Director of Marketplace Sales

Wowza Media Systems•Denver, CO

43d•$110,000 - $220,000

About The Position

We are seeking a Director, Marketplace Sales to own and accelerate Wowza’s revenue through third-party cloud and technology marketplaces. This is a quota-carrying leadership role that blends direct sales, partner engagement, and go-to-market execution, with clear responsibility for delivering and growing a meaningful portion of the company’s annual revenue. The successful candidate is a hunter and closer who is comfortable working with hyperscalers and strategic partners, managing marketplace listings and offers, and turning joint opportunities into recurring revenue. This leader will also work cross-functionally to ensure Wowza fully leverages its existing marketplace footprint while expanding into new marketplaces and programs.

Requirements

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.

Nice To Haves

Background in video streaming, SaaS, or cloud infrastructure a plus.

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.