Director of Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify, structure, and negotiate strategic partnerships for OEM and embedded technologies.

• Take ownership of OEM commercial frameworks, including revenue-sharing models, pricing, contractual agreements, and partner economics.

• Collaborate with Product and Engineering teams to define integration requirements, facilitating the successful embedding of Oscilar.

• Develop and manage partnerships with data and signal providers across identity, device intelligence, bureau data, alternative data, KYC, AML, and fraud sectors.

• Assess data sources for their technical, commercial, and decision-making value; negotiate data access, pricing, and strategic terms.

• Work alongside Product and Data Science to prioritize partnerships that enhance decision-making performance.

• Cultivate relationships with Global System Integrators and consulting partners to promote co-selling, co-delivery, and partner-influenced pipelines.

• Create joint solutions, playbooks, and go-to-market strategies in collaboration with GSI partners.

• Recruit, enable, and manage GSI practice leaders and partner teams effectively.

• Act as the executive relationship owner for strategic partners from initial engagement through contracting and ongoing execution.

• Establish operational rhythms for partnerships, including pipeline tracking, partner scorecards, quarterly business reviews, revenue attribution, and performance management.

• Represent Oscilar’s perspective on AI-native risk decision-making, fraud, credit, and compliance issues.

• Collaborate with Sales, Product, Marketing, Finance, Legal, and Engineering teams to achieve measurable business and product outcomes.

⛳️ Requirements

• Over 7 years of experience in partnerships, business development, or strategic alliances.

• Direct, hands-on experience in OEM/embedded technology partnerships, data provider partnerships, and Global System Integrator relationships.

• Extensive domain knowledge in fraud, credit risk, identity, compliance, or risk decision-making within the financial services sector.

• Experience in fintech, banking, card networks, data or identity providers, risk platforms, or GSI risk practices.

• Proven success in negotiating and finalizing OEM, reseller, or embedded technology agreements, including commercial structures, revenue-sharing models, and contractual terms.

• Experience in building or scaling data partnerships, including evaluating data sources and negotiating access and pricing.

• Demonstrated ability to manage GSI relationships and develop joint go-to-market strategies that generate partner-sourced or partner-influenced pipelines.

• Experience with firms such as Accenture, Deloitte, EY, PwC, KPMG, Cognizant, TCS, Infosys, Wipro, or similar organizations.

• Strong commercial and contractual acumen, capable of leading complex negotiations alongside Legal and Finance teams.

• Excellent executive presence and ability to represent Oscilar credibly with senior partner stakeholders and internal leadership.

• Strong cross-functional instincts with the capability to navigate commercial, technical, and product discussions.

• Willingness to travel as required to support partner relationships and industry events.

• Preferred: Experience in a high-growth fraud, credit, compliance, identity, or risk decision-making platform.

• Preferred: Established relationships with data providers, identity vendors, technology platforms, or GSI fraud and risk practice leaders.

• Preferred: Experience in building a partnerships or alliances function from the ground up.

• Preferred: Familiarity with no-code/low-code decision-making platforms, rules engines, or financial-services infrastructure.

• Preferred: Experience operating in a fast-paced, high-growth environment with significant ownership and executive visibility.

🏝️ Benefits

• Competitive salary and equity packages, including a 401k plan.

• Remote-first culture.

• 100% employer-covered comprehensive health, dental, and vision insurance with a top-tier plan for you and your dependents. (US)

• Unlimited PTO policy.

• Family-friendly environment.

• Regular team events and offsites.

• Unmatched learning and professional development opportunities.

• Opportunity to enhance internet safety by protecting online transactions.