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Background:
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Voice Over IP (VoIP) Pre IPO communications and networking company. Our client, an early stage company is seeking a Manager/Director to support its corporate Business Development and Strategic Alliance relationships. The Mission of the company is to be a key player in the VoIP Gateway arena and to compete effectively with both the large / established
(Cisco, Motorola, Lucent) and more nimble (Clarent, Sonus) providers. The Vision of the company is to offer enterprise reliable VoIP products that deliver high voice quality and provide an risk free migration path toward complete (data- fax- video) coverged, VoIP solutions.
Company management is experienced and capable. The senior team possesses in-depth knowledge of the technology as well as the business processes that will drive future success. Second round Venture Capital funding was received in year 2000; third round financing options are being actively evaluated at this time. The company is selling increasingly larger unit volumes of its principal product offering through its direct and alternate global distribution channels. Their key product is a highly innovative network VoIP MultiPath Swtich, installed on the user LAN or WAN which automatically and transparently switches calls to and from the internet and the Public Switched Telephone Network (PSTN). This break through technology has been recognized by editors and writers of such well-known publications as INTERNET TELEPHONY, NETWORK WORLD among others. The principal user benefits today include toll call reduction but, more significantly, the Gateway offers users a clear pathway toward increasingly more sophisticated and larger scale converged communication applications utilizing the Internet in conjunction with the PSTN
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Location:
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HOLMDEL area of Central NJ
In the heart NJ's "TECHNOLOGY GARDEN". The company offers a pleasant working environment nearby other established and emerging high tech companies.
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Compensation:
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Competitive Package in line with experience and accomplishments; Full Benefits
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Responsibilities:
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- Develop, support and manage existing strategic alliances/ partnerships.
- Identify, create, implement and then manage sales, technical, co-marketing, and reference partner relationships.
- Develop joint implementation plans with alliance partners
- Lead the management and execution of alliance implementation plans including:
- Channel programs
- Sales programs
- Promotional programs
- Collateral development
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Key Competencies/Experience/ Attributes/Style Required:
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Style/ Experience:
5+ years experience in product management, marketing of networking/communications equipment and strategic alliance relationship management and development; 10+ years total full-time work experience.
- Successful track record of supporting, developing and managing strategic partnership/alliances particularly with communications/networking companies.
- Relevant project management experience.
- Ability to effectively support the needs of multiple strategic partners.
Key Attributes:
Team player who will readily and willingly support/help colleagues in the sales and marketing group, as well as interact closely with the engineering group to accomplish rapidly developing and existing goals and objectives. The company is an early stage business that wants to attract people who want to do what it takes to help the business grow and prosper. The hired candidate will be entrepreneurially oriented and desirous of embracing a risk/reward opportunity in line with an emerging technology business.
Very strong verbal and written communication skills. Outgoing - upbeat personality; enthusiastic. High degree of energy, intelligence, curiosity and integrity. Team player with demonstrated leadership abilities. Poised, Confident, Patient, Persistent and Mature.
Reporting Relationship/Company Culture/ Strategy:
The hired candidate will report to the VP MARKETING /SALES who in turn reports directly to the CEO. Both gentlemen are professional engineers by training with a deep understanding of the technology and a real passion for the company a long-term success. The culture can be accurately described as being team-oriented and dedicated to creating state of the art applications highly responsive to the needs of the clients. The company currently has 60 employees--45 of whom are engineers directly responsible for continually improving the performance and solution breadth of the VoIP Gateway. The CEO has built and successfully sold a communications and networking company to a much larger company once before. The essential elements of the business plan call for the company to grow revenue, reach profitability and then proceed to an Initial Public Offering the proceeds of which will serve to fund the longer-term growth of the company. A combination of direct, channel/Value Added Reseller (VAR) and partnership/ alliance sales will drive revenue growth. The Business Development Director will play a key role in managing and growing partnership/alliance relationships critical to producing this outcome.
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