Sr. Director, Enterprise & Alliance Solutions

Bandwidth • Raleigh, NC

21h • Remote

About The Position

Bandwidth is looking for a highly versatile individual to join their team as a Senior Director of Enterprise and Alliance Solutions. This role requires extensive experience in leading teams, channel sales, and managing complex alliance ecosystems. The ideal candidate will be adept at engaging with C-suite executives, technical teams, and partner enablement sessions. This position is crucial for bridging enterprise, channel, alliances, and technology, working closely with enterprise sales teams and sales engineers to enhance their effectiveness and tackle high-stakes opportunities. The role also involves acting as a strategic liaison to the product organization, providing market intelligence to shape the product roadmap and competitive strategy. A key aspect of this role is supporting the existing Sales Engineering (SE) team by sharing expertise, collaborating on complex deals, and fostering collective growth.

Requirements

• 15+ years of experience in solutions engineering, sales engineering, or enterprise solutions with demonstrated progression and increasing scope.
• Proven experience leading teams, including managing and developing people, with a track record of building high-performing solutions or SE organizations.
• Deep enterprise sales experience, comfortable owning the technical relationship on large, complex deals.
• Dense channel selling experience, having worked meaningfully with and through channel partners.
• Strong alliance background, having sold with and through strategic alliances (e.g., Salesforce).
• Knowledge of contact center and communications technology, including the CCaaS landscape and carrier infrastructure.
• Experience in existing business and expansion, applying solutions thinking to retention and growth.
• Exceptional technical range, capable of deep dives and pivoting between different product areas.
• Executive presence, credible in both technical deep-dives and C-suite business value conversations.

Nice To Haves

• Experience supporting Salesforce, Microsoft, or other major ISV/platform alliances in a solutions capacity.
• Familiarity with contact center architecture (Agentforce, CCaaS platforms, WebRTC, SIP trunking).
• Experience at a CPaaS or CCaaS vendor (e.g., Twilio, Vonage, NICE, Genesys, 8x8).
• Track record of building scalable solutions content (playbooks, technical guides, reference architectures) adopted by the field.

Responsibilities

• Serve as the senior solutions resource for complex and strategic enterprise opportunities, guiding them from discovery through to closure.
• Act as the primary technical and solutions representative in executive briefings, RFP responses, and competitive deal negotiations.
• Build strong, trusted advisor relationships with key enterprise decision-makers.
• Engage in high-stakes opportunities across enterprise direct, alliances, and existing accounts.
• Collaborate closely with enterprise salespeople to provide technical depth and executive credibility.
• Apply channel expertise to support indirect sales, enabling and working alongside channel partners.
• Manage the solutions aspect of strategic alliances, including Salesforce and other key partners, engaging in joint opportunities and co-selling.
• Enable alliance and channel partners with necessary technical knowledge, differentiation messaging, and deal support.
• Develop and deliver scalable solutions content such as playbooks, reference architectures, and battle cards for channel and alliance audiences.
• Work directly with enterprise Account Executives (AEs) and SEs to amplify their capabilities on complex opportunities.
• Coach and enable the field on positioning Bandwidth's portfolio across various customer types and deal contexts.
• Identify and address gaps in field positioning through content, training, and direct deal involvement.
• Act as a liaison between the field and other organizational departments.
• Collaborate with the SE team, sharing expertise, co-engaging on deals, and collectively raising the team's capabilities.
• Bring field-tested knowledge back to the SE team, translating market insights into practical guidance.
• Assist SEs with high-complexity or cross-segment opportunities.
• Identify areas for SE team growth in product knowledge, competitive positioning, and customer segments, and contribute to closing these gaps.
• Serve as an internal resource for SEs facing unfamiliar deal situations.
• Share learnings from engagements to strengthen the team's collective positioning and win rates.
• Develop and maintain deep knowledge of Bandwidth's entire product portfolio.
• Proactively acquire product knowledge across all business units and stay updated on roadmap changes.
• Translate complex technical capabilities into clear value propositions.
• Deliver demonstrations, technical workshops, and architecture sessions.
• Act as a strategic bridge between the field and the product organization, providing structured feedback on market needs and competitive pressures.
• Contribute to product roadmap discussions with field-based evidence.
• Partner with product marketing to ensure external messaging aligns with customer and partner needs.
• Identify and synthesize recurring patterns (objections, losses, unmet requirements) into actionable intelligence for product and leadership.
• Engage with existing customers to identify expansion opportunities and new use cases.
• Support account teams with technical depth and executive presence on renewal and expansion conversations.
• Apply solutions thinking to the entire customer lifecycle.

Benefits

• 100% company-paid Medical, Vision, & Dental coverage for you and your family with low deductibles and low out-of-pocket expenses.
• Four weeks of PTO for all new hires.
• PTO Embargo: No work interruptions during PTO.
• Additional PTO earned through volunteer hours and Bandwidth challenges.
• "Mahalo moments" program for additional time off for significant life events.
• 90-Minute Workout Lunches.
• Unlimited meetings with a nutritionist.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed