Director, Business Development & Alliances
Mirantis Inc. - Mountain View, CA

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About Mirantis:

Mirantis delivers OpenStack® clouds. We’re the largest independent vendor of OpenStack services and technology. We are 370 people strong and deliver all the integration, training and support requested for companies to succeed with production-grade OpenStack. We are profitable, have strong investors and ample cash reserves.

About Position:

We are looking for an experienced, strategic, hands-on business development and alliances leader to execute on our technology partnerships with infrastructure hardware and middleware vendors.

The person in this role will be responsible for shaping our technology partner strategy, by outbound recruiting and managing of partners valuable to Mirantis and ensuring achievement of revenue plus partner success.
The person will report to the Chief Marketing Officer, but will work closely with all other leaders in product management, engineering, marketing and sales groups to ensure success of the partner strategy. The focus of the position is to drive business and technical relationships with key industry vendors by driving joint product integration, go-to-market execution, co-sales activities and field marketing.This person must be based in the Silicon Valley area.

Job Responsibilities:
The ideal candidate must possess a strong business development and marketing background and have experience in datacenter infrastructure and middleware markets. The person must also possess the minimum level of technical background that enables them to easily interact with hardware and middleware vendors and product managers to drive product integration and strategy.
  • Work closely with marketing, product management and sales teams to develop and launch partnership program aimed at hardware and middleware vendors around our Fuel product
  • Work individually with key partners and Mirantis’ internal engineering groups to drive integration between their offerings and Fuel
  • Develop and execute on joint go-to-market / lead generation programs with partners aimed at driving incremental revenue
  • Manage contract negotiations with partners and their legal consul
  • Help drive joint PR activities with partner and act as a spokesperson for the company in relation to partnership
Skills and Experience Requirements:
  • 7+ years of relevant business development, product management, marketing experience in a hardware/middleware/cloud space
  • Working knowledge & experience with infrastructure clouds, open source, hardware and middleware
  • Ability to assist in developing strategy for company, and with little direction or input, construct new types of partnerships and businesses with a priority on revenue and strategic impact.
  • Experience marketing or selling products or services in a rapidly evolving, high growth, dynamic venture-backed environment.
  • Extraordinary people’s skills, persuasive personal presence and presentation.
Based in the Silicon Valley region.
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