At Sinch, we are a global leader in providing cutting-edge communication platforms, enabling businesses to connect with any mobile phone on the planet in seconds, or less. Our platform supports mobile SMS, rich messaging, voice, and video communication solutions for some of the biggest companies in the world.
Why do we have this role
The Business Development Representative for Ecosystems accelerates Sinch's growth by operating across two critical ecosystem motions:
- Partner Ecosystems - generating partner-sourced opportunities, nurturing partner relationships, and supporting co-sell activities with technology partners, system integrators, and resellers.
- Platform Ecosystems - prospecting and engaging users within major platforms where Sinch has integrations or marketplace presence.
This role blends outbound sales, partner engagement, and platform-specific targeting to create high-quality pipeline. You thrive in environments where success comes from ecosystem intelligence, relationship-building, and smart, insight-led outreach.
What do you do in the role
- Partner Ecosystem Responsibilities
- Partner Prospecting & Engagement
- Identify and map technology partners, SIs, resellers, and agencies aligned to Sinch's GTM strategy.
- Build relationships with partner managers, partner reps, and ecosystem influencers.
- Drive partner activation by engaging them in enablement sessions, product walkthroughs, or joint customer value discussions.
- Co-Sell Opportunity Generation
- Identify co-sell opportunities where both Sinch and the partner can collaborate to target shared customers.
- Support partner teams by creating targeted outreach for aligned accounts.
- Maintain strong follow-ups on partner-referred leads and co-sell introductions.
- Platform Ecosystem Responsibilities
- Platform-User Targeting
- Prospect users of key platforms where Sinch offers integrations or apps.
- Use marketplace intent signals, reviews, and installation activity as triggers for outreach.
- Personalize messaging based on platform workflows, use cases, and known pain points relevant to the ecosystem.
- Use Case & Integration-Led Selling
- Educate prospects on how Sinch enhances their existing CRM/marketing stack.
- Position Sinch's value in the context of their platform usage (e.g., automated messaging inside a CRM, omnichannel inside a CRM).
- Collaborate with Product Marketing and Partner teams to refine platform-specific positioning.
- Outbound & Qualification Responsibilities
- Execute high-quality outbound outreach to both partner-connected targets and platform-based users.
- Conduct structured discovery to validate need, buying cycle, and solution fit.
- Qualify opportunities before passing to the AE or Partner Manager.
- Internal Alignment & Pipeline Management
- Work closely with Partner/Alliance Managers to stay aligned on ecosystem strategy and partner readiness.
- Coordinate with Marketing for marketplace campaigns, webinars, and ecosystem-specific content.
- Maintain accurate documentation of partner activities, platform-generated leads, and outbound efforts in the CRM.
- Share field insights on ecosystem trends, platform demand, and partner GTM gaps.
What experience/qualities you need to bring with you
- Bachelor's degree required, preferably in Business, Marketing, Communications, or a related field. Diverse academic backgrounds that demonstrate analytical thinking and strong communication skills are highly valued.
- 2+ years in outbound BDR/SDR roles, sales development, partnerships, or SaaS selling.
- Experience working within ecosystem motions-partners, marketplaces, or platform-based GTM-is a plus.
- Skills
- Strong communication skills with the ability to tailor messaging for partners, platform users, and direct customers across phone, email, and social channels.
- Advanced research skills to uncover platform-user signals, partner capabilities, and ecosystem opportunities.
- Proficiency with CRM and sales engagement tools to manage outreach sequences, track activity, and maintain clean pipeline records.
- Ability to influence partner stakeholders and coordinate co-sell motions.
- Strong discovery and qualification capability.
- Time and pipeline management skills to effectively prioritize accounts, handle multiple prospects simultaneously, and meet activity targets.
- Discovery and questioning skills to uncover business needs, identify pain points, and assess opportunity fit.
- Attributes
- Ecosystem Mindset: You understand value creation through partners and platform synergies.
- Commercially Driven: Pipeline contribution-both partner-sourced and self-generated-is top priority.
- Insight-Led: You prospect based on triggers, use cases, and platform intent-not just volume.
- Collaborative: You naturally work with Partner Managers, AEs, and Marketing to align motions.
- Curious: You dig into how platforms work, how partners go to market, and how Sinch fits in.
- Resilient: Ecosystem motions take time, and you stay consistent.
- Adaptability: You respond quickly to change and adjust strategies without losing momentum.
- Accountability: You own your territory, your outreach, and your performance.
- Growth-oriented: You seek coaching, refine your craft, and continuously level up.
Sinch SaaS Values
Dream Big - We make the impossible possible by dreaming big to solve our customers problems and improve their businesses. Great things happen when we dare to challenge the status quo and find creative new ways to wow them. Driven by curiosity, we believe there is no such thing as failure, only continuous learning, and development. Having big, crazy, ambitious goals drives our success.
Win Together - Great teams work faster and better together - creating meaningful impact for customers. Together as one global team, in close collaboration with our customers, we embrace diversity, meritocracy and care about every single individual. We build trust through open and honest relationships. It's all about the team: being inclusive, respectful, and sharing our knowledge to empower all for personal growth. We collaborate, have fun and are stronger together.
Keep it Simple - Sinch means simple and easy. It's how we want customers to feel when dealing with us: uncomplicated, down-to-earth, and useful. Things stay simple when you are honest, open and act with integrity. Cut the fluff and talk straight! This also means spending our time and money wisely on things that really count. Eyes on the horizon, feet on the ground.
Make it Happen - We make things happen and make them matter - for our customers and the world. We are doers who value getting results and don't overthink matters. We stay accountable for our actions, apply the highest ethical standards to set ourselves apart and always deliver. If we're not making an impact, we rethink the approach. Structure helps us, bureaucracy and excuses do not. No putting things off - let's get it done now.
