Director of Business Development (B2B)

SmartThings•Minneapolis, MN

1d•$183,000 - $261,000•Hybrid

About The Position

We’re SmartThings, one of the leading IoT ecosystems in the world, creating the most effortless way for anyone to create a smart home. We're a wholly owned subsidiary of Samsung with corporate offices in Minneapolis and the Bay Area. More than 430 million people worldwide use SmartThings to control and manage their connected life. SmartThings delivers simple, powerful experiences across Samsung’s leading portfolio of phones, TVs, and appliances. We also offer the most versatile smart home experience as an open platform with a rich partner ecosystem (think IKEA, SONOS, Honeywell, and so many more). As a founding member of Matter, we are a leader in the industry to help make smart homes more secure, reliable and seamless to use. Come be a part of the leading edge of IoT innovation! The Director of B2B Solutions is a leadership role responsible for the growth and market penetration of SmartThings B2B Solutions (e.g. SmartThings Pro). You will lead and mentor a team of Business Development and Partner Managers to identify, negotiate, and execute strategic alliances that drive revenue and ecosystem adoption. As a member of the Senior Leadership Team at Samsung SmartThings, this is a high-visibility role requiring an ecosystem builder and growth leader who can navigate complex B2B and B2B2C environments to develop market-leading partnerships and unlock new monetization opportunities.

Requirements

Bachelor’s degree in Business or related field required; MBA or equivalent commercial leadership experience preferred.
12+ years of professional experience, with a minimum of 7 years in a dedicated Business Development or Strategic Alliances leadership role. 5+ years of direct people management experience preferred.
Proven track record of managing and scaling a team of Business Development Professionals or Account Executives in a high-growth tech environment.
A documented history of closing complex, multi-million dollar enterprise partnerships with significant, measurable commercial impact.
Expert-level proficiency in deal structuring, including a deep understanding of commercial legalities and revenue-share frameworks.
Ability to identify 3–5 year market trends and position the team to capitalize on them.
Exceptional communication and presentation skills suitable for C-suite and Board-level interaction.
Proficiency in financial modeling, deal valuation, and data-driven performance management.

Nice To Haves

Deep experience in IoT, Enterprise SaaS, Real Estate Technology (PropTech), or Energy/Utility sectors is highly preferred.

Responsibilities

People Leadership: Lead, coach, and develop a high-performing team of Business Development & Strategic Partnership Managers; set individual goals, team KPIs, and create clear accountability frameworks aligned to Company OKRs.
Culture of Execution: Instill a performance culture defined by aggressive market capture, commercial accountability, and disciplined execution.
GTM Strategy & Orchestration: Define and execute the Go-To-Market strategy for SmartThings Pro, aligning Product, Marketing, and Sales resources to accelerate adoption across priority B2B verticals.
Stakeholder Alignment: Serve as the internal champion for SmartThings Pro's GTM strategy, building organizational buy-in across Samsung subsidiaries, Samsung Electronics America (SEA) line-of-business leaders, and executive leadership in South Korea through clear, consistent, and compelling communication.
Monetization Strategy: Design and execute comprehensive monetization frameworks spanning both direct B2B enterprise engagements and B2B2C channel models, including identifying incremental revenue opportunities for both SmartThings Pro and SmartThings Energy in the U.S. market
High-Stakes Negotiations: Lead the most complex, high-value negotiations spanning multi-year service agreements, revenue-share models, and enterprise-level commitments.
Partner Ecosystem Development: Scale a robust enterprise partner ecosystem encompassing partner-facing collateral, sales enablement frameworks, and commercial incentive models that will ultimately drive market adoption of SmartThings Pro
Pipeline Governance: Maintain rigorous oversight of the total partnership pipeline, ensuring focus on high-value opportunities and delivering accurate forecasting to executive leadership.
Executive Engagement: Serve as the primary commercial voice to Samsung's global leadership, navigating a complex, matrixed organization to secure the resources and approvals necessary to advance major U.S. market initiatives.
Market-Driven Strategy: Translate market intelligence and partner feedback into compelling business cases, ensuring SmartThings Pro remains the industry benchmark across target verticals.
Vertical Growth Strategy: Own and execute the primary growth strategy for SmartThings Pro's key U.S. verticals (including Builder, Hospitality, Retail, QSR & Office)
External Representation: Represent SmartThings Pro at the executive level across industry boards, C-suite partner engagements, and major technology summits.

Benefits

attractive compensation package with comprehensive health benefits, including medical, dental, vision, and mental health
an HSA with employer contribution
life & disability insurance
FSAs for health and dependent care expenses
a competitive 401k with a 5% employer match
unlimited PTO
12 paid holidays
a generous parental leave policy (8 weeks fully paid parental leave and 8 more fully paid weeks for childbirth recovery leave)
education reimbursement program
access to learning resources through O’Reilly
parking stipend to cover the monthly garage cost
EV chargers are also onsite
In-office catered lunches on Thursdays
Access to the onsite gym