Job Title: Director of Business Development

Date Posted: 07/22/2010

Reports To: Executive Director, Marketing & Business Development

Location: Santa Clara, CA

Job Description:

The Director of Business Development will be responsible for identifying, developing and executing a comprehensive OEM distribution strategy. The position will be responsible for the identification, development and realization of growth and alliance opportunities for Polaris's products worldwide. This function also includes establishing alliance opportunities with vendor partners whose products maybe an integral component of the Polaris solution and/or complementary to it. S/he will be responsible for establishing a commercial relationship with the various partners by negotiating commercial contracts and required business terms and conditions. S/he will report to the Executive Director of Marketing and Business Development.

Responsibilities:

• Identify, build and manage long-term relationships with strategic partners in the wireless telecom, and government security markets 
• Initiate and execute proposals, presentations, terms and conditions, negotiations for regional or global distribution agreements with channel partners, strategic alliances etc. Resolve channel conflicts as required.
• Identify, initiate and complete proposals, terms and conditions, negotiations for the acquisition of licensing opportunities and technologies, product components, research collaborations etc.
• Identify new market opportunities globally in conjunction with product marketing for existing products and new products through technology licensing and other development and marketing partnership opportunities
• Identify potential new business models to increase market opportunities. Extend relationships with existing distribution/channel partners, vendors, and providers to cover new market opportunities using new business models
• Work closely with product marketing, finance and operations to align contracts and contract templates to meet the objectives of pricing strategy
• Work closely with public relations efforts to include partner support for Polaris product and market promotion activities

Qualifications:

The Director of Business Development must be highly entrepreneurial, personable and a strategic thinker with a background in channel partnership development.  S/he must have a good understanding of how to work and execute contracts with wireless carriers, infrastructure companies, application companies and other possible partners in the target markets.

• MBA or advanced sales/marketing, finance, or business degree is desired
• Bachelor's degree in Computer Science, Electrical Engineering, or technologically relevant field is preferred

Required Skills & Experience:

• Minimum 10+ years of experience in business development is preferred
• Must have excellent written and oral communication and presentation skills
• Experience in partnership development, negotiations in the wireless telecom market is required
• Must be able to work in cross-functional teams including product marketing, sales, finance, operations
• Strong interpersonal skills, analytical skills and leadership capabilities are desired
• Must be willing to travel as required

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