ISV EcoSystem Manager

The ISV EcoSystem Manager is responsible for identifying ISV partners and target technologies that will enhance the JoyentCloud.com offering. He/she manages business and technical relationships with prospective ISV partners including managing the day-to-day interaction to build long-term success. This role is also responsible for representing Joyent at conferences, customer meetings, industry roundtables, and the media. The ideal candidate will possess a business acumen enabling them to drive engagement and interactions at the C/VP level. He/she must also have technical expertise enabling them to competently interact with software developers and architects. The ideal candidate must have the ability to think strategically about business, product, and technical challenges and be able to build and convey compelling value propositions.

The JoyentCloud.com ISV EcoSystem generates revenue and provides strategic product value. This position carries a revenue quota and MBO goals based on strategic goals being met.

Responsibilities include:

  • Initiate, grow and maintain long-term relationships with ISV partners that drive revenue and significant solution value
  • Drive the partnership process with ISVs including:

    • Evangelizing and consultative selling of cloud computing solutions powered by Joyent technology
    • Negotiating contract and business terms
    • Spearhead the technical vetting process with ISV and internal Joyent resources
  • Execute against a strategic ISV business development plan
  • Recruiting new ISVs
  • Negotiating complex contract terms and shepherding contracts through the legal review
  • Collaborating with Product Management to ensure ISV technologies are well-integrated
  • Planning and executing ISV solution launches and go-to-market plans
  • Fill and manage the business development pipeline
  • Drive the onboarding of new ISVs
  • Handle ad-hoc inquiries and effectively screen for potential partnership opportunities
  • Ensure that Joyent is the preferred cloud computing relationship of each ISV
  • Help identify cooperative marketing opportunities
  • Present at trade-shows, meet-ups, conferences and seminars
  • Provide regular communication internally
  • Define, collect and track ISV success metrics
  • Prepare and present a detailed business review to management on a periodic basis
  • Travel up to 30% of the time

Ideal candidate qualifications include:

  • 5 – 7 years business development experience
  • Strong network of technology contacts
  • Experience with consultative selling in SaaS or related industry
  • Ability to negotiate contract terms, pricing, renewals and cancellations
  • Excellent technical knowledge and aptitude for learning
  • Ability to set and maintain goals, welcome feedback and enjoy success
  • Comfortable presenting over phone, in person and online
  • Excellent written and verbal communication skills
  • Mastery of Salesforce.com, adaptability for internal applications
  • A BS/BA is required; technical background in CS or MIS is preferred
  • Able to work at Joyent’s San Francisco headquarters. (Relocation assistance is not available.)

All candidates are expected to possess the following skills:

  • Self-starting learner who thrives under pressure and enjoys success
  • Excellent communication skills and strong organizational skills
  • Dedication to individual development, challenging teamwork, and new technology

To apply, please send your resume to jobs@joyent.com