Strategic Partner Account Director
Here at Ooma we empower people to connect in smarter ways. We do this by creating powerful communication experiences through our cloud-based platform to bring people together at work and at home. Our solutions help small business owners stay connected with their customers and manage their businesses from anywhere. For larger companies we provide customized unified communications solutions to meet their unique needs. At home, we help our customers connect with their loved ones by providing the #1 rated VoIP phone service available. We also provide them with peace of mind through our innovative smart home security solution. At Ooma, all our products and services are priced competitively, because we believe advanced technology should be accessible to all.
About the Role:
The Strategic Partner Account Director is responsible for driving the growth and success of Ooma’s AirDial (All-In-One POTS Replacement Solution) through strategic carrier and reseller partnerships. This role focuses on developing high-impact reseller partners, establishing deep relationships across all organizational levels, and collaborating on go-to-market strategy and joint business planning.
This role will serve as a trusted advisor to our carrier and reseller partners, enabling them to maximize success with AirDial by delivering training, marketing support, sales enablement, and ongoing operational guidance. This individual will work cross-functionally across Ooma teams to ensure a seamless experience for partners and their end customers and will be accountable for achieving sales targets and market share goals for AirDial within the carrier and reseller ecosystem.
What You’ll Do:
- Develop and execute strategic plans to recruit, onboard and enable leading carrier and reseller partners for Ooma AirDial.
- Build and nurture strong, multi-level relationships with partner executives, sales, technical, and marketing teams.
- Drive joint business planning, forecast pipeline, and performance, ensuring partners achieve alignment with Ooma’s goals for AirDial.
- Provide ongoing sales enablement, training, and resources to drive partner self-sufficiency and revenue growth.
- Serve as the primary point of contact for partner escalations, business reviews, and collaborative problem solving.
- Partner with Ooma’s business development, product marketing, and support teams to develop tailored programs, promotions, and campaigns specific to partner needs.
- Track, analyze, and report on reseller performance metrics to inform strategy and prioritize high-impact activities.
Experience We’re Looking For:
- 10+ years' experience in channel management, strategic partnerships, or reseller account management, with a strong preference for telecom, UCaaS, or related technology sectors. Bachelor’s degree or equivalent experience.
- Experience working with or supporting national or regional carriers is highly preferred.
- Proven track record of driving revenue growth through indirect/reseller channels and building executive relationships.
- Strong understanding of the POTS replacement market and channel solutions landscape.
- Excellent communication, negotiation, and presentation skills.
- Results-oriented with strategic thinking, business acumen, and solution-selling mindset.
- Willingness to travel as required. #LI-CC1
This role offers a competitive compensation package with a combination of base salary and commission. The expected On-Target Earnings (OTE) for this position range from $225k to $275k annually, with actual earnings dependent on performance against targets. Actual base pay will depend on a variety of factors such as education, skills, experience, specific location, etc. The pay range is subject to change and may be modified in the future.
What We Offer:
Working at Ooma means being a team player, while allowing your individual voice to come through. And, you'll receive competitive compensation, benefits and generous company perks.
- Comprehensive Medical/Dental/Vision insurance for you and eligible dependents
- HMO, PPO’s or a PPO with a HDHP (including HSA, which Ooma helps fund)
- Employer Paid Income Protection Benefits (Basic Life and AD&D, Short- and Long-term disability)
- FSA Healthcare & Dependent Care
- Commuter Benefits
- Voluntary Accident, Critical Illness, Hospital Indemnity and Legal
- 401(k), including employer match, and Roth
- Employee Stock Purchase Plan (ESPP)
- Paid Time off, Sick Time, as well as corporate holidays observed
- Employee Assistance Program
- Life Balance benefits with Travel Assistance Services and Identity Theft
- Additional Benefits include a Discount Program, Credit Union, Medicare Assistance, etc
Ooma is an equal-opportunity employer committed to recruiting, employing, retaining, promoting, and otherwise treating all employees on the basis of merit, qualifications, and competence. We do not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local laws.