Director, Business Development(OEM & Strategic Pursuit)

permanent

Fully Remote

Only accepting applications from: United States

Own the full sales cycle from initial contact to contract close with a focus on pipeline generation and exceeding embedded channel revenue targets.
Negotiate and seal high-stakes OEM embedded joint product deals across security, networking, and cloud verticals.
Deliver and exceed assigned revenue targets for embedded channel sales.
Build and accelerate a multi-year pipeline of high-value OEM opportunities.
Develop and execute strategic account plans to embed products within premier vendors/solution providers.
Lead commercial negotiation for complex, multi-year contracts, ensuring win-win structures.
Deliver value-driven presentations generating demand and articulating ROI of embedding technology.
Build relationships with C-Suite decision-makers and decision influencers in target accounts.
Navigate complex organizational structures and map them to internal counterparts.
Identify, qualify, and mitigate commercial risks and go-to-market barriers.
Serve as the senior executive liaison to strategic partners during pursuit and closing phases.
Work with Product and Engineering to prioritize commercial priorities and OEM use cases.
Partner with Sales and Marketing teams to design and execute co-sell motions and demand generation activities.
Enable internal sales teams to position and sell embedded or white-labeled solutions.
Act as a public-facing evangelist at partner events and executive roundtables.

Experience

Proven track record in cybersecurity sales and ability to command a room when positioning quantum technologies.
Experience closing large deals across a cybersecurity product suite.
Direct OEM sales experience in embedding software or hardware into major vendor solutions.
Proven track record of structuring, negotiating, and closing OEM, embedded, or white-label partnerships.
Strong networking skills with active relationships in networking, security, or cloud providers.
Deep understanding of SaaS commercial models, licensing structures, and financial drivers.
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 or expanding a partner ecosystem.
Familiarity with Saviynt or similar identity and governance platforms.
Background in cybersecurity, cloud-native security, or IT operations tools.