Director - OEM Business Development - DataCore Software - San Francisco

Job description
The Director of OEM Business Development is responsible for identification, engagement, sales and management of OEM relationships. Working closely with other functional areas of the business, the Director of OEM Business Development will establish new OEM relationships, partnerships and projects leveraging DataCore products and technologies.

Responsibilities
Develops new OEM business relationships and drives OEM revenue
Qualifies and prioritizes new business opportunities to maximize short and long term OEM growth
Drives OEM strategy development, across geographies and multiple market segments
Develops and maintains relationships with key stakeholders at OEM accounts
Provides and leverages application knowledge and industry expertise
Prioritizes large deal targets, determines quality and alignment with segment strategy and strengths, creates and executes successful penetration plans and drives OEM revenue.
Establishes and leads matrix teams to develop comprehensive, innovative, and proactive strategies.
Analyzes and understands the OEM’s strategies, future product plans, expansion activities, and competition to develop solutions to their challenges while creating new business opportunities.
Effectively leverages executives on strategy and tactics to enhance OEM relationships and consummate deals.
Successfully negotiates difficult and/or critical business matters, through interaction with executive level managers both internally and externally.

Desired Skills and Experience
8+ years of experience in business development, product marketing, technical sales or alliance management roles in enterprise IT technology, with a principal focus on OEM relationships
Experience in virtualization, storage, server, data management software, storage networking and infrastructure technologies
Experience working with Cisco, Dell, HP and other Tier-1 and Tier-2 storage and/or server companies
Knowledge of OEM engagements and business models
Expertise in development and execution of solutions selling in an OEM context
Proven ability to recognize, analyze, and take action on go to market approaches, joint value propositions and business cases around strategic partnerships
Demonstrated ability in creating OEM partnerships and establishing mutually beneficial relationships, defining a common strategic vision, communicate effectively, and obtain buy-in across all levels of an organization
Team player with strong drive and willing to take a leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
B.S. degree required, preferably in a technical discipline
Graduate degree or an MBA is a plus
Willing to travel

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