Job description
Ready to be the architect of Saviynt’s next wave of growth? We’re looking for a seasoned deal-maker to define, negotiate, and close our most complex OEM and Strategic Pursuit partnerships. If you have a decade of experience driving multi-million dollar commercial agreements that fundamentally change market reach, it’s time to join our leadership team and make an immediate revenue impact.
The Sr. Director, Business Development (OEM & Strategic Pursuit) is responsible for defining, negotiating, and closing high-impact, multi-million dollar commercial partnerships. Your mandate is to secure Original Equipment Manufacturer (OEM) agreements that drive massive scale and embed our cutting-edge cybersecurity solutions into the core offerings of market leaders.
This leader will drive outbound commercial motions, spearheading large-scale, embedded, and white-label agreements that integrate Saviynt’s platform or technology as a core component of a partner’s solution. The role demands strong executive negotiation skills, financial modeling acumen, and the ability to drive strategic engagement with top-tier partners. This leader will be the key liaison for all commercial terms and joint business planning for the most critical strategic engagements.
What You’ll Be Doing: The Impact You’ll Make
- You will be the primary commercial driver, owning the full sales cycle from initial contact to contract close, with a laser focus on pipeline generation and exceeding embedded channel revenue targets
Dominate OEM Embedded Channel Sales & Deal Execution:
- Negotiate, influence, and seal high-stakes OEM embedded joint product deals with Tier 1 solution providers across the security, networking, and cloud verticals.
- Deliver and exceed assigned revenue targets for embedded channel sales.
- Aggressively build and accelerate a multi-year pipeline of high-value OEM opportunities that ensure sustained, predictable growth.
- Develop and execute the strategic account plans required to position and embed our products within premier, must-win vendor/solution providers.
- Lead the commercial negotiation for complex, multi-year contracts, ensuring “win-win” structures that maximize lifetime value (LTV) and profitability.
- Deliver compelling, value-driven presentations that generate immediate demand and articulate the critical ROI of embedding our technology
Executive Relationship and Account Penetration
Network extensively and build deep, trusting relationships with C-Suite decision-makers, champions, and multiple decision influencers in your target channel accounts.
Gain an unfiltered understanding of the account’s executive decision-making and buying processes, enabling you to navigate complex organizational structures and map them directly to our internal counterparts.
Identify, qualify, and mitigate all commercial risks and go-to-market barriers, turning them into actionable business solutions.
Serve as the senior executive liaison to strategic partners during the pursuit and closing phases, ensuring long-term strategic engagement.
Sales Strategy & Internal Alignment
Work directly with Product and Engineering to ensure the commercial priorities and OEM use cases (especially those leveraging our quantum expertise) are prioritized and delivered.
Partner with Sales and Marketing teams to design and execute high-conversion co-sell motions and demand generation activities.
Enable internal sales teams and partner sellers to successfully position and sell the embedded or white-labeled solutions.
Act as a public-facing evangelist at key partner events and executive roundtables.
What You Bring:
This role requires a proven track record in cybersecurity sales and the ability to command a room when positioning our revolutionary quantum technologies and expertise.
- Significant, demonstrable experience closing large deals across a cybersecurity product suite.
- Must have direct OEM sales experience getting software or hardware embedded into major vendor solutions.
- Proven track record of structuring, negotiating, and closing OEM, embedded, or white-label partnerships with direct, measurable revenue impact.
- Highly networked and possess deep, active relationships within the key business lines of networking, security, or cloud providers.
- Deep understanding of SaaS commercial models, licensing structures, and financial drivers for large-scale partnership agreements.
- Outstanding executive communication, negotiation, and relationship management skills.
- Experience launching co-sell frameworks and joint GTM initiatives with measurable impact.
Preferred Attributes
- Prior experience building a partner program from the ground up or significantly expanding a mid-stage partner ecosystem.
- Familiarity with Saviynt or adjacent identity and governance platforms.
- Background in cybersecurity, cloud-native security, or IT operations tools.
