WSO2
Job description
About WSO2
Founded in 2005, WSO2 is the largest independent software vendor providing open-source API management, integration, and identity and access management (IAM) products. WSO2’s products and platforms—including our next-gen internal developer platform, Choreo—empower organizations to leverage the full potential of APIs for secure delivery of digital services and applications, enabling thousands of enterprises in over 90 countries globally to drive their digital transformation journeys. Our open-source, API-first approach frees developers and architects from vendor lock-in, enabling rapid digital product creation. Recognized as leaders by industry analysts, WSO2 has over 800 employees worldwide with offices in Australia, Brazil, Germany, India, Sri Lanka, the UAE, the UK, and the US, with nearly USD100M in annual recurring revenue. Visit https://wso2.com to learn more.
About the Role
EQT, the majority owner of WSO2, is the world’s 3rd largest PE fund with a portfolio of 250+ companies across the globe. With EQT’s support, WSO2 has ambitious plans to grow the company multifold. A key pillar of this growth will be partnering with companies across the EQT portfolio. They are potential customers and go to market and product partners for WSO2.
Role Overview
WSO2 seeks a seasoned Director of Business Development to own and drive relationships across this global portfolio and build this into a significant revenue line for the company. This role will involve cultivating and managing strategic partnerships, driving revenue from scratch to scale and working across multiple geos and time zones, positioning WSO2 products and vision both for sell-to and sell-through partnerships. The ideal candidate will have a track record of engaging with C-suite executives, technical buyers, BU heads and driving significant business outcomes.
This is an exceptional opportunity to join a high-growth company backed by EQT and play a pivotal role in driving its growth. If you are a strategic thinker with a proven ability to build and grow partnerships, and a successful track record of carrying revenue targets, we encourage you to apply.
Responsibilities
• Develop a strategic business development plan for EQT portfolio at an aggregate and individual company level based on potential.
• Grow revenue from/through EQT portfolio to a significant portion of WSO2 revenue, establish and achieve revenue targets and key performance indicators.
• Build CXO relationships with portfolio companies, lead high-level strategic engagements across the portfolio, understanding their business needs and identifying opportunities for WSO2 to add value.
• Develop and execute strategies for go-to-market partnerships and product collaborations with SIs and product companies in the portfolio.
• Work with regional sales solutions and marketing teams to drive opportunities, build pipeline, deliver proposals, and close deals.
• Work closely with the alliances and channels team to drive sell-with and sell-through partnerships.
• Provide regular reports on partnership activities, revenue generation, and strategic initiatives.
• Stay informed about industry trends, market dynamics, and competitive landscape to provide strategic recommendations to portfolio partners and drive business development efforts.
Qualifications
• 15+ years of experience in sales and business development with high-growth software product companies.
• Proven track record of managing strategic accounts and partnerships and driving revenue growth globally.
• Experience in building the business from scratch, driving revenue, managing deals and winning.
• Demonstrated ability to develop and execute strategic plans and initiatives, prior strategy consulting experience is a plus.
• Ability to build top-down strategic plans and bottom-up numbers for each potential customer and partner.
• Proven track record of working across sales, marketing, solutions and product teams.
• Strong understanding of infrastructure software and APIM, integration and IAM.
• Exceptional leadership and interpersonal skills, with the ability to engage effectively with C-suite executives and other key stakeholders.
• Strong focus on achieving results and meeting or exceeding revenue targets, proven ability to drive business outcomes and deliver on strategic goals.
• Excellent verbal and written communication skills with the ability to present complex ideas clearly and persuasively.
• Bachelor’s in Engineering and an MBA is preferred.
You will report to the CRO/Global Head of Sales and also work closely with the Head of Corporate Development.
Diversity Drives Innovation
We’ve built our business on a commitment to diversity and inclusion. We believe it’s important to foster an environment that values and respects each individual’s strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.
In Addition to a Competitive Compensation Package, WSO2 Offers:
• A work culture and environment where we value both hard work AND flexibility.
• A flexible vacation/leave plan that fits your needs.
• Health, dental, and life insurance for you and your family.