Senior Director, Strategic Business Development

Vonage

About The Position

The Senior Director, Strategic Solution Architect – Network Powered Solutions (NwPS) is a market-shaping leadership role responsible for defining and driving Vonage's NwPS growth strategy over a 12–36 month horizon. You'll own the mandate to seed, incubate, and qualify the next generation of revenue opportunities — operating at the intersection of market intelligence, strategic partnerships, solution incubation, and executive engagement. Working closely with the GM, Product, Sales, Marketing, and Ericsson stakeholders, you'll serve as the primary architect of Vonage's long-term NwPS growth narrative. This role requires strategic vision, commercial acumen, technical curiosity, and the ability to operate with conviction in ambiguous, innovative environments.

Requirements

15+ years in strategic business development, corporate strategy, or ecosystem development roles
Proven track record of building and leading BD teams in complex, matrixed, global organizations
Deep experience in Telco, Network API, CPaaS, cloud, or enterprise technology
Demonstrated ability to build pipeline and create market opportunities ahead of formal sales execution
Strong commercial and technical acumen across complex B2B and B2B2x solutions
Experience engaging and influencing C-level stakeholders at customers, partners, and CSPs
Proven ability to lead through ambiguity and deliver outcomes on long time horizons

Nice To Haves

Background in ecosystem or platform-based business models (API platforms, marketplace models, developer ecosystems)
Familiarity with CAMARA, GSMA Open Gateway, or Network API standards
Exposure to Ericsson, Nokia, or major CSP ecosystems
Experience launching new products or business units from early-stage to commercial scale

Responsibilities

Lead, develop, and scale the Strategic Business Development team across supply BD, demand BD, and ecosystem engagement workstreams
Set the team's mandate, OKRs, and operating rhythm — ensuring clarity, accountability, and disciplined execution
Serve as executive sponsor for the team's most strategic engagements
Define and evolve the NwPS addressable market opportunity — identifying emerging use cases, vertical plays, and monetization models
Lead structured market analysis (TAM, value pools, competitive dynamics) to prioritize where the business should invest ahead of the market
Own and govern the NwPS future-year opportunity pipeline (12–36 months), ensuring clear conversion paths into sales execution
Seed early-stage opportunities through pilots, design partnerships, and lighthouse engagements
Work closely with Sales Overlay and core sales teams to transition mature opportunities into active sales motions
Identify, develop, and govern strategic partnerships — including CSPs, ISVs, GSIs, and ecosystem players — that unlock new markets or accelerate NwPS adoption
Lead supply-side BD efforts to secure advanced Network API supply from CSPs (QoD, Location, Network Insights) in priority markets
Represent Vonage in strategic forums and industry events (e.g., GSMA, MWC, CAMARA)
Sponsor early customer trials, field PoCs, and lab demonstrations that validate new use cases
Engage C-level stakeholders at customers, partners, and CSPs to test strategic narratives and build executive sponsorship
Shape and present executive-level business cases and multi-year growth stories to internal and external audiences
Partner with GM, Sales, Product, Marketing, and Ericsson stakeholders to ensure BD activities feed the broader NwPS strategy
Drive governance and reporting cadence — including monthly engagement reviews, supply pulse checks, and executive steering updates

Benefits

Company Bonus or Commission Structure (depending on the role)
Medical, Dental, and Vision Coverage Options
401(k) Savings Plan
Company-Paid Basic Life and AD&D Insurance
Short-Term Disability (STD)
Long-Term Disability (LTD)
Maternity/Parental Leave
Flexible Spending Accounts (FSA)
Health Savings Account (HSA)
Employee Support Program (EAP)
Voluntary Supplemental Insurance
Lifestyle Benefits
Volunteer Time Off (VTO)
Tuition Reimbursement - available for select positions; full details will be shared during the interview process