Business Development Manager (Partnerships & Channel) - Workvivo

Business Development Manager - Workvivo

Workvivo is a digital experience platform that brings workplace culture to life and empowers employees to be heard and feel included, no matter where they work. We are committed to our customers, obsessed with improving employees' working lives, and driven by results. From automotive, technology, manufacturing, logistics, finance, and everything in between, we roll out the Workvivo platform to diverse organizations across the globe to enhance their employee experience.

Workvivo is part of Zoom, an all-in-one intelligent collaboration platform that makes connecting easier, more immersive, and more dynamic for businesses and individuals. Zoom technology puts people at the center, enabling meaningful connections, facilitating modern collaboration, and driving human innovation.

This position is responsible for defining, leading and iterating the Workvivo Partner strategy and execution for the US. This position will require close collaboration with regional Sales Leadership and sellers to ensure Zoom customers experience the value of Workvivo and choose Workvivo as their Employee Experience Platform.

Responsibilities:

• Identify and source strategic partnerships including resellers, technology alliances, HR consulting firms, platforms (e.g., ATS, HCM, benefits), and marketplaces
• Develop and Execute GTM Strategies with each partner to drive joint revenue opportunities, customer acquisition, and product integration
• Negotiate and structure deals from co-selling agreements to co-marketing plans, reseller/referral terms, and integration roadmaps
• Equip partners with training, collateral, sales tools, and marketing resources to ensure success
• Work closely with Sales, Marketing, Product, and Customer Success to ensure partner alignment and performance
• Own a partner-sourced revenue target, and report on pipeline, progress, and KPIs regularly
• Identify and execute on partnership opportunities that open new channels, verticals, or use cases
• Establish, develop relationships with Zoom regional channel leadership to grow Worvivo pipeline via Zoom channel partners

• Is a natural problem solver and relationship builder, has 8+ years of experience, including 5+ years of experience in a fast paced SaaS environment, in one or more of the following areas:
• Channel account management (GSI, Cloud marketplace experience a plus)
• Tech alliance management
• Partner development and driving revenue through strategic partners
• Has a network of relevant partners with US presence (VARs, consultants, tech partners, etc.) who sell complimentary solutions to Workvivo, like productivity, project management and cloud solutions
• Proven success driving revenue through a partner ecosystem including but not limited to VARs, cloud marketplaces, GSIs and referral partners
• Familiarity with U.S. mid-market and enterprise sales motions
• Has experience building & maintaining strong C-level executive relationships
• Be able to excel in a team-oriented, collaborative, and dynamic environment with mutual respect and empathy for global cultures being at the center of it all
• Bachelor's degree. MBA is preferred

• Experience growing product sales via atleast one of these- Cloud Marketplaces, GSI sales motion, tech alliances