Jun 01, 2022

Director of Alliances, Microsoft

  • Dubber
  • United States
Full time

Job Description

About Dubber

Dubber is the world’s leading Unified call recording and Voice AI platform that enables every conversation to be captured and transformed into voice data to improve business performance. Voice data as a Service is revolutionising how service and solution providers engage customers to improve revenue and retention and how businesses satisfy critical needs ranging from compliance to sales and service performance improvement and documenting crucial conversations. Dubber is listed on the ASX (DUB) with offices in Melbourne, London, Atlanta and Dallas.

The Opportunity

This exciting role is a new position in the Dubber Americas team and is the perfect opportunity for senior sales and business development executives who gain deep satisfaction & enjoyment from building a highly successful practice from the ground up. Microsoft has been gaining substantial traction in the unified communications market, particularly in the Americas and are now aggressively challenging & taking share. 

The key focus of the role is to cultivate a broad array of relationships across the Microsoft organization with a deep focus on senior executives within the Modern Workplace division with the goal of positioning Dubber as the partner of choice for call recording and voice data analytics.  Designing & executing a go-to-market model capable of leveraging these partners is core to the success of this role. The designated territory for this role is Americas, however, given the global nature of Microsoft’s product and distribution strategy, the role will play a key role in aligning Dubber to this global model. 

The Role

Reporting to the RVP of Strategic Alliances, in this role you will take a very hands-on approach to building relationships with key contacts within Microsoft and Microsoft Channel partners. 

Key Responsibilities:

  • Establish relationships with relevant, senior Microsoft executives in the key functions of but most importantly, the Modern Workplace practice;
  • Validate the status of the Dubber relationship and design the strategy to position Dubber as partner of choice for call recording & voice AI on the Microsoft Teams Calling platform;
  • Identify the main gaps to be addressed to enable Dubber to achieve both Gold Partner and Co-Sell Incentivize status and connect the appropriate Dubber functional team members to build a roadmap to fill these gaps;
  • Design the go-to-market model to ensure we rapidly build pipeline with the Microsoft Direct sales organization and the top 50 designated Partners/Resellers
  • Execute a series of tactical initiatives to drive market enablement, build substantial pipeline & subsequently close opportunities in a sell-through/sell with model
  • Provide direction on the required shape and size of the sales team to support and substantially grow the revenue from our Microsoft partnership.


Skills and Experience

  • Deep understanding of the Microsoft organization, their GTM model and preferably, their Modern Workplace growth strategy
  • An equally deep understanding of the Microsoft distribution strategy and exposure to their top 100 partners in & around the Modern Workplace category
  • Experience as senior account/channel manager – preference to be within the Telecommunications Industry
  • Deep understanding of solution selling methodologies coupled with hands-on understanding of Salesforce.com (or other CRM platforms)
  • Ideally, exposure to a start-up, rapid growth style environment 
  • Experience with leading sales engagements within large, complex organizations
  • Although not a technical role, ability to understand basic technical requirements is a must
  • Proven ability to establish C-level and senior level contacts with key players across functions in the account
  • Experience selling SaaS based services is desired

About You 

  • Excellent communication skills across a broad array of personality types
  • An amazing ability to build strong, cross functional, internal relationships
  • Persistent, resilient, high energy & can-do approach
  • Curious, rapid learner with the ability to consume & contextualize large amounts of new information
  • Highly resourceful combined with an ability to work independently
  • Strong team player
  • A complete belief in the amazing power of the Cloud

Why Dubber?

  • Competitive salary, bonus and share options on offer!
  • 20 days paid vacation leave annually!
  • Growing SaaS company where no two days will be the same with limitless opportunities!
  • Global locations with flexible working options!
  • Collaborative and supportive teammates!

Apply Now

We will be reviewing applications as they come in so don't wait, apply today or reach out for a confidential chat recruit@dubber.net

We are a 2022 Circle Back Initiative Employer – we commit to respond to every applicant