, onboarding, and continual enablement)
  • Entrepreneurial drive and work ethic
  • Ability to drive strategic direction and roll-up sleeve to GSD
  • Ability to thrive in a fast-paced, start-up, team-oriented environment
  • Demonstrated leadership behaviors
  • A mission-driven individual with a belief in and commitment to the success of the Company
  • A good listener and strategist; comfortable receiving input from others to formulate a sound, well-organized plan
  • A team player, emotionally mature with a good sense of humor and the flexibility and sensitivity to work with diverse personalities and situations
  • Ability to manage strategic and tactical activities required to deliver results 
  • An exceptional communicator with proven verbal and written communication skills
  • Strong collaboration skills and ability to work across organizations (internally & with partners)
  • High level of personal and professional integrity and trustworthiness with a strong work ethic and the ability to work independently with minimal direction
  • Excellent communications and presentation skills
  • Ability to develop and manage high-performance teams focused on accountability and meet and exceed expectations
  • Strategic, critical but creative thinker, strong business sense, and excellent financial skills
  • Ability to lead, create and work within cross-functional team environments 
  • Senior level sales professional with a proven track record of success managing complex multi-discipline sales scenarios
  • A hard worker with a high energy level; a “doer” with a willingness to work hands-on in developing and executing activities
  • Detail oriented
  • Must be able to travel throughout the year

 Bonus Points: 

  • Master of Business Administration (MBA) / Master of Science (MS)


Note: Did you know that women and other marginalized groups often hold back on applying to jobs if they don’t meet 100% of all listed requirements? We don’t want you to hold back! If you don’t check every single box above but still feel like you could successfully do the work, we encourage you to apply! We’d love to connect and see how you could add to our team.


Why Cradlepoint?

At Cradlepoint, we’re one team - all in on inclusion. Celebrating the uniqueness of our individual team members across the globe helps us build diverse teams where we all can thrive. Our connected, community-focused culture enables each one of us to perform at our best and fully be ourselves.


Our Cradlepoint values drive everything we do:

  • Stay humble and hungry: Be a curious learner, resilient, and competitive.
  • Don’t point a finger; lend a hand: We are one team! Communicate, provide support, and lift others.
  • Make a difference: Prioritize, innovate, differentiate, and think big for customer success. Make a difference in work and in our communities.
  • Keep it simple: Eliminate complexity. Reduce time to value.
  • Enjoy the ride: Celebrate – appreciate – grow.
  • Trust, Respect, and transparency: Be ethical, data-driven, respectful, and straight shooters who share openly.


We are creating the future of global connectivity & community. Come join us. You belong here.


Benefits & Perks:

  • Competitive salary with a focus on a global market; Annual and Incremental Incentive plans; employee retirement plans (where available)
  • Flexible Time Off with Global Holiday Schedules to promote work-life balance
  • Wellness initiatives focused on the health and mental well-being of our team members and their families, including free membership to Headspace (a mindfulness and well-being app), an International Employee Assistance Program, and dedicated quarterly Well-being Days and No Internal Meeting Fridays.
  • Ongoing training and development opportunities
  • Eligible to participate in customary health and other benefit plans and programs based on location
  • Work from home opportunities across our global locations with a culture rooted in inclusion and teamwork 




Cradlepoint’s Diversity, Equity, Inclusion, and Belonging mission is to create an inclusive work environment where all employees’ differences are celebrated, their thoughts matter, and everyone feels safe to bring their authentic selves to work. We’re proud to be an equal opportunity employer and aim to attract, develop, and engage top talent from a diverse candidate pool. It is our policy and commitment to provide equal opportunity employment for all persons and not discriminate in employment decisions by placing the most qualified person in each job, without regard to any other classification protected by federal, state, or local law.


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