Director, Global Strategic Partner Development

About the role

The Director, Global Strategic Partner Development at Omnissa is a critical leadership opportunity for a seasoned executive who thrives on building and scaling partnerships with large, complex global organizations.

Responsibilities

• Lead, mentor, and scale a team of Partner Development Managers across SI/OEM and Alliance segments, setting clear MBOs and performance expectations.
• Define and execute the FY27+ Strategic Partner Development strategy targeting incremental revenue growth across SI, OEM, and Alliance partnerships.
• Serve as the executive relationship owner for assigned strategic partners, building C level and VP level relationships across partner organizations.
• Represent the partner development function in executive leadership reviews and cross functional planning sessions.
• Lead G/SI, OEM, and Alliance partnerships, and build end to end relationships with partner stakeholders from management to technical to sales/marketing leads.
• Work with the partners to develop the partner’s offerings around Omnissa solutions and drive go to market, collaborating deeply with the Omnissa product team.
• Drive partner development and partner sales of those joint solutions via resell, outsource, OEM, and managed services transactional models.
• Drive sales and GTM alignment and revenue growth through geo sales engagement.
• Lead complex contract negotiations across multiple agreement structures including OPPA, PHSP, and TAP program enrollment.
• Navigate multi entity participation agreements, compliance requirements, and partnership transitions.
• Develop and present executive briefing materials, redline analyses, and strategic recommendation documents for VP/SVP level review.
• Coordinate with Product, Alliances, Partner Marketing, Systems Engineering, and Field Sales to drive cohesive partner engagement strategies.
• Drive alignment with the Alliance team on Annual Operating Plan (AOP) objectives and shared partner engagement where swim lanes intersect.
• Own partner performance metrics: PID/JID pipeline, bookings, partner sourced new logo acquisition, and joint GTM partner program engagement.
• Conduct regular QBRs with partners and internal stakeholders, translating performance data into strategic actions.

Requirements

• 15+ years’ experience in partner management, channel sales, alliance development, or business development within the SaaS or enterprise technology sector, with significant experience working with global SI and OEM partners.
• 7+ years in leadership roles managing partner development teams, with direct experience building and scaling SI, OEM, and alliance programs.
• Demonstrated track record of driving significant partner sourced or partner influenced revenue, with a strong understanding of KPI based management.
• Deep existing relationships within the global SI ecosystem and/or OEM partners.
• Experience with complex contract negotiations, multi entity partner agreements, and commercial deal structuring.
• Strong executive presence with the ability to influence at VP/C level both internally and with partner organizations.
• Proven ability to build GTM plans, conduct QBRs, and develop partner driven pipeline in matrixed organizations.
• Data driven mindset with ability to analyze partner performance metrics and translate them into strategic actions.
• Knowledge of digital workspace, endpoint management, VDI, or cloud technologies is preferred.
• Experience managing partnerships through organizational transitions (e.g., spinoffs, acquisitions, business unit restructuring) is preferred.
• Background in field enablement or sales enablement program design is a plus.
• Global experience working across multiple geographies and cultures.
• Ability to work effectively in a fast paced, high growth, matrixed environment.
• Willingness to travel as needed (40 to 50%).