Oem Partner Sales Director

The Company

Our client is one of the fastest growing Software companies that owns the number one operating system in the cloud sold across the globe as one of the most popular development platforms. Our client s renown Product is the fastest growing enterprise platform, the leading platform for public cloud compute, and the engineer's favorite path to dive into the future. Their aim is to help the enterprise welcome open source from end to end, across every category of compute and application, starting with infrastructure solutions such as Kubernetes and OpenStack, to data, analytics, security and serverless capabilities. Their clients range from Global 500 enterprises and telcos, and managed service providers at big scale, to fast-moving startups.

Our client provides managed services, commercial support, training and consulting services to their clients who are deploying their Product. They also support technical staff and partners to provide best guidance and practices across their projects.

The Opportunity

The Company s partners are large OEM or Independent Hardware Vendor (IHV) brands - IBM, Lenovo, Ericsson, Dell, HPE, Cisco, Fujitsu and many more. These companies often build software-defined solutions which they take to market, and the Company s Product is a key ingredient in cloud-native and edge or IoT solutions. More and more of those solutions depend on open source. The Company s Product is the best platform for fast open source innovation.

The Global Lead OEM Partnerships is responsible for IHV partner success - so that they thrive and grow their business with the Company s software, solutions and services. This is a leadership role, responsible for strategic IHV Partnerships worldwide.

Reporting to the VP Global Alliances, the IHV Partnerships Sales Director will work closely with strategic partners across their complex organizations to engage with their innovation teams and ensure that they consider and integrate the Company s Product stacks and solutions. For example, private clouds, container solutions, and vertical solutions for industries like telco and automotive, are increasingly built on open source and the Company s Product. The Company is the challenger platform, but they are growing quickly in the industry.

The OEM Director is responsible to build trusted relationships with IHV partners, increase the Company s market share and attach rate, transform the partnership and lead all business interactions from engineer to CxO. He/she will frequently run customer workshops focused on particular initiatives at that client, attend sales events, give public presentations and lead executive events.

Responsibilities

As a OEM Partner Sales Director you will:

• Build strategic relationships with IHV partners at levels
• Grow their awareness of open source capabilities on the Company s Product
• Demonstrate a deep understanding of the Linux and cloud software ecosystem
• Negotiate contracts and commercial business terms
• Demonstrate a deep understanding of large and complex organizations
• Lead partnerships with global accounts such as IBM, Samsung, DellEMC, HPE, Nokia etc.
• Work closely with marketing, sales engineering and product management
• Deliver on targets, objectives and provide a voice of the partner
• Lead executive interlocks between IHV and the Company leadership
• Travel regularly - sometimes internationally - to drive partnerships in person

• Experience in alliance or indirect sales management roles
• Autonomous, disciplined, hands-on, get-it-done mentality
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities
• Passionate about the Company s Product products and mission
• Comfortable in fast-paced and high pressure environments with measurable goals
• Experience with Linux, virtualization, containers, and other cloud technologies.
• Excellent communication and presentation skills

• Personal learning and development budget
• Annual compensation review
• Recognition rewards
• Annual leave
• Priority Pass for travel

Please disregard any references to salary banding on the advert as the candidate will be evaluated on their merit, on not necessarily adhere to the salary stated on the job description.