Sr. Director, Enterprise & Alliance Solutions

Job Description

Job Description

Who We Are:

At Bandwidth , we shape how the world connects. We're the global communications software company and Tier 1 network operator with global reach. The voice, messaging, and emergency services infrastructure behind the brands and apps you use every day.

Because we own the network we build on, the problems you'll solve here are bigger, more complex, and more impactful. And as communications shifts to AI, we're the infrastructure layer making it possible.

We call ourselves BANDmates because building something this big takes collaboration, different perspectives, and the freedom to bring your authentic self to the table.

We're experts who speak like humans. Ready to build what's next? #JoinTheBand

What We Are Looking For:

Bandwidth is looking for one of the most commercially and technically versatile people in the industry — a Senior Director of Enterprise and Alliance Solutions who brings 15+ years of experience leading teams, selling with the channel, and operating within complex alliance ecosystems. This person has been in the field, led globally, and knows how to make enterprise organizations win.

This role sits at the intersection of enterprise, channel, alliances, and technology — and demands someone who is equally credible in a C-suite business conversation, a technical architecture session, and a partner enablement workshop. You will work directly alongside Bandwidth's enterprise salespeople and sales engineers, amplifying their effectiveness and stepping into the highest-stakes opportunities across the business.

You will cover enterprise direct, channel partners, alliances (including Salesforce and other strategic partners), and existing account expansion. You will also serve as a strategic liaison to Bandwidth's product organization — bringing structured field intelligence that shapes the roadmap and sharpens our competitive position.

A critical dimension of this role is how you show up for Bandwidth's existing SE team. You will partner closely with SEs across the business — sharing expertise, collaborating on complex opportunities, and helping grow the team's collective capabilities. This is a role that makes everyone around it better.

What You'll Do:

ENTERPRISE CUSTOMER ENGAGEMENT

• Be the senior solutions resource on Bandwidth's most complex and strategic enterprise opportunities — from initial discovery through technical validation, proof of concept, and close
• Serve as the primary technical and solutions voice in executive briefings, RFP responses, and competitive deal situations
• Build trusted advisor relationships with enterprise customer decision-makers: CIOs, CTOs, VP Engineering, and VP Contact Center
• Jump into high-stakes opportunities across any business segment — enterprise direct, alliances, or existing accounts — wherever impact is needed most
• Work hand-in-hand with Bandwidth's enterprise salespeople, providing the technical depth and executive credibility that moves deals forward

CHANNEL & ALLIANCE SELLING

• Apply deep channel expertise to support Bandwidth's indirect sales motion — enabling channel partners, working alongside them in deals, and helping them position Bandwidth accurately and competitively
• Own the solutions dimension of Bandwidth's strategic alliance relationships, including Salesforce and other key partners — engaging alliance field teams in joint opportunities and co-selling motions
• Enable alliance and channel partners with the technical knowledge, differentiation messaging, and deal support they need to win with Bandwidth
• Build and deliver solutions content — playbooks, reference architectures, battle cards — tailored to channel and alliance audiences that scale beyond individual engagements

LEVERAGING SALESPEOPLE & SALES ENGINEERS

• Work directly with Bandwidth's enterprise AEs and SEs — not above them, but alongside them — amplifying their capabilities on the most complex opportunities
• Coach and enable the field on how to position Bandwidth's portfolio across different customer types and deal contexts
• Identify gaps in how salespeople and SEs are positioning Bandwidth and address them systematically through content, training, and direct deal involvement
• Act as the connective tissue between the field and the rest of the organization — ensuring salespeople and SEs have what they need to succeed

PARTNERSHIP WITH THE EXISTING SE TEAM

• Work alongside Bandwidth's SE team as a collaborative partner — sharing expertise, co-engaging on complex deals, and raising the bar collectively
• Bring field-tested knowledge from enterprise, channel, and alliance contexts back to the SE team — translating what you are seeing in the market into practical insights the broader team can use
• Collaborate with SEs on high-complexity or cross-segment opportunities where additional depth or a different vantage point adds value
• Help identify areas where the SE team can grow its capabilities — in product knowledge, competitive positioning, or specific customer segments — and contribute actively to closing those gaps
• Serve as an internal resource SEs can lean on when they encounter deal situations outside their current experience base
• Share wins, losses, and patterns from your engagements in a way that strengthens the team's collective ability to position and win

FULL PRODUCT PORTFOLIO MASTERY

• Develop and maintain deep command of Bandwidth's complete product portfolio — voice, messaging, 911, contact center, CPaaS — and represent any of it fluently in any customer or partner conversation
• Proactively seek out product knowledge across all of Bandwidth's business units; stay current as the roadmap evolves
• Translate complex technical capabilities into clear, compelling value propositions for enterprise and alliance audiences
• Deliver world-class demonstrations, technical workshops, and architecture sessions across all segments

PRODUCT LIAISON & MARKET INTELLIGENCE

• Serve as a strategic bridge between the enterprise and alliance field and Bandwidth's product organization — bringing structured, deal-validated feedback on gaps, competitive pressure, and customer needs
• Contribute directly to product roadmap conversations with evidence from the field
• Partner with product marketing to ensure external messaging reflects what customers and partners actually need
• Identify recurring patterns across engagements — objections, losses, unmet requirements — and synthesize them into actionable intelligence for product and leadership

EXISTING BUSINESS & EXPANSION

• Engage with existing Bandwidth customers to uncover expansion opportunities — identifying unmet needs, new use cases, and cross-sell potential across the portfolio
• Support account teams with technical depth and executive presence on strategic renewal and expansion conversations
• Apply solutions thinking to the full customer lifecycle, not just new logo acquisition

What You Need:

• 15+ years of experience in solutions engineering, sales engineering, or enterprise solutions — with demonstrated progression and increasing scope
• Proven experience leading teams — this person has managed and developed people in a prior role, with a track record of building high-performing solutions or SE organizations
• Deep enterprise sales experience — comfortable owning the technical relationship on large, complex, multi-stakeholder deals and working alongside enterprise salespeople to close
• Dense channel selling experience — has spent meaningful time working with and through channel partners, not just direct
• Strong alliance background — has sold with and through strategic alliances, including platforms like Salesforce or similar
• Contact center and communications technology knowledge — understands the CCaaS landscape, key platforms, and how Bandwidth-level carrier infrastructure fits in
• Existing business and expansion experience — able to apply solutions thinking to retention and growth, not just new logo
• Exceptional technical range — able to go deep and then pivot to a completely different product area in the same engagement
• Executive presence — credible in a technical deep-dive and a C-suite business value conversation in equal measure
• Demonstrated ability to influence product direction with structured field evidence

Bonus Points:

• Experience supporting Salesforce, Microsoft, or other major ISV/platform alliances in a solutions capacity
• Familiarity with contact center architecture — Agentforce, CCaaS platforms, WebRTC, SIP trunking
• Experience at a CPaaS or CCaaS vendor (Twilio, Vonage, NICE, Genesys, 8x8, or similar)
• Track record building scalable solutions content — playbooks, technical guides, reference architectures — that the broader field adopted

The Whole Person Promise:

At Bandwidth, we're pretty proud of our corporate culture, which is rooted in our "Whole Person Promise." We promise all employees that they can have meaningful work AND a full life, and we provide a work environment geared toward enriching your body, mind, and spirit. How do we do that? Well…

• 100% company-paid Medical, Vision, & Dental coverage for you and your family with low deductibles and low out-of-pocket expenses.
• All new hires receive four weeks of PTO.
• PTO Embargo. When you take time off (of any kind!) you're embargoed from working. Bandmates and managers are not allowed to interrupt your PTO – not even with email.
• Additional PTO can be earned throughout the year through volunteer hours and Bandwidth challenges.
• "Mahalo moments" program grants additional time off for life's most important moments like graduations, buying a first home, getting married, wedding anniversaries (every five years), and the birth of a grandchild.
• 90-Minute Workout Lunches and unlimited meetings with our very own nutritionist.

 

Are you excited about the position and its responsibilities, but not sure if you're 100% qualified? Do you feel you can work to help us crush the mission? If you answered 'yes' to both of these questions, we encourage you to apply! You won't want to miss the opportunity to be a part of the BAND.

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