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Sr Director, Tech alliances and Strategic Pursuits

Saviynt
Remote, USA
Full-time
Senior
Remote
Discovered 6 days ago
CybersecuritySaaSOEM
Free

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CybersecuritySaaSOEM
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  • You will be the primary commercial driver, owning the full sales cycle from initial contact to contract close, with a laser focus on pipeline generation and exceeding embedded channel revenue targets
  • Negotiate, influence, and seal high-stakes OEM embedded joint product deals with Tier 1 solution providers across the security, networking, and cloud verticals .
  • Deliver and exceed assigned revenue targets for embedded channel sales.
  • Aggressively build and accelerate a multi-year pipeline of high-value OEM opportunities that ensure sustained, predictable growth.
  • Develop and execute the strategic account plans required to position and embed our products within premier, must-win vendor/solution providers.
  • Lead the commercial negotiation for complex, multi-year contracts, ensuring "win-win" structures that maximize lifetime value (LTV) and profitability.
  • Deliver compelling, value-driven presentations that generate immediate demand and articulate the critical ROI of embedding our technology
  • Network extensively and build deep, trusting relationships with C-Suite decision-makers , champions, and multiple decision influencers in your target channel accounts.
  • Gain an unfiltered understanding of the account’s executive decision-making and buying processes , enabling you to navigate complex organizational structures and map them directly to our internal counterparts.
  • Identify, qualify, and mitigate all commercial risks and go-to-market barriers, turning them into actionable business solutions.
  • Serve as the senior executive liaison to strategic partners during the pursuit and closing phases, ensuring long-term strategic engagement.

• Sales Strategy & Internal Alignment

  • Work directly with Product and Engineering to ensure the commercial priorities and OEM use cases (especially those leveraging our quantum expertise) are prioritized and delivered.
  • Partner with Sales and Marketing teams to design and execute high-conversion co-sell motions and demand generation activities.
  • Enable internal sales teams and partner sellers to successfully position and sell the embedded or white-labeled solutions.
  • Act as a public-facing evangelist at key partner events and executive roundtables.
  • Significant, demonstrable experience closing large deals across a cybersecurity product suite .
  • Must have direct OEM sales experience getting software or hardware embedded into major vendor solutions.
  • Proven track record of structuring, negotiating, and closing OEM, embedded, or white-label partnerships with direct, measurable revenue impact .
  • Highly networked and possess deep, active relationships within the key business lines of networking, security, or cloud providers.
  • Deep understanding of SaaS commercial models, licensing structures, and financial drivers for large-scale partnership agreements.
  • 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 from the ground up or significantly expanding a mid-stage partner ecosystem.
  • Familiarity with Saviynt or adjacent identity and governance platforms.
  • Background in cybersecurity, cloud-native security, or IT operations tools.

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