Director, Business Development(OEM & Strategic Pursuit)

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.