Sr. Director, Enterprise & Alliance Solutions

About this role

Who We Are:

At Bandwidth , we shape how the world connects. We're the global communications software company and Tier 1 network operator with global reach. The voice, messaging, and emergency services infrastructure behind the brands and apps you use every day.

Because we own the network we build on, the problems you'll solve here are bigger, more complex, and more impactful. And as communications shifts to AI, we're the infrastructure layer making it possible.

We call ourselves BANDmates because building something this big takes collaboration, different perspectives, and the freedom to bring your authentic self to the table.

We're experts who speak like humans. Ready to build what's next? #JoinTheBand

What We Are Looking For:

Bandwidth is looking for one of the most commercially and technically versatile people in the industry — a Senior Director of Enterprise and Alliance Solutions who brings 15+ years of experience leading teams, selling with the channel, and operating within complex alliance ecosystems. This person has been in the field, led globally, and knows how to make enterprise organizations win.

This role sits at the intersection of enterprise, channel, alliances, and technology — and demands someone who is equally credible in a C-suite business conversation, a technical architecture session, and a partner enablement workshop. You will work directly alongside Bandwidth's enterprise salespeople and sales engineers, amplifying their effectiveness and stepping into the highest-stakes opportunities across the business.

You will cover enterprise direct, channel partners, alliances (including Salesforce and other strategic partners), and existing account expansion. You will also serve as a strategic liaison to Bandwidth's product organization — bringing structured field intelligence that shapes the roadmap and sharpens our competitive position.

A critical dimension of this role is how you show up for Bandwidth's existing SE team. You will partner closely with SEs across the business — sharing expertise, collaborating on complex opportunities, and helping grow the team's collective capabilities. This is a role that makes everyone around it better.

What You'll Do:

ENTERPRISE CUSTOMER ENGAGEMENT

• Be the senior solutions resource on Bandwidth's most complex and strategic enterprise opportunities — from initial discovery through technical validation, proof of concept, and close

• Serve as the primary technical and solutions voice in executive briefings, RFP responses, and competitive deal situations

• Build trusted advisor relationships with enterprise customer decision-makers: CIOs, CTOs, VP Engineering, and VP Contact Center

• Jump into high-stakes opportunities across any business segment — enterprise direct, alliances, or existing accounts — wherever impact is needed most

• Work hand-in-hand with Bandwidth's enterprise salespeople, providing the technical depth and executive credibility that moves deals forward

CHANNEL & ALLIANCE SELLING

• Apply deep channel expertise to support Bandwidth's indirect sales motion — enabling channel partners, working alongside them in deals, and helping them position Bandwidth accurately and competitively

• Own the solutions dimension of Bandwidth's strategic alliance relationships, including Salesforce and other key partners — engaging alliance field teams in joint opportunities and co-selling motions

• Enable alliance and channel partners with the technical knowledge, differentiation messaging, and deal support they need to win with Bandwidth

• Build and deliver solutions content — playbooks, reference architectures, battle cards — tailored to channel and alliance audiences that scale beyond individual engagements

LEVERAGING SALESPEOPLE & SALES ENGINEERS

• Work directly with Bandwidth's enterprise AEs and SEs — not above them, but alongside them — amplifying their capabilities on the most complex opportunities

• Coach and enable the field on how to position Bandwidth's portfolio across different customer types and deal contexts

• Identify gaps in how salespeople and SEs are positioning Bandwidth and address them systematically through content, training, and direct deal involvement

• Act as the connective tissue between the field and the rest of the organization — ensuring salespeople and SEs have what they need to succeed

PARTNERSHIP WITH THE EXISTING SE TEAM

• Work alongside Bandwidth's SE team as a collaborative partner — sharing expertise, co-engaging on complex deals, and raising the bar collectively

• Bring field-tested knowledge from enterprise, channel, and alliance contexts back to the SE team — translating what you are seeing in the market into practical insights the broader team can use

• Collaborate with SEs on high-complexity or cross-segment opportunities where additional depth or a different vantage point adds value

• Help identify areas where the SE team can grow its capabilities — in product knowledge, competitive positioning, or specific customer segments — and contribute actively to closing those gaps

• Serve as an internal resource SEs can lean on when they encounter deal situations outside their current experience base

• Share wins, losses, and patterns from your engagements in a way that strengthens the team's collective ability to position and win

FULL PRODUCT PORTFOLIO MASTERY

• Develop and maintain deep command of Bandwidth's complete product portfolio — voice, messaging, 911, contact center, CPaaS — and represent any of it fluently in any customer or partner conversation

• Proactively seek out product knowledge across all of Bandwidth's business units; stay current as the roadmap evolves

• Translate complex technical capabilities into clear, compelling value propositions for enterprise and alliance audiences

• Deliver world-class demonstrations, technical workshops, and architecture sessions across all segments

PRODUCT LIAISON & MARKET INTELLIGENCE

• Serve as a strategic bridge between

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