Director, Business Development – OEM, Strategic Pursuit

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🕒 Outubro 14, 2025

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🔴 Especialista

💰 Desenvolvimento de Negócios (BDR)

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Saviynt

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2010

☁️ SaaS

🔒 Cibersegurança

🏢 Corporativo

💰 $130.000.000 Private Equity Round em 2021-09

SaaS • Cybersecurity • Enterprise

A Saviynt é uma provedora líder de soluções de gestão de identidades e acessos (IAM) baseadas em nuvem. Sua plataforma, conhecida como Identity Cloud, oferece governança abrangente de identidades, administração e governança de acesso a aplicativos. As soluções da Saviynt são focadas na gestão segura de identidades, garantindo conformidade, modernizando sistemas legados e dando suporte a ambientes multi-nuvem. Eles atendem a uma ampla gama de indústrias, incluindo saúde, serviços financeiros e setores governamentais. Alavancando IA/ML, a Saviynt oferece insights e análises aprofundadas para maior segurança de identidade. Eles são reconhecidos por suas robustas capacidades em governança e administração de identidades, ajudando organizações a gerenciar e proteger de forma eficiente identidades de empregados, contratados, parceiros e máquinas.

Descrição

• Define and execute the global OEM and embedded partnership strategy, including identifying priority partners for white-label and co-development deals. • Lead negotiations for complex, multi-year commercial agreements, managing pricing, licensing structures, SLAs, and technical support frameworks for OEM/embedded partners. • Own and manage the full lifecycle of OEM partnerships, including onboarding, performance tracking, and contract renewals. • Develop and manage joint business plans and performance tracking for high-value OEM partners. • Identify, prioritize, and drive major strategic business pursuits—high-value commercial opportunities that require complex internal alignment and executive sponsorship. • Work with sales, legal, and finance teams to structure and close multi-million dollar deals and strategic alliances that fall outside standard channel or alliance programs. • Serve as the senior executive liaison to strategic partners during the pursuit and closing phases, ensuring long-term strategic engagement. • Establish and maintain co-sell and referral programs with strategic partners to drive qualified pipeline and revenue growth. • Collaborate with product and engineering teams to ensure product requirements for OEM and embedded use cases are prioritized and met. • Enable internal sales teams and partner sellers to successfully position and sell the embedded or white-labeled solutions. • Act as a public-facing evangelist at key partner events and executive roundtables. • Align closely with Product Management, Sales, Engineering, Legal, and Finance to ensure partner success across the deal lifecycle.

🎯 Requisitos

• 10+ years of experience in enterprise technology with a direct focus on complex business development, OEM programs, or strategic deal pursuit. • Proven track record of structuring, negotiating, and closing OEM, embedded, or white-label partnerships with direct, measurable revenue impact. • Deep understanding of SaaS commercial models, licensing structures, and financial drivers for large-scale partnership agreements. • Outstanding executive communication, negotiation, and relationship management skills. • Experience launching co-sell frameworks and joint GTM initiatives with measurable impact. • Prior experience building a partner program from the ground up or significantly expanding a mid-stage partner ecosystem. • Familiarity with Saviynt or adjacent identity and governance platforms. • Background in cybersecurity, cloud-native security, or IT operations tools.