Sr. Director, Enterprise & Alliance Solutions

About the role

You will own the strategic direction and execution of enterprise and alliance solutions for Bandwidth, shaping how the world connects through our global communications infrastructure. In this role, you will serve as the primary technical and solutions authority for our most complex and strategic enterprise opportunities, ensuring successful discovery, validation, and close. You will act as a trusted advisor to C-suite decision makers, including CIOs, CTOs, VP Engineering, and VP Contact Center, while navigating high-stakes scenarios across enterprise direct, channel, and alliance segments. You will be the critical bridge between the field and our product organization, translating structured field intelligence into actionable roadmap inputs that sharpen our competitive position. This position demands equal credibility in executive business discussions, technical architecture sessions, and partner enablement workshops, making everyone around you more effective.

Key facts

What you'll do

Drive strategic enterprise customer engagement by serving as the senior solutions resource on Bandwidth's most complex opportunities, guiding discovery through technical validation and proof of concept to close.

Own the solutions narrative in executive briefings, RFP responses, and competitive deal situations, positioning Bandwidth as the definitive infrastructure partner for communications and AI.

Build and sustain trusted advisor relationships with enterprise decision-makers such as CIOs, CTOs, VP Engineering, and VP Contact Center to influence long-term strategy and win high-impact deals.

Jump into high-stakes opportunities across any business segment - enterprise direct, alliances, or existing accounts - where impact is greatest and value creation is highest.

Collaborate hand-in-hand with Bandwidth's enterprise AEs, providing deep technical depth and executive credibility that accelerates deal momentum and overcomes objections.

Apply advanced channel expertise to support Bandwidth's indirect sales motion, enabling partners to position Bandwidth accurately, competitively, and consistently in their ecosystems.

Own the solutions dimension of strategic alliance relationships, including Salesforce and other key partners, driving joint opportunity development and co-selling motions.

Enable alliance and channel partners with precise technical knowledge, differentiation messaging, and battle-tested deal support so they can win with Bandwidth more efficiently.

Build and deliver scalable solutions content such as playbooks, reference architectures, and battle cards tailored for channel and alliance audiences that drive replication and scale.

Work directly alongside Bandwidth's enterprise SEs and AEs, not above them, amplifying their capabilities and elevating the quality of their engagements on complex deals.

Coach and enable the field on how to position Bandwidth's portfolio across diverse customer types and deal contexts, ensuring consistent and compelling messaging.

Identify gaps in how salespeople and SEs are positioning Bandwidth and address them systematically through content, training, and feedback loops.

Partner closely with the product organization to bring structured field intelligence forward, influencing product direction and sharpening competitive differentiation.

Act as a strategic liaison between the field and corporate teams, surfacing emerging customer needs, partner challenges, and market dynamics that inform executive decisions.

Champion a coaching mindset by sharing expertise, solving problems collaboratively, and developing the capabilities of the SE team and broader sales organization.

Requirements

Bring 15+ years of experience leading teams, selling with the channel, and operating within complex alliance ecosystems in the enterprise communications or technology sector.

Have a proven track record of operating successfully in the field, leading globally, and making enterprise organizations win with measurable business outcomes.

Possess deep credibility in C-suite business conversations, technical architecture sessions, and partner enablement workshops, demonstrating versatility across roles.

Show direct experience covering enterprise direct, channel partners, alliances (including Salesforce and other strategic partners), and existing account expansion within a complex sales environment.

Demonstrate the ability to work hand-in-hand with enterprise salespeople and sales engineers, amplifying their effectiveness in high-stakes, multi-threaded buying organizations.

Have a history of building trusted advisor relationships with executive stakeholders such as CIOs, CTOs, VP Engineering, and VP Contact Center in enterprise contexts.

Showcase strong ownership for solutions strategy, translating customer needs into structured playbooks, reference architectures, and competitive positioning.

Commit to leveraging data and field intelligence to shape product direction and sharpen competitive positioning over time.

Nice to have

Preferred experience with enterprise communications infrastructure, AI-enabled messaging, and global Tier 1 network operations.

Background in Salesforce and alliance partner ecosystems, with demonstrated success in co-selling and joint solution development.

Experience building scalable enablement content such as playbooks, battle cards, and reference architectures that drive replication across partners.

Practical notes

This role requires availability during standard business hours as defined by the Raleigh, NC time zone.

Travel may be required to support enterprise and alliance opportunities, and time zones may vary depending on customer and partner locations.

Candidates must be authorized to work in the United States without sponsorship at this time.