The Role
Lead U.S. commercial expansion for SmartThings Pro and SmartThings Energy by defining GTM strategy, embedding solutions across Samsung business units, negotiating large enterprise deals, scaling partner ecosystem and STAP program, and engaging executives to drive vertical growth and monetization.
Summary Generated by Built In
SmartThings is the premier global IoT ecosystem, powering the connected lives of over 430 million users. As an independent subsidiary of Samsung, we operate at the intersection of large-scale infrastructure and agile innovation. We are seeking a Director of Business Development to lead the commercial expansion and partnership strategy for our Services division in the U.S. market.
The Business Development Director, B2B Solutions is a highly-visible individual contributor role responsible for driving the commercialization, integration, and monetization of SmartThings Pro and SmartThings Energy software platforms. Rather than focusing on broad consumer-grade B2C expansions or traditional hardware channel distribution, this role is explicitly tasked with driving enterprise GTM strategy by embedding SmartThings solutions directly into Samsung’s business units and organizations.
The Business Development Director, B2B Solutions is a highly-visible individual contributor role responsible for driving the commercialization, integration, and monetization of SmartThings Pro and SmartThings Energy software platforms. Rather than focusing on broad consumer-grade B2C expansions or traditional hardware channel distribution, this role is explicitly tasked with driving enterprise GTM strategy by embedding SmartThings solutions directly into Samsung’s business units and organizations.
Key Responsibilities
This position is a hybrid role, based out of Minneapolis, MN.
In this role, your primary responsibilities will include the following:
Team Leadership & GTM Strategy
In this role, your primary responsibilities will include the following:
Team Leadership & GTM Strategy
- GTM Strategy & Orchestration: Define and execute the Go-To-Market strategy for SmartThings Pro, coordinating with Product and Marketing to accelerate awareness and adoption across priority B2B verticals.
- Internal "One Samsung" Commercial Integration: Deeply embed and cross-collaborate with Samsung Electronics America (SEA) and other internal teams to bundle SmartThings Pro with premium hardware and commercial equipment, turning standalone assets into connected, intelligent software-driven solutions.
- Stakeholder Alignment: Serve as the internal champion for SmartThings Pro's GTM strategy, building organizational buy-in across Samsung subsidiaries, Samsung Electronics America (SEA) line-of-business leaders, and executive leadership in South Korea through clear, consistent, and compelling communication.
Platform Monetization & Strategic Growth
- Monetization Strategy: Design and execute comprehensive monetization frameworks spanning both direct B2B enterprise engagements and B2B2C channel models, including identifying recurring revenue opportunities for both SmartThings Pro and SmartThings Energy in the U.S. market
- High-Stakes Negotiations: Lead the most complex, high-value negotiations spanning multi-year service agreements, revenue-share models, and enterprise-level commitments.
- STAP Program Execution & Scale: Standardize and manage the operational lifecycle of the SmartThings Pro Authorized Partner (STAP) framework, directly overseeing the onboarding, commercial tracking, and technical enablement of third-party System Integrators (SIs) and installers nationwide.
- Partner Ecosystem Development: Scale a robust enterprise partner ecosystem encompassing partner-facing collateral, sales enablement frameworks, and commercial incentive models that will ultimately drive market adoption of SmartThings Pro
Executive Influence & Market Leadership
- Executive Engagement: Serve as a primary commercial voice to Samsung's global leadership, navigating a complex, matrixed organization to secure the resources and approvals necessary to advance major U.S. market initiatives.
- Market-Driven Strategy: Translate market intelligence and partner feedback into compelling business cases, ensuring SmartThings Pro remains the industry benchmark across target verticals.
- Vertical Growth Strategy: Own and execute the primary growth strategy for SmartThings Pro's key U.S. verticals (including Builder, Hospitality, Retail, QSR & Office)
- External Representation: Represent SmartThings Pro at the executive level across industry boards, C-suite partner engagements, and major technology summits.
Skills, Knowledge & Expertise
Inclusive Hiring Practices
Don’t meet all desired requirements? Studies have shown that some people are less likely to apply to jobs unless they meet every single desired qualification. At SmartThings, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.
What You Bring On Day One (Required Qualifications)
What You Bring On Day One (Required Qualifications)
- Bachelor’s degree in Business or related field required; MBA or equivalent commercial leadership experience preferred.
- 12+ years of professional experience, with a minimum of 7 years in a dedicated Business Development or Strategic Alliances leadership role. A documented history of closing complex, multi-million dollar enterprise partnerships with significant, measurable commercial impact.
- Expert-level proficiency in deal structuring, including a deep understanding of commercial legalities and revenue-share frameworks.
- Proven track record of productizing and deploying Enterprise Cloud/SaaS software solutions or commercial IoT platform suites (e.g., building automation, enterprise software stacks, smart energy platforms).
- Ability to identify 3–5 year market trends and position the team to capitalize on them.
- Exceptional communication and presentation skills suitable for C-suite and Board-level interaction.
- Proficiency in financial modeling, deal valuation, and data-driven performance management.
SmartThings Benefits
Why You’ll Love Working at SmartThings
- We offer an attractive compensation package with comprehensive health benefits, including medical, dental, vision, and mental health; an HSA with employer contribution; life & disability insurance; FSAs for health and dependent care expenses; a competitive 401k with a 5% employer match, and more.
- All of our employees enjoy unlimited PTO, 12 paid holidays, and a generous parental leave policy (8 weeks fully paid parental leave and 8 more fully paid weeks for childbirth recovery leave).
- Eligible employees benefit from our education reimbursement program, and all employees enjoy access to learning resources through O’Reilly.
- Our commitment to diversity, equity, inclusion and belonging is embedded into our culture and our work, and everyone has frequent opportunities to join forums and groups and participate in ongoing projects.
- We offer a parking stipend to cover the monthly garage cost. EV chargers are also onsite.
- In-office catered lunches on Thursdays.
- Access to the onsite gym.
Base annual compensation range for this position is $164,000 to $222,000. Actual base within this range will depend on many factors including experience, skills, technical expertise and market alignment. In addition, this role is eligible for a 25% annual target bonus based heavily on individual performance.
At SmartThings, we are committed to creating an inclusive and accessible environment for all. If you require accommodations to participate in our hiring process or to perform the requirements of the job, we will work with you to meet your needs in compliance with applicable laws. Please reach out to [email protected] and a member of our Talent Acquisition team will connect with you further!
At SmartThings, we are committed to creating an inclusive and accessible environment for all. If you require accommodations to participate in our hiring process or to perform the requirements of the job, we will work with you to meet your needs in compliance with applicable laws. Please reach out to [email protected] and a member of our Talent Acquisition team will connect with you further!
About
Creating a safer, smarter world with you.SmartThings brings your home to life by being the leading open platform for the consumer Internet of Things. Bringing together developers, device makers, and service providers to make the world a smarter place. From a door that knows when to lock itself, to a living room that can get the party started or a sink that can help to call a plumber; the opportunities are endless to make everyday objects around us more useful. So if you’re innovative, not afraid to challenge status quo, collaborative and have a passion for technology, then you’ve found your next home with SmartThings!
Skills Required
- Bachelor's degree in Business or related field
- MBA or equivalent commercial leadership experience
- 12+ years of professional experience
- Minimum 7 years in a dedicated Business Development or Strategic Alliances leadership role
- Documented history of closing complex, multi-million dollar enterprise partnerships
- Expert-level proficiency in deal structuring, including commercial legalities and revenue-share frameworks
- Proven track record of productizing and deploying Enterprise Cloud/SaaS software solutions or commercial IoT platform suites
- Ability to identify 3-5 year market trends and position the team to capitalize on them
- Exceptional communication and presentation skills suitable for C-suite and Board-level interaction
- Proficiency in financial modeling, deal valuation, and data-driven performance management
- Hybrid role based out of Minneapolis, MN (onsite/hybrid presence required)
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The Company
What We Do
SmartThings provides cloud-based software and a smartphone app that allows users to monitor and control smart devices and domestic affairs remotely, creating an IoT ecosystem for smart homes.
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