Director of Strategic Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Take full responsibility for projected revenue and commercial results within your partnership portfolio, with direct reporting visibility to Arlo's senior leadership.

• Develop and maintain commercial models that monitor partnership performance against established plans.

• Define and negotiate commercial frameworks, statements of work (SOW) terms, and performance milestones that align partner commitments with Arlo’s revenue goals.

• Identify and cultivate opportunities to expand commercial scope within existing partnerships, enhancing Arlo’s value proposition, boosting retention, and broadening engagement.

• Establish and implement the governance model for managing large strategic accounts at Arlo — creating a repeatable, scalable playbook for stakeholder alignment, workstream management, escalation protocols, and performance reporting.

• Oversee program governance structures across engineering, product, operations, legal, and commercial workstreams — ensuring Arlo consistently delivers on complex, multi-year partner commitments.

• Create clear cross-functional accountability frameworks among all internal teams involved in a partnership: defining clear owners, timelines, and escalation paths to ensure commitments made to partners are commitments fulfilled.

• Promote continuous improvement of Arlo’s partnership success model — capturing insights from each partnership cycle and establishing institutional best practices for others to apply and enhance.

• Facilitate cross-functional alignment among Engineering, Product, Marketing, Operations, and Legal to fulfill partnership commitments and ensure readiness for commercial launches.

• Define and manage commercial timelines, dependencies, and escalations across multiple concurrent workstreams, maintaining momentum and accountability throughout.

• Ensure Arlo communicates a unified, consistent message to its partners — aligning internal positions and validating commitments before they are communicated to the partner.

• Design and implement partnership success systems that enable Arlo to scale its partner delivery capacity without proportional increases in management overhead.

• Build and nurture trusted relationships with C-suite and senior executive stakeholders at partner organizations.

• Provide regular, structured updates to Arlo leadership regarding partnership health, revenue trajectory, launch progress, and areas of risk and opportunity.

• Function effectively across technical and commercial contexts — translating engineering and product complexities into commercial clarity for executive audiences and providing commercial context to technical teams.

• Represent Arlo’s partner interests internally with authority, ensuring that partner-facing commitments are understood and adequately resourced across all contributing teams.

⛳️ Requirements

• 10–15 years of experience in strategic partnerships, account management, or a related field — preferably in SaaS, IoT, smart home, or connected security sectors.

• Proven track record of owning revenue outcomes in complex, high-value service provider partnerships — not just managing relationships but actively delivering against a commercial target.

• Demonstrated experience in designing and implementing partnership success frameworks for large strategic accounts — with a focus on building the operating model rather than merely working within one.

• Established record of delivering large-scale platform integrations or commercial programs in B2B2C or service provider settings.

• Experience managing across multiple disciplines — including engineering, product, operations, marketing, legal, and commercial — within a matrixed, cross-functional environment.

• Strong executive presence — credible with C-suite and senior executive stakeholders, both internally and at partner organizations, able to function as a peer at the highest levels.

• Decisive and results-oriented — capable of quickly assessing situations, fostering alignment, and driving action in fast-paced environments.

• High levels of personal accountability and ownership; a self-starter who sets the standard for others and operates effectively with substantial autonomy.

• Experience in large-scale service provider environments (cable, MSO, security, or telco) is essential for this role, not just a preference.

• Bachelor’s degree required; MBA or equivalent is a plus.

• Willingness and ability to travel up to 50% of the time.

🏝️ Benefits

• Details of all benefits will be provided if an employee receives an offer of employment.