Director of Strategic Accounts

📋 Description

• Take complete ownership of projected revenue and commercial outcomes within your partnership portfolio, with direct reporting to Arlo's senior leadership.

• Create and sustain commercial models that monitor partnership performance against established plans.

• Define and negotiate commercial structures, SOW terms, and performance milestones that align partner obligations with Arlo’s revenue goals.

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

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

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

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

• Drive ongoing enhancement of Arlo’s partnership success model — capturing insights from every partnership cycle and developing institutional best practices for others to utilize 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 presents a unified, consistent voice to its partners — aligning internal positions and validating commitments before they reach the partner.

• Design and implement partnership success systems to 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 trends, launch progress, and areas of risk and opportunity.

• Operate effectively in both technical and commercial contexts — translating engineering and product complexities into commercial clarity for executive audiences while also conveying commercial context to technical teams.

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

⛳️ Requirements

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

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

• Demonstrated experience in designing and executing partnership success frameworks for large strategic accounts — having built the operating model, rather than just working within one.

• Proven experience in delivering large-scale platform integrations or commercial initiatives in B2B2C or service provider settings.

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

• Strong executive presence — respected by C-suite and senior executive stakeholders both internally and at partner organizations, capable of operating as a peer at the highest levels.

• Decisive and outcomes-focused — capable of quickly assessing situations, fostering alignment, and driving action in dynamic environments.

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

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

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

• Ability and willingness to travel up to 50%.

🏝️ Benefits

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