Director, Business Development – OEM, Strategic Pursuit

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October 14

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Saviynt

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SaaS • Cybersecurity • Enterprise

Saviynt is a leading provider of cloud-based identity and access management (IAM) solutions. Their platform, known as the Identity Cloud, offers comprehensive identity governance, administration, and application access governance. Saviynt's solutions focus on secure identity management, ensuring compliance, modernizing legacy systems, and supporting multi-cloud environments. They serve a wide range of industries including healthcare, financial services, and government sectors. Leveraging AI/ML, Saviynt provides in-depth insights and analytics for enhanced identity security. They are recognized for their robust capabilities in identity governance and administration, helping organizations to efficiently manage and protect employee, contractor, partner, and machine identities.

501 - 1000 employees

Founded 2010

☁️ SaaS

🔒 Cybersecurity

🏢 Enterprise

💰 $130M Private Equity Round on 2021-09

📋 Description

• 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.

🎯 Requirements

• 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.