USAKey Account Director - OEM
1 мес. назад
USADirector
channel salespartner managementnegotiationrevenue growthsales pipeline
Lead OEM and strategic technology partnerships to drive partner-sourced revenue and grow annual recurring revenue.
Обязанности
- We're hiring a Key Account Director to own 's largest OEM and strategic technology partnerships across AMER. You'll drive partner-sourced and partner-influenced revenue — building the relationships, programs, and cross-functional alignment that turn partnerships into a measurable, growing share of ARR.
- This is a role for a builder-operator: someone who has stood up or scaled channel and OEM motions inside infrastructure software companies before, and has the numbers to show for it.
Другое
- You think in partnerships, not transactions. You've spent your career embedded in the channel — recruiting partners, building programs, negotiating OEM and ISV agreements, and pulling together sales, marketing, engineering, and product teams to grow joint business.
- You're comfortable in a startup with no playbook and in a large enterprise where you have to create new habits between direct sellers and the partner ecosystem. What drives you is taking a partner relationship from a standing start — or a stalled one — and turning it into a self-sustaining revenue engine. You have the YoY growth numbers, partner counts, and ARR contributions to prove it.
- OEM and strategic partnerships You've directly owned named OEM relationships — hardware, cloud, ISV embed deals — and can point to documented joint revenue growth from each.
- Channel and indirect selling Your pipeline track record shows partner-sourced and partner-influenced deals (deal registration, PIO) — not just direct quota carrying.
- Infrastructure software background You've sold data, cloud, open source, DevOps, or middleware products. You understand technical buyers and how developer-led adoption actually works.
- Quantified revenue impact You own your numbers: Growth rate, Customer satisfaction rate, contribution to ARR milestones.
- Cross-functional orchestration You've matrix-managed sales, marketing, SAs, engineering, and ops to execute joint go-to-market plans — and you know how to move all of them in the same direction at the same time.
- Ecosystem fluency You're comfortable across GSIs (Accenture, PwC, EY, Tech Mahindra), RSIs (CDW, Insight, AHEAD, Optiv), ISVs, and the big-3 clouds (AWS, Azure, GCP).
- Built a channel or partner program from scratch
- Hyperscaler marketplace and co-sell experience: AWS, Azure, or GCP private offers and marketplace transactions
- Been part of a company through an IPO or major funding milestone
- Fluent in open source commercial models: subscription, support, managed-service monetization
- Public sector exposure (FED/SLED) as an additional partner-led motion
- Managed direct or matrixed teams — a plus for this player-coach scope, not a hard requirement