Sr Director, Tech alliances and Strategic Pursuits

permanent

Fully Remote

Only accepting applications from: United States

Own the full sales cycle from initial contact to contract close, focusing on pipeline generation and exceeding embedded channel revenue targets.
Negotiate and execute high-stakes OEM embedded joint product deals with Tier 1 solution providers in the security, networking, and cloud verticals.
Deliver and exceed revenue targets for embedded channel sales.
Build and accelerate a multi-year pipeline of high-value OEM opportunities.
Develop and execute strategic account plans for embedding products within vendor or solution providers.
Lead commercial negotiations for complex, multi-year contracts.
Deliver presentations that generate demand and articulate ROI.
Build deep relationships with C-Suite decision-makers and account executives.
Identify and mitigate commercial risks and go-to-market barriers.
Serve as a senior executive liaison to strategic partners.
Work with Product and Engineering to prioritize OEM use cases.
Design and execute co-sell motions with Sales and Marketing teams.
Enable internal sales teams and partner sellers to sell embedded solutions.
Act as an evangelist at partner events and executive roundtables.

Experience

Proven track record in cybersecurity sales.
Experience closing large deals across a cybersecurity product suite.
Direct OEM sales experience with embedded software or hardware.
Track record of structuring and closing OEM or white-label partnerships.
Strong network and relationships within networking, security, or cloud providers.
Understanding of SaaS commercial models and financial drivers.
Excellent executive communication, negotiation, and relationship management skills.
Experience launching co-sell frameworks and GTM initiatives.
Preferred experience building a partner program or expanding a partner ecosystem.
Familiarity with Saviynt or similar platforms recommended.
Background in cybersecurity, cloud-native security, or IT operations tools preferred.