Senior Director, Global Strategic Partner Development

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

📋 Description

• Lead, mentor, and expand a team of Partner Development Managers across the SI/OEM and Alliance sectors, establishing clear MBOs and performance expectations.

• Define and implement the FY27+ Strategic Partner Development strategy aimed at achieving incremental revenue growth across SI, OEM, and Alliance partnerships.

• Act as the executive relationship owner for designated strategic partners, fostering C-level and VP-level relationships within partner organizations.

• Represent the partner development function in executive leadership reviews and cross-functional planning sessions.

• Manage G/SI, OEM, and Alliance partnerships, creating comprehensive relationships with partner stakeholders from management to technical to sales/marketing leads.

• Collaborate with partners to enhance their offerings around Omnissa solutions and drive go-to-market efforts, working closely with the Omnissa product team.

• Advance partner development and sales of joint solutions through resale, outsourcing, OEM, and managed services transactional models.

• Foster sales and GTM alignment, driving revenue growth through geographic sales engagement.

• Lead intricate contract negotiations across various agreement structures, including OPPA, PHSP, and TAP program enrollment.

• Navigate multi-entity participation agreements, compliance requirements, and partnership transitions.

• Create and present executive briefing materials, redline analyses, and strategic recommendation documents for VP/SVP level review.

• Collaborate with Geo Sales leaders to establish and expand partner relationships in each region, coordinating global initiatives with local execution.

• Work alongside Product, Alliances, Partner Marketing, Systems Engineering, and Field Sales to formulate cohesive partner engagement strategies.

• Ensure alignment with the Alliance team on Annual Operating Plan (AOP) objectives and shared partner engagement where responsibilities overlap.

• Manage partner performance metrics: PID/JID pipeline, bookings, partner-sourced new logo acquisition, and joint GTM partner program engagement.

• Conduct regular QBRs with partners and internal stakeholders, transforming performance data into strategic actions.

⛳️ Requirements

• Over 15 years of experience in partner management, channel sales, alliance development, or business development within the SaaS or enterprise technology sector, with extensive experience collaborating with global SI and OEM partners.

• More than 7 years in leadership positions managing partner development teams, with practical experience in building and scaling SI, OEM, and alliance programs.

• Proven track record of generating substantial partner-sourced or partner-influenced revenue, with a solid understanding of KPI-based management.

• Established relationships within the global SI ecosystem and/or OEM partners.

• Experience in complex contract negotiations, multi-entity partner agreements, and commercial deal structuring.

• Strong executive presence with the capacity to influence at the VP/C level both internally and with partner organizations.

• Demonstrated ability to create GTM plans, facilitate QBRs, and develop partner-driven pipelines in matrixed organizations.

• Data-driven mindset with the capability to analyze partner performance metrics and translate them into strategic initiatives.

• Knowledge of digital workspace, endpoint management, VDI, or cloud technologies is preferred.

• Experience managing partnerships through organizational transitions (e.g., spinoffs, acquisitions, business unit restructuring) is preferred.

• Background in field enablement or sales enablement program design is a plus.

• Global experience working across diverse geographies and cultures.

• Ability to operate effectively in a fast-paced, high-growth, matrixed environment.

• Willingness to travel as required (40 to 50%).

🏝️ Benefits

• Competitive compensation and performance incentives

• Professional development and executive leadership growth opportunities

• Health insurance

• Employee ownership

• 401k with matching contributions

• Disability insurance

• Paid-time off

• Growth opportunities

• More