Sr. Director of Strategic Alliances - Server OEM Partners

<h2 data-path-to-node="7"><strong data-path-to-node="7" data-index-in-node="0">About the Role</strong></h2> <p data-path-to-node="8">WEKA is seeking a seasoned, strategic, and results-driven <strong data-path-to-node="8" data-index-in-node="58"><strong>Sr. Director of Strategic Alliances - Server OEM Partners </strong></strong>to lead and grow our most critical OEM and systems manufacturer partnerships. Reporting directly to the Chief Strategy Officer, this executive role sits at the intersection of strategy, product, and go-to-market.</p> <p data-path-to-node="9"><strong data-path-to-node="9" data-index-in-node="0">This is not a traditional sales role.</strong> It is a critical strategic enablement function designed to accelerate revenue attainment for WEKA's field sales organization. By building the partnerships, programs, joint solutions, and operational frameworks that only a dedicated alliance function can create, you will remove barriers and multiply the effectiveness of every seller in the field.</p> <p data-path-to-node="10">Our partners occupy a uniquely strategic position in the WEKA ecosystem: they are simultaneously technology alliance partners, resellers of WEKA software, and integral members of our supply chain. We need a leader who can manage this multi-dimensional relationship in a coordinated way, ensuring WEKA is deeply embedded in partner solution stacks, sales motions, and fulfillment channels.</p> <h2 data-path-to-node="12"><strong data-path-to-node="12" data-index-in-node="0">Key Responsibilities</strong></h2> <h3 data-path-to-node="13"><strong data-path-to-node="13" data-index-in-node="0">Strategic Alliance Leadership</strong></h3> <ul data-path-to-node="14"> <li> <p data-path-to-node="14,0,0"><strong data-path-to-node="14,0,0" data-index-in-node="0">Executive Ownership:</strong> Serve as the primary relationship owner for top-tier server OEM and systems partners, building trusted, C-suite level relationships.</p> </li> <li> <p data-path-to-node="14,1,0"><strong data-path-to-node="14,1,0" data-index-in-node="0">Vision &amp; Roadmap:</strong> Define the multi-year vision for each strategic partnership, including shared KPIs, joint investment areas, and comprehensive business plans.</p> </li> <li> <p data-path-to-node="14,2,0"><strong data-path-to-node="14,2,0" data-index-in-node="0">Joint Product Strategy:</strong> Lead the evolution of a joint product strategy that goes beyond integration to shape how technologies are architected and positioned together.</p> </li> <li> <p data-path-to-node="14,3,0"><strong data-path-to-node="14,3,0" data-index-in-node="0">Market Opportunity:</strong> Identify and prioritize market opportunities where combined capabilities create differentiated value, translating them into structured joint solution initiatives.</p> </li> <li> <p data-path-to-node="14,4,0"><strong data-path-to-node="14,4,0" data-index-in-node="0">Internal Advocacy:</strong> Act as the internal champion for partner-informed product investment, ensuring the "voice of the partner" is represented in engineering prioritization and roadmap planning.</p> </li> </ul> <h3 data-path-to-node="15"><strong data-path-to-node="15" data-index-in-node="0">GTM Operationalization &amp; Field Enablement</strong></h3> <ul data-path-to-node="16"> <li> <p data-path-to-node="16,0,0"><strong data-path-to-node="16,0,0" data-index-in-node="0">Force Multiplier:</strong> Build strong working relationships with regional sales leaders to understand field needs and refine alliance programs to maximize adoption.</p> </li> <li> <p data-path-to-node="16,1,0"><strong data-path-to-node="16,1,0" data-index-in-node="0">Sales Readiness:</strong> Partner with Marketing and Sales Ops to equip field teams with the tools, training, and playbooks needed to execute effectively with OEM partners.</p> </li> <li> <p data-path-to-node="16,2,0"><strong data-path-to-node="16,2,0" data-index-in-node="0">Escalation Management:</strong> Act as the strategic resource for field sellers navigating complex OEM engagements, helping unlock high-value deals.</p> </li> <li> <p data-path-to-node="16,3,0"><strong data-path-to-node="16,3,0" data-index-in-node="0">Performance Tracking:</strong> Establish regular cadences to communicate partner program updates, highlight co-sell opportunities, and reinforce best practices.</p> </li> <li>This role may require up to 40% travel to support partner engagements, field alignment, and<br>executive relationship development.</li> </ul> <h3 data-path-to-node="17"><strong data-path-to-node="17" data-index-in-node="0">Supply Chain &amp; Reseller Channel Management</strong></h3> <ul data-path-to-node="18"> <li> <p data-path-to-node="18,0,0"><strong data-path-to-node="18,0,0" data-index-in-node="0">End-to-End Management:</strong> Manage the OEM partners' role as both resellers and key participants in WEKA's solution delivery supply chain.</p> </li> <li> <p data-path-to-node="18,1,0"><strong data-path-to-node="18,1,0" data-index-in-node="0">Commercial Frameworks:</strong> Develop and maintain pricing structures, commercial terms, and program frameworks that optimize for simplicity and partner profitability.</p> </li> <li> <p data-path-to-node="18,2,0"><strong data-path-to-node="18,2,0" data-index-in-node="0">Solution Integrity:</strong> Collaborate with Solutions Architecture teams to ensure partners deliver validated, end-to-end solutions that combine partner hardware with WEKA software seamlessly.</p> </li> <li> <p data-path-to-node="18,3,0"><strong data-path-to-node="18,3,0" data-index-in-node="0">Velocity Initiatives:</strong> Drive deep integration into OEM partner catalogs and configuration tools to reduce friction and increase fulfillment velocity.</p> </li> </ul> <h3 data-path-to-node="19"><strong data-path-to-node="19" data-index-in-node="0">Revenue Growth &amp; Business Performance</strong></h3> <ul data-path-to-node="20"> <li> <p data-path-to-node="20,0,0"><strong data-path-to-node="20,0,0" data-index-in-node="0">ARR Growth:</strong> Own and drive Annual Recurring Revenue (ARR) growth through partner-led and partner co-sell channels.</p> </li> <li> <p data-path-to-node="20,1,0"><strong data-path-to-node="20,1,0" data-index-in-node="0">Executive Reporting:</strong> Define and report on partner-sourced/influenced pipeline and revenue metrics to the CSO and executive leadership team.</p> </li> </ul> <h2 data-path-to-node="22"><strong data-path-to-node="22" data-index-in-node="0">What You’ll Bring</strong></h2> <h3 data-path-to-node="23"><strong data-path-to-node="23" data-index-in-node="0">Experience</strong></h3> <ul data-path-to-node="24"> <li> <p data-path-to-node="24,0,0"><strong data-path-to-node="24,0,0" data-index-in-node="0">12+ Years of Expertise:</strong> Extensive experience in strategic alliances, partner management, or business development, with a heavy focus on server OEM or infrastructure technology.</p> </li> <li> <p data-path-to-node="24,1,0"><strong data-path-to-node="24,1,0" data-index-in-node="0">Proven Track Record:</strong> Demonstrated success in building and scaling high-value alliances with industry leaders such as <strong data-path-to-node="24,1,0" data-index-in-node="117">Dell Technologies, HPE, Lenovo, or Supermicro</strong>.</p> </li> <li> <p data-path-to-node="24,2,0"><strong data-path-to-node="24,2,0" data-index-in-node="0">Revenue Ownership:</strong> Experience owning and delivering on partner-led and co-sell revenue targets.</p> </li> <li> <p data-path-to-node="24,3,0"><strong data-path-to-node="24,3,0" data-index-in-node="0">Field Familiarity:</strong> Deep understanding of field sales organizations and the mechanics of co-sell motions.</p> </li> </ul> <h3 data-path-to-node="25"><strong data-path-to-node="25" data-index-in-node="0">Skills &amp; Competencies</strong></h3> <ul data-path-to-node="26"> <li> <p data-path-to-node="26,0,0"><strong data-path-to-node="26,0,0" data-index-in-node="0">Executive Presence:</strong> Ability to influence and build trust at the C-suite and VP level, both internally and externally.</p> </li> <li> <p data-path-to-node="26,1,0"><strong data-path-to-node="26,1,0" data-index-in-node="0">Strategic &amp; Operational Balance:</strong> Equally comfortable defining a long-term boardroom strategy and diving into the details of a field sales QBR.</p> </li> <li> <p data-path-to-node="26,2,0"><strong data-path-to-node="26,2,0" data-index-in-node="0">Cross-Functional Leadership:</strong> Proven ability to align Product, Marketing, Sales, and Finance around a shared partnership vision.</p> </li> <li> <p data-path-to-node="26,3,0"><strong data-path-to-node="26,3,0" data-index-in-node="0">Commercial Acumen:</strong> Sharp ability to structure complex joint business plans and evaluate partnership ROI.</p> </li> <li> <p data-path-to-node="26,4,0"><strong data-path-to-node="26,4,0" data-index-in-node="0">Storytelling:</strong> Strong communicator capable of translating complex technical and partnership dynamics into clear, compelling narratives.</p> </li> </ul> <h3 data-path-to-node="27"><strong data-path-to-node="27" data-index-in-node="0">Education</strong></h3> <ul data-path-to-node="28"> <li> <p data-path-to-node="28,0,0">Bachelor’s degree required.</p> </li> <li> <p data-path-to-node="28,1,0">MBA or equivalent advanced degree preferred.</p> </li> </ul> <h2 data-path-to-node="30"><strong>Why This Role?</strong></h2> <ul data-path-to-node="31"> <li> <p data-path-to-node="31,0,0"><strong data-path-to-node="31,0,0" data-index-in-node="0">Executive Visibility:</strong> Direct reporting line to the CSO with significant influence on corporate strategy.</p> </li> <li> <p data-path-to-node="31,1,0"><strong data-path-to-node="31,1,0" data-index-in-node="0">Market Impact:</strong> Shape how WEKA’s solutions reach enterprise customers at scale through globally recognized OEM brands.</p> </li> <li> <p data-path-to-node="31,2,0"><strong data-path-to-node="31,2,0" data-index-in-node="0">Strategic Scope:</strong> Own both the vision and execution of alliances central to the company’s growth agenda.</p> </li> </ul> <p><strong>The WEKA Way:</strong></p> <ul> <li><strong>We are Accountable</strong>: We take full ownership, always–even when things don’t go as planned. We lead with integrity, show up with responsibility &amp; ownership, and hold ourselves and each other to the highest standards.</li> <li><strong>We are Brave</strong>: We question the status quo, push boundaries, and take smart risks when needed. We welcome challenges and embrace debates as opportunities for growth, turning courage into fuel for innovation.</li> <li><strong>We are Collaborative</strong>: True collaboration isn’t only about working together. It’s about lifting one another up to succeed collectively. We are team-oriented and communicate with empathy and respect. We challenge each other and conduct positive conflict resolution. We are being transparent about our goals and results. And together, we’re unstoppable.</li> <li><strong>We are Customer Centric</strong>: Our customers are at the heart of everything we do. We actively listen and prioritize the success of our customers, and every decision we make is driven by how we can better serve, support, and empower them to succeed. When our customers win, we win.</li> </ul> <p><br>Concerned that you don’t meet every qualification above?</p> <p><em>Studies have shown that women and people of color may be less likely to apply for jobs if they don’t meet every qualification specified. At WEKA, we are committed to building a diverse, inclusive and authentic workplace. If you are excited about this position but are concerned that your past work experience doesn’t match up perfectly with the job description, we encourage you to apply anyway – you may be just the right candidate for this or other roles at WEKA.</em></p> <p><em>&nbsp;WEKA is an equal opportunity employer that prohibits discrimination and harassment of any kind. We provide equal opportunities to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.</em></p>