Sr. Manager, AI Ecosystem & Marketplace

Dialpad•Austin, TX

18h

About The Position

Dialpad is the AI-native business communications platform that unifies calling, messaging, meetings, and contact center on a single platform, powered by AI that understands every conversation in real time. Over 70,000 companies globally rely on Dialpad. Dialpad is leading the shift to Agentic AI, redefining what a communications platform can do with its DAART initiative. AI is integral to Dialpad's operations, empowering employees to move faster and think bigger. The company seeks individuals who are intensely curious, hold themselves to a high bar, and embody core traits: Scrappy, Curious, Optimistic, Persistent, and Empathetic.

Requirements

BA/BS degree.
7+ years of experience in business development, technology partnerships, and ISVs/Alliances.
Ability to drive thought leadership across Dialpad and their partner organizations, along with product management and GTM teams.
Experience leveraging app Marketplaces to list and procure ISV solutions.
Strong understanding of partnership structures, API integrations, developer platforms, and SaaS technologies.
Excellent negotiation and relationship-building skills.
Ability to think strategically and develop creative solutions.
Proven ability to drive initiatives from ideation to execution.
Demonstrated track record of creating and operationalizing technology partnerships.
Ability to influence stakeholders of all levels.
Ability to thrive in a fast-paced, dynamic environment.
Comfortable using Google Workspace, Salesforce, Domo.
Experience managing PRMs.

Responsibilities

Identify, craft, and manage ISV deals involving the highest level of decision makers across ISV partners.
Develop insight into strategic opportunities and competitive challenges for the leadership team.
Structure deals and drive senior-level decision making.
Establish deep relationships across ISV partners.
Collaborate with virtual teams to originate and implement partnerships and ecosystem strategy.
Work with Dialpad’s current ISV partners to deliver world-class integrations and ensure adoption of those integrations.
Manage and maintain Dialpad’s App Marketplace.
Recruit ISVs that complement Dialpad’s platform and extend reach.
Negotiate ISV agreements, including terms, pricing, and licensing models.
Build and execute joint business plans with ISVs that accelerate resell opportunities.
Monitor and track ISV performance, key metrics, user adoption and provide regular reports to leadership.
Drive joint co-sell and marketing initiatives with technology partners.
Initiate the implementation of API integrations / technical solutions and collaborate with internal stakeholders across various departments, including Product, Engineering, Sales and Marketing to bring projects to fruition.