The VP Global Partners will manage strategic partnerships with OEMs, lead a global team, develop go-to-market strategies, and drive business growth through collaboration and relationship management.
Description
We are seeking a dynamic and experienced Vice President, Global Partners to lead and manage our strategic partnerships with hardware OEMs worldwide. This senior role will be responsible for overseeing a global team, developing and executing tailored go-to-market strategies, and fostering executive-level relationships with key OEM partners. The successful candidate will collaborate closely with internal stakeholders across sales, marketing, and product teams to align efforts, maximize value from OEM partnerships, and drive business growth.
Key Responsibilities
Strategic Relationship Management
- Build and sustain high-impact relationships with C-level executives and decision-makers within OEM partners globally.
- Serve as the primary liaison between the company and its OEM partners, ensuring alignment of mutual goals.
- Drive strategic discussions to enhance partnership value and foster co-innovation opportunities.
Leadership and Team Management
- Lead and manage a global team responsible for OEM support and partnership success.
- Ensure alignment between global corporate objectives and local OEM resources and activities.
- Develop and mentor team members to achieve operational excellence and maintain a high-performing culture.
Go-to-Market Strategy Development
- Define and implement go-to-market strategies for each OEM partner, tailored to specific regional and global needs.
- Collaborate with direct sales leaders to integrate OEM relationships into broader sales initiatives.
- Identify and prioritize opportunities to leverage OEM relationships for revenue growth and market expansion.
Enablement Strategy Execution
- Create and implement enablement programs that empower OEM partners to effectively promote and sell the company’s software solutions.
- Ensure OEM teams have access to the necessary tools, training, and resources to drive success.
Marketing Collaboration
- Partner with marketing teams to design joint campaigns, co-branded initiatives, and strategic events with OEM partners.
- Develop strategies to enhance brand visibility and market penetration through OEM channels.
Product Strategy Alignment
- Work with product management teams to align product development with OEM market needs and priorities.
- Advocate for OEM feedback and insights to inform product roadmaps and innovation.
- Explore opportunities for co-development of differentiated solutions with OEM partners.
Performance Monitoring and Reporting
- Define and track KPIs to measure the health and performance of OEM partnerships.
- Provide regular updates to executive leadership on relationship progress, business outcomes, and areas for optimization.
Requirements
Experience:
- 15+ years of experience in strategic relationship management or leadership roles, preferably within the software or hardware OEM ecosystem.
- Proven track record of managing complex global partnerships and delivering measurable business results.
Skills and Expertise:
- Deep understanding of the hardware OEM landscape and its intersection with software solutions.
- Strong strategic thinking, with a demonstrated ability to develop and execute go-to-market plans.
- Exceptional communication and negotiation skills, with experience building trusted executive relationships.
- Expertise in leading global teams and working across cultural and regional boundaries.
Education:
- Bachelor’s degree required; advanced degree (MBA or equivalent) preferred.
Other Attributes:
- Results-oriented mindset with the ability to prioritize and execute multiple initiatives simultaneously.
- Collaborative and entrepreneurial spirit, with a focus on innovation and problem-solving.
- Willingness to travel internationally as required (50%).
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