Senior Director, Global Strategic Partner Development

Omnissa

Senior Director leading strategic partner development across global SI, OEM, and Alliance partners for an AI-driven digital work platform. Building partnerships that drive revenue growth and enhance customer value.

Posted 7/7/2026full-timeRemote • California • 🇺🇸 United StatesSenior💰 $250,000 - $315,000 per yearWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

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.
Align with Geo Sales leaders to land and expand partner relationships in each geography, quarterbacking global efforts with local execution.
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

What you’ll need

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%).

Benefits

Comp & perks

Competitive compensation and performance incentives
Professional development and executive leadership growth opportunities
Health insurance
Employee ownership
401k with matching contributions
Disability insurance
Paid-time off
Growth opportunities
More

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Partner DevelopmentRevenue GrowthKPI ManagementPerformance Metrics AnalysisContract StructuringPipeline DevelopmentQBR ConductingDigital Workspace KnowledgeCloud TechnologiesSales Enablement Program Design

Soft Skills

Executive PresenceInfluencing SkillsLeadershipCollaborationAnalytical Mindset