Sales

• **Key Responsibilities**
• Quota Ownership & Revenue Growth
• Carry a defined annual quota for incremental marketplace revenue.
• Build and manage a healthy pipeline of marketplace opportunities across new business, expansion, and renewals.
• Close complex deals using marketplace constructs such as private offers, multi-year agreements, and consumption-based commitments.
• Forecast accurately and report performance to Sales leadership, Operations, and the Board.
• Marketplace Portfolio & Listings Management
• Own the strategy and performance of Wowza’s marketplace portfolio across major cloud providers and additional marketplaces.
• Partner with Product, Operations, and Finance to optimize listings, pricing, packaging, and the end-to-end buyer experience.
• Monitor listing performance and continuously improve conversion, deal velocity, and attach rates.
• Co-Selling with Cloud and Technology Partners
• Align closely with field sellers and partner teams at cloud providers and other marketplaces to create and progress joint opportunities.
• Map accounts, identify target segments, and build repeatable co-sell motions that help partners achieve their consumption and revenue goals.
• Serve as a trusted marketplace expert and primary point of contact for internal and external partner teams.
• Joint Marketing & Demand Generation
• Collaborate with Marketing to build co-branded campaigns, marketplace-focused content, and events that drive qualified leads and opportunity creation.
• Track and report pipeline, win rates, and revenue sourced from joint GTM activities.
• Sales Enablement & Cross-Functional Execution
• Partner with Sales leadership to embed marketplace as a standard purchasing path in account planning, pipeline reviews, and forecasting.
• Enable Wowza’s global sales teams to position marketplace as a fast, flexible, and procurement-friendly way to buy.
• Help build internal playbooks, training, and tools that support marketplace selling at scale.
• Operational Excellence & Reporting
• Define and maintain KPIs for marketplace growth, pipeline velocity, co-sell activity, and listing performance.
• Work with Deal Desk, Finance, and Legal to streamline processes for marketplace quotes, private offers, and order management.
• Stay current on marketplace programs, incentives, and best practices, and apply them to accelerate Wowza’s growth.

Director of Marketplace Sales

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