Business Development Manager - Strategic Alliance Partners

Sony Electronics Inc. is looking for the risk-takers, the collaborators, the inspired and the inspirational. We want the people who are brave enough to work at the cutting edge and create solutions that will enrich and improve the lives of people across the globe. In addition to competitive pay and benefits, we offer an environment and culture that promotes Diversity, Equity and Inclusion.  In addition, our team members enjoy innovative work-life balance opportunities including a hybrid home/office workplace, monthly “Free Fridays”, and early shutdowns on Fridays throughout the year (including half-days during the summer).

Join us on our mission to fill the world with emotion through the power of creativity and technology.

We are seeking a highly motivated and results-oriented Business Development Manager, Strategic Alliance Partners to drive revenue growth through the development and execution of go-to-market strategies with key technology alliance partners.

This is a quota-carrying, revenue-generating role responsible for building and expanding relationships with strategic ecosystem partners while identifying, developing, and accelerating joint sales opportunities. The successful candidate will work across internal sales teams, alliance partners, consultants, end users, and channel organizations to create new business opportunities and drive measurable revenue growth.

The ideal candidate has experience working within technology ecosystems, understands complex B2B sales environments, and excels at building executive-level relationships that translate into tangible business results.

Responsibilities

Strategic Alliance Development

• Develop and execute business plans with key strategic technology alliance partners.

• Establish and maintain executive and sales relationships within partner organizations.

• Identify areas of mutual growth and create joint go-to-market strategies.

• Build annual and quarterly business plans outlining revenue targets, strategic initiatives, and growth objectives.

• Act as the primary liaison between internal stakeholders and assigned alliance partners.

Revenue & Pipeline Generation

• Drive partner-sourced and partner-influenced revenue opportunities.

• Identify, qualify, and develop new business opportunities through alliance partner engagement.

• Create and execute joint account planning activities with partner sales teams.

• Collaborate with direct sales teams to accelerate pipeline development and opportunity conversion.

• Develop account penetration strategies targeting key vertical markets and strategic customers.

• Track and report on pipeline performance, revenue attainment, and partner engagement metrics.

Opportunity Development & Sales Execution

• Lead opportunity identification, qualification, and sales strategy development with alliance partners.

• Coordinate joint customer meetings, presentations, workshops, and executive briefings.

• Facilitate collaboration between partner sales teams and internal account teams to maximize win rates.

• Support complex sales cycles involving multiple stakeholders, technologies, and solution providers.

• Develop competitive positioning and value propositions that leverage the strengths of both organizations.

Partner Enablement & Market Development

• Increase partner awareness of company solutions through ongoing education and engagement.

• Deliver sales enablement sessions and training programs to alliance partner organizations.

• Represent the company at industry events, conferences, trade shows, and partner meetings.

• Gather market intelligence and competitive insights to identify emerging opportunities.

• Promote ecosystem solutions that create differentiated customer value.

Minimum Requirements

• Bachelor's degree in Business, Marketing, Sales, Technology, or related field.

• Minimum 5 years of business development, alliance management, channel sales, or strategic partnership sales experience.

• Proven track record of generating revenue through technology partnerships and ecosystem relationships.

• Experience managing complex B2B sales opportunities with multiple stakeholders.

• Strong understanding of enterprise technology sales and consultative selling methodologies.

• Demonstrated ability to build executive-level relationships and influence strategic decisions.

• Strong presentation, negotiation, and communication skills.

• Ability to travel as required for customer, partner, and industry engagements.

Preferred Skills

• Experience within the Professional AV, Display Technology, Unified Communications, Digital Signage, Collaboration, or Technology Solutions industry.

• Experience working with strategic technology partners such as AV manufacturers, software providers, collaboration platforms, workplace technology providers, or systems integrators.

• Familiarity with CRM platforms such as Salesforce.

• Experience developing and executing joint go-to-market programs.

• Understanding of enterprise sales processes and channel ecosystems.

Honesty, integrity, and ethical conduct are material requirements for the responsibilities outlined above.

Sony Electronics is an Equal Opportunity Employer that values employees with a broad cross-cultural perspective. We strive to create an inclusive environment, empower employees and embrace diversity. We encourage everyone to respond. All applicants will receive fair and impartial treatment without regard to race, color, religion, sex, national origin, ancestry, citizenship status, age, legally protected physical or mental disability, protected veteran status, status in the U.S. uniformed services, sexual orientation, gender identity or expression, marital status, genetic information or on any other basis which is protected under applicable federal, state or local law.

Disability Accommodation for Applicants to Sony Electronics Inc. and Sony of Canada ULC

Sony Electronics Inc. and Sony of Canada ULC. provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. For reasonable accommodation requests, please contact us by email at talenthelp@am.sony.com, or you can mail your resume to: Sony Electronics, Human Resources Department, 16535 Via Esprillo, San Diego CA 92127. Please indicate the position you are applying for.

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