<p>About Wowza</p> <p>Wowza Media Systems is a Colorado-based, globally recognized leader in video streaming software. Backed by Clearhaven Partners, Wowza powers mission-critical streaming for enterprises, government agencies, and innovators worldwide.</p> <p>Wowza was among the earliest software vendors to build a meaningful business through third-party marketplaces including AWS, Azure, and Google, before large-scale marketplace transactions were a key GTM channel. Today, Wowza generates significant and growing revenue through cloud and technology marketplaces and is investing to make this one of our primary growth engines.</p> <p>Role Overview</p> <p>We are seeking a Director, Marketplace Sales to own and accelerate Wowza's revenue through third-party cloud and technology marketplaces. This is a quota-carrying leadership role that blends direct sales, partner engagement, and go-to-market execution, with clear responsibility for delivering and growing a meaningful portion of the company's annual revenue.</p> <p>The successful candidate is a hunter and closer who is comfortable working with hyperscalers and strategic partners, managing marketplace listings and offers, and turning joint opportunities into recurring revenue. This leader will also work cross-functionally to ensure Wowza fully leverages its existing marketplace footprint while expanding into new marketplaces and programs.</p> <p>Key Responsibilities</p> <p>Quota Ownership & Revenue Growth</p> <p>Carry a defined annual quota for incremental marketplace revenue.</p> <p>Build and manage a healthy pipeline of marketplace opportunities across new business, expansion, and renewals.</p> <p>Close complex deals using marketplace constructs such as private offers, multi-year agreements, and consumption-based commitments.</p> <p>Forecast accurately and report performance to Sales leadership, Operations, and the Board.</p> <p>Marketplace Portfolio & Listings Management</p> <p>Own the strategy and performance of Wowza's marketplace portfolio across major cloud providers and additional marketplaces.</p> <p>Partner with Product, Operations, and Finance to optimize listings, pricing, packaging, and the end-to-end buyer experience.</p> <p>Monitor listing performance and continuously improve conversion, deal velocity, and attach rates.</p> <p>Co-Selling with Cloud and Technology Partners</p> <p>Align closely with field sellers and partner teams at cloud providers and other marketplaces to create and progress joint opportunities.</p> <p>Map accounts, identify target segments, and build repeatable co-sell motions that help partners achieve their consumption and revenue goals.</p> <p>Serve as a trusted marketplace expert and primary point of contact for internal and external partner teams.</p> <p>Joint Marketing & Demand Generation</p> <p>Collaborate with Marketing to build co-branded campaigns, marketplace-focused content, and events that drive qualified leads and opportunity creation.</p> <p>Track and report pipeline, win rates, and revenue sourced from joint GTM activities.</p> <p>Sales Enablement & Cross-Functional Execution</p> <p>Partner with Sales leadership to embed marketplace as a standard purchasing path in account planning, pipeline reviews, and forecasting.</p> <p>Enable Wowza's global sales teams to position marketplace as a fast, flexible, and procurement-friendly way to buy.</p> <p>Help build internal playbooks, training, and tools that support marketplace selling at scale.</p> <p>Operational Excellence & Reporting</p> <p>Define and maintain KPIs for marketplace growth, pipeline velocity, co-sell activity, and listing performance.</p> <p>Work with Deal Desk, Finance, and Legal to streamline processes for marketplace quotes, private offers, and order management.</p> <p>Stay current on marketplace programs, incentives, and best practices, and apply them to accelerate Wowza's growth.</p> <p>Ideal Candidate</p> <p>7+ years in enterprise software sales, cloud marketplaces, alliances, or a similar go-to-market leadership role.</p> <p>Proven track record over at least 7 years of consistently meeting or exceeding quota where a significant portion of targets were tied to third-party marketplace sales (e.g., cloud or technology marketplaces).</p> <p>Strong understanding of marketplace mechanics and co-sell programs, including private offers and consumption or commit-based agreements.</p> <p>Experience building and scaling marketplace revenue programs, including managing listings and coordinating with Product, Marketing, and Operations.</p> <p>Meaningful relationships or demonstrated credibility with hyperscaler or marketplace partner teams.</p> <p>Highly organized and operationally disciplined, with the ability to forecast, report, and deliver results under pressure.</p> <p>Background in video streaming, SaaS, or cloud infrastructure a plus.</p>