Director, Global Strategic Partner Development

🔥 7 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $230k - $290k / year

⏰ Full Time

🔴 Lead

🤝 Client Partner

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Omnissa

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🤖 Artificial Intelligence

🏢 Enterprise

🏥 Healthcare

Artificial Intelligence • Enterprise • Healthcare

Omnissa is a tech company that offers an AI-driven digital work platform designed to enhance employee experiences and streamline IT operations. Their solutions include unified endpoint management, virtual desktops and applications, and security compliance, aiming to empower a productive workforce across various industries such as healthcare, financial services, and retail. Omnissa's innovative approach provides secure, cloud-native solutions that adapt to the evolving needs of businesses and their employees.

📋 Description

• Lead, mentor, and scale a team of Partner Development Managers across SI/OEM and Alliance segments, setting clear MBOs and performance expectations. • Define and execute the FY27+ Strategic Partner Development strategy targeting incremental revenue growth across SI, OEM, and Alliance partnerships. • Serve as the executive relationship owner for assigned strategic partners, building C level and VP level relationships across partner organizations. • Represent the partner development function in executive leadership reviews and cross functional planning sessions. • Lead G/SI, OEM, and Alliance partnerships, and build end to end relationships with partner stakeholders from management to technical to sales/marketing leads. • Work with the partners to develop the partner’s offerings around Omnissa solutions and drive go to market, collaborating deeply with the Omnissa product team. • Drive partner development and partner sales of those joint solutions via resell, outsource, OEM, and managed services transactional models. • Drive sales and GTM alignment and revenue growth through geo sales engagement. • Lead complex contract negotiations across multiple agreement structures including OPPA, PHSP, and TAP program enrollment. • Navigate multi entity participation agreements, compliance requirements, and partnership transitions. • Develop and present executive briefing materials, redline analyses, and strategic recommendation documents for VP/SVP level review. • Align with Geo Sales leaders to land and expand partner relationships in each geography, quarterbacking global efforts with local execution. • Coordinate with Product, Alliances, Partner Marketing, Systems Engineering, and Field Sales to drive cohesive partner engagement strategies. • Drive alignment with the Alliance team on Annual Operating Plan (AOP) objectives and shared partner engagement where swim lanes intersect. • Own 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, translating performance data into strategic actions.

🎯 Requirements

• 15+ years’ experience in partner management, channel sales, alliance development, or business development within the SaaS or enterprise technology sector, with significant experience working with global SI and OEM partners. • 7+ years in leadership roles managing partner development teams, with direct experience building and scaling SI, OEM, and alliance programs. • Demonstrated track record of driving significant partner sourced or partner influenced revenue, with a strong understanding of KPI based management. • Deep existing relationships within the global SI ecosystem and/or OEM partners. • Experience with complex contract negotiations, multi entity partner agreements, and commercial deal structuring. • Strong executive presence with the ability to influence at VP/C level both internally and with partner organizations. • Proven ability to build GTM plans, conduct QBRs, and develop partner driven pipeline in matrixed organizations. • Data driven mindset with ability to analyze partner performance metrics and translate them into strategic actions. • 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 multiple geographies and cultures. • Ability to work effectively in a fast paced, high growth, matrixed environment. • Willingness to travel as needed (40 to 50%).

🏖️ Benefits

• Competitive compensation and performance incentives • Professional development and executive leadership growth opportunities • Employee ownership • Health insurance • 401k with matching contributions • Disability insurance • Paid-time off • Growth opportunities