Vp Oem Sales Jobs

Job description:

Denodo is seeking an experienced Vice President /Senior Director of OEM  (VP-OEM) to lead a team and drive business growth through a range of partners that embed Denodo in their solutions. Software, Solutions and Managed Services. The VP-OEM will manage a cross-functional team of OEM partner managers, architects, and coordinate with sales, marketing and operations to drive joint and embedded solutions to market. Reporting to the EVP, the VP-OEM will define, build, grow, and lead the global strategy, team and execution to deliver against the key strategy and business goals of this role.

The VP-OEM will be integral to both scaling our business as well as achieving our vision of becoming an essential Data Management platform for all enterprises. More specifically, the VP-OEM will be responsible for driving revenue growth through relationships with OEM partners in identifying and developing compelling joint data solutions, roadmap alignment, go-to-market, and sales to end customers. 

In order to accomplish these objectives, this strategic, market-facing leader will possess in-depth experience to develop new OEM deals to deliver measurable business outcomes. This position requires a track record of driving growth at scale within complex, multi-faceted businesses as well as the ability to collaborate and navigate across a global, highly matrixed environment. The role will have ownership for strategic targets to initiate, conclude new OEM partnership as well as grow their revenue base in conjunction with sales and marketing in the following areas:

1. Independent software vendors (ISVs) that are already key players in the Denodo Technology Partner ecosystem
2. Industry-specific ISVs and Solution Providers in key Verticals - Healthcare, Fintech, Resources, Manufacturing/Retail, etc.
3. Major Cloud Service Providers (AWS, Azure and Google Cloud) and their Application partners.
4. Managed Services Providers - who build a solution around Denodo Managed Services offering in cloud.

We are seeking talented candidates for this position with a proven track record of exceeding goals in enterprise software and cloud business development for over five years. Candidates should show good knowledge of the data management market and superior communication and networking skills to help identify, validate and target relevant prospects to deliver a pipeline and convert them to OEM customers.  Additionally, this candidate must bring business acumen to negotiate the business terms of the OEM deal structure along with the cross-functional management of internal teams to deliver the right product form factor for the OEM joint platform.

Job Responsibilities & Duties

• Build and maintain executive relationships with OEM partners and create an advantaged mutual growth strategy.
• Monitor trends, competitive landscape, and emerging needs—specific to the market and across geographies—to maximize growth
• Create pathways for OEM end customers to adopt full Denodo offerings in association with enterprise sales teams
• Define the Denodo OEM value proposition for product, pricing, OEM terms, marketing and support to OEM partners working with other internal Denodo teams as needed.
• Develop strategy and manage execution to target and acquire new OEM prospects for each of above sectors
• Develop partner and segment-specific account plans that collectively deliver growth objectives on a multi-year basis.
• Negotiate the business terms with OEM customers for long term mutual success and growth.

Desired Skills & Experience

• Executive disposition, energy, drive, professionalism, and the broader leadership qualities essential to building engaged teams and creating followership internally and externally.
• Excellent commercial management, negotiation, and stakeholder management skills
• Bachelor’s degree in a business-related discipline, computer science or engineering with an MBA preferred, or equivalent work experience.
• Specific experience partnering with OEMs with established VP-level relationships in key ISVs, MSPs in target verticals
• Excellent market development, business development, sales, and account leadership skills coupled with excellent networking and relationship skills.
• Good understanding of enterprise IT architectures and data-driven software solutions
• Demonstrated success in growing OEM programs with ISV’s and CSP based solutions
• 10+ years of results-driven enterprise software sales experience and 5+ years of OEM experience
• Ability to present technical concepts and business solutions clearly through presentations and proposals
• Strong entrepreneurial drive and results-focused leadership to scale a fast-growing company by leveraging partner ecosystems.
• Excellent communication and presentation skills at the executive level.
• Essential experiences and attributes include:
  • Demonstrated success in growing OEM programs with ISV’s and CSP based solutions
  • Excellent market development, business development, sales, and account leadership skills coupled with excellent networking and relationship skills.
  • Excellent commercial management, negotiation, and stakeholder management skills
  • Proven success building high-performing teams, leading global organizations across markets, regions, and segments.
  • Excellent communication and presentation skills at the executive level.
  • Good understanding of enterprise IT architectures and data-driven software solutions
  • Ability to present technical concepts and business solutions clearly through presentations and proposals
• Proven success building high-performing teams, leading global organizations across markets, regions, and segments.