Strategic Partnerships Director

About the Role:

Ooma is seeking a Strategic Partnerships Director to help drive the next chapter of our growth. This is a high-impact, senior leadership role at the intersection of business strategy, technology, and revenue growth. You’ll own and grow a portfolio of strategic partnerships—both established and new—and play a key role in bringing those partnerships to market.

This role is a great fit for someone who thrives in a fast-paced, high-growth environment, enjoys building executive relationships, and can move seamlessly between big-picture strategy and hands-on execution. You’ll work closely with Product, Engineering, Sales, Marketing, and Finance, and regularly engage with Ooma’s executive leadership team.

What You’ll Do:

• Own and expand a portfolio of strategic partnerships, driving successful market launches, revenue growth, and long-term strategic value.
• Identify, pursue, and close new partnership opportunities that expand routes to market and complement Ooma’s technology portfolio.
• Lead partnerships end-to-end, including commercial terms, product integration, billing and ordering, co-marketing, and sales enablement.
• Navigate complex negotiations with mid-sized and large telecom providers (e.g., Verizon and similar carriers), with a strong understanding of telecom ecosystems and go-to-market models.
• Develop competitive insights to inform and refine partnership strategy.
• Define and communicate compelling joint value propositions that clearly articulate Ooma’s differentiation.
• Partner with Product teams to align partnerships with the product roadmap and identify technology-driven opportunities.
• Translate strategy into actionable plans and execute with a high degree of ownership and autonomy.
• Continuously improve partnership processes and ways of working.
• Provide regular updates to cross-functional leaders, the VP of Strategic Partnerships, and executive stakeholders.

Experience We’re Looking For:

• An exceptional sense of humor.
• 10+ years of progressive experience in strategic partnerships, business development, or alliances, including 3–5 years focused on partnerships within SaaS or cloud technology environments; a Bachelor’s degree in Business Administration, Information Systems, Computer Science, or a related field, or equivalent practical experience.
• A passion for something outside of tech, and the ability to communicate about it in ways that get people excited—the ability to engage, educate, and inspire others is key in this role.
• Proven experience managing strategic partnerships or alliances at a SaaS or cloud communications company, from origination through long-term commercial success.
• Hands-on experience managing partnerships with mid-sized and large telecom companies (e.g., Verizon, AT&T, T-Mobile, Lumen, or similar carriers), with a strong understanding of how they operate, buy, and go to market.
• Deep understanding of cloud and unified communications technologies, with the ability to clearly articulate joint value propositions to both technical and executive audiences.
• Experience developing and executing joint go-to-market plans with large partner organizations.
• Strong business, strategic, and financial acumen, including experience with deal modeling and commercial negotiations.
• Excellent communication skills and executive presence, with experience presenting to C-suite and Board-level audiences.
• Strong project management skills and a track record of delivering results in complex, cross-functional environments.
• Proficiency in Excel and PowerPoint for financial modeling and executive communications.
• Ability to work independently and thrive in a fast-paced, high-growth environment.
• Strong problem-solving skills and the ability to structure and navigate ambiguous challenges.
• A genuine curiosity about technology, market trends, and the competitive landscape.