About Dubber
Dubber is the world’s leader in conversation capture and intelligence, revolutionising how businesses capture, analyse, and leverage their conversations. With cutting-edge AI technology, Dubber provides a comprehensive suite of tools and features that goes beyond traditional call recording and transcription solutions.Built to scale to meet any need, Dubber allows organisations to unlock the insights to be found in calls, videos and messages.
Already adopted as core network infrastructure by hundreds of global communications services and applications worldwide, Dubber is specifically designed to help service providers to differentiate, drive new revenues and improve customer retention.
Dubber is listed on the Australian Stock Market (ASX:DUB) with offices in Melbourne, Sydney, London, Oxford, and Dallas.
What You’ll Do
This is an exciting role within our EMEA Sales team, reporting into our SVP EMEA you will be primarily responsible for managing a portfolio of existing Service Providers (SP’s) relationships in the EMEA market. You will focus on managing and expanding Dubbers’ partners, it is critically important to Dubber’s goal of driving consistent revenue growth from our key partner relationships .
A key success factor for the role is the ability of the Partner Director to deepen the existing relationships with senior executives within and across the defined SP’s in the EMEA region with the objective of positioning Dubber as the market leading call recording & voice data analytics provider. You will build a substantial pipeline of opportunities to embed the Dubber solution within the core telephony infrastructure of these targeted SP’s.
The partner director will take a very hands-on approach to both relationship management and to consistently driving customer outcomes within the SP.
Key Responsibilities:
- Lead engagement with key executives across Service Providers to create a significant pipeline of ‘Sell Through’ and ‘Sell With’ opportunities
- Cultivate relationships with Sales & Marketing leaders to ensure Dubber is consistently promoted & enabled within in the value proposition of the SP
- Manage the commercial relationship with the SP - ongoing account management, contracts etc
- Leverage these relationships to drive the activation, enablement and sales ramp up via an extensive Sell-Through model, encompassing the various routes-to-market
- Achieve targets for revenue, usage/activations, profitability, and sales growth within your assigned SP’s
- Work closely with the Dubber marketing team on business opportunities within the industry to position Dubber as a thought leader to the SP’s
- Produce and update strategies for each SP, establish task assignments, milestones and coordinate input from all Dubber internal stakeholders.
- Deliver proposals, train Partner teams, assisting Partners during large end user opportunities and overall evangelising the Dubber service to Provider employees
- Provide regular sales & revenue forecasts and report on growth and key milestones within SP’s
Experience & Education:
- 5+ years relevant experience in Account Management at C-Level within multinational businesses
- Experience within the Telecommunications industry and ideally exposure to the large telco carriers in the EMEA region (VMo2)
- A detailed understanding of & experience in managing channel-based relationships
- Understanding of solution selling methodologies coupled with hands-on understanding of Salesforce.com
- Ideally, exposure to a start-up, rapid growth style environment
- Experience with leading sales engagements within the partner ecosystem (Microsoft and Cisco)
- Although not a technical role, ability to understand basic technical requirements is a must
- Track record of working across multiple functions, both collaboratively and independently
- Experience selling SaaS based services is desired
About You!
- You are an excellent communicator
- You have a persistent, resilient, high energy & can-do approach to your work
- You are a curious, rapid learner with the ability to consume & contextualise large amounts of new information
- Highly resourceful combined with an ability to work independently
- You are a strong team player
Why should you join Dubber?
Dubber offers a competitive salary, and share options for everyone, which drives our ownership culture. We’re one of the fastest-growing SaaS companies in the world, which means there are always opportunities to learn, grow, and gain valuable experience.
With offices across the world, our people are part of a global team! Dubber has a hybrid working model so you will work from our office in Oxford, on the road and from home. Inclusion is important to us, and we’re committed to an environment in which everyone can thrive, and support each other to pursue our common goal: to unleash the potential in every conversation. We like to keep things fun, so we run regular team events and celebrations that you can be part of whether you're working remotely or in the office.
To understand more about how and why your personal data will be used, please review Dubber's Candidate Privacy Policy.
Next Steps
We will be reviewing applications as they come in so don't wait to apply! Reach out to recruit@dubber.net for a confidential chat or if you have any questions.
We are a 2024 Circle Back Initiative Employer – we commit to respond to every applicant
We do not offer sponsorships for this role so please only apply if you have legal working rights in the UK.
