Sr. Director of Strategic Alliances - Server OEM Partners

WEKA

13d

About The Position

WEKA is seeking a seasoned, strategic, and results-driven Sr. Director of Strategic Alliances - Server OEM Partners 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. This is not a traditional sales role. 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. 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.

Requirements

12+ Years of Expertise: Extensive experience in strategic alliances, partner management, or business development, with a heavy focus on server OEM or infrastructure technology.
Proven Track Record: Demonstrated success in building and scaling high-value alliances with industry leaders such as Dell Technologies, HPE, Lenovo, or Supermicro.
Revenue Ownership: Experience owning and delivering on partner-led and co-sell revenue targets.
Field Familiarity: Deep understanding of field sales organizations and the mechanics of co-sell motions.
Executive Presence: Ability to influence and build trust at the C-suite and VP level, both internally and externally.
Strategic & Operational Balance: Equally comfortable defining a long-term boardroom strategy and diving into the details of a field sales QBR.
Cross-Functional Leadership: Proven ability to align Product, Marketing, Sales, and Finance around a shared partnership vision.
Commercial Acumen: Sharp ability to structure complex joint business plans and evaluate partnership ROI.
Storytelling: Strong communicator capable of translating complex technical and partnership dynamics into clear, compelling narratives.
Bachelor’s degree required.

Nice To Haves

MBA or equivalent advanced degree preferred.

Responsibilities

Strategic Alliance Leadership
Executive Ownership: Serve as the primary relationship owner for top-tier server OEM and systems partners, building trusted, C-suite level relationships.
Vision & Roadmap: Define the multi-year vision for each strategic partnership, including shared KPIs, joint investment areas, and comprehensive business plans.
Joint Product Strategy: Lead the evolution of a joint product strategy that goes beyond integration to shape how technologies are architected and positioned together.
Market Opportunity: Identify and prioritize market opportunities where combined capabilities create differentiated value, translating them into structured joint solution initiatives.
Internal Advocacy: Act as the internal champion for partner-informed product investment, ensuring the "voice of the partner" is represented in engineering prioritization and roadmap planning.
GTM Operationalization & Field Enablement
Force Multiplier: Build strong working relationships with regional sales leaders to understand field needs and refine alliance programs to maximize adoption.
Sales Readiness: Partner with Marketing and Sales Ops to equip field teams with the tools, training, and playbooks needed to execute effectively with OEM partners.
Escalation Management: Act as the strategic resource for field sellers navigating complex OEM engagements, helping unlock high-value deals.
Performance Tracking: Establish regular cadences to communicate partner program updates, highlight co-sell opportunities, and reinforce best practices.
Supply Chain & Reseller Channel Management
End-to-End Management: Manage the OEM partners' role as both resellers and key participants in WEKA's solution delivery supply chain.
Commercial Frameworks: Develop and maintain pricing structures, commercial terms, and program frameworks that optimize for simplicity and partner profitability.
Solution Integrity: Collaborate with Solutions Architecture teams to ensure partners deliver validated, end-to-end solutions that combine partner hardware with WEKA software seamlessly.
Velocity Initiatives: Drive deep integration into OEM partner catalogs and configuration tools to reduce friction and increase fulfillment velocity.
Revenue Growth & Business Performance
ARR Growth: Own and drive Annual Recurring Revenue (ARR) growth through partner-led and partner co-sell channels.
Executive Reporting: Define and report on partner-sourced/influenced pipeline and revenue metrics to the CSO and executive leadership team.