Director, Business Development(OEM & Strategic Pursuit)

Saviynt

82d

About The Position

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 executing high-impact, complex commercial partnerships centered on Original Equipment Manufacturer (OEM) agreements and major strategic business pursuits. 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.

Requirements

• 10+ years of experience in enterprise technology with a direct focus on complex business development, OEM programs, or strategic deal pursuit.
• Proven track record of structuring, negotiating, and closing OEM, embedded, or white-label partnerships with direct, measurable revenue impact.
• 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.

Nice To Haves

• 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.

Responsibilities

• Define and execute the global OEM and embedded partnership strategy, including identifying priority partners for white-label and co-development deals.
• Lead negotiations for complex, multi-year commercial agreements, managing pricing, licensing structures, SLAs, and technical support frameworks for OEM/embedded partners.
• Own and manage the full lifecycle of OEM partnerships, including onboarding, performance tracking, and contract renewals.
• Develop and manage joint business plans and performance tracking for high-value OEM partners.
• Identify, prioritize, and drive major strategic business pursuits—high-value commercial opportunities that require complex internal alignment and executive sponsorship.
• Work with sales, legal, and finance teams to structure and close multi-million dollar deals and strategic alliances that fall outside standard channel or alliance programs.
• Serve as the senior executive liaison to strategic partners during the pursuit and closing phases, ensuring long-term strategic engagement.
• Establish and maintain co-sell and referral programs with strategic partners to drive qualified pipeline and revenue growth.
• Collaborate with product and engineering teams to ensure product requirements for OEM and embedded use cases are prioritized and met.
• 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.
• Align closely with Product Management, Sales, Engineering, Legal, and Finance to ensure partner success across the deal lifecycle.

What This Job Offers

• Career Level: Senior
• Number of Employees: 1,001-5,000 employees