[Hiring] Sr. Director of Strategic Alliances - Server OEM Partners @WEKA

Role Description

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.

• Build partnerships, programs, joint solutions, and operational frameworks.
• Manage multi-dimensional relationships with partners who are technology alliance partners, resellers of WEKA software, and integral members of our supply chain.

Key Responsibilities

• Strategic Alliance Leadership
  • Serve as the primary relationship owner for top-tier server OEM and systems partners, building trusted, C-suite level relationships.
  • Define the multi-year vision for each strategic partnership, including shared KPIs, joint investment areas, and comprehensive business plans.
  • Lead the evolution of a joint product strategy that shapes how technologies are architected and positioned together.
  • Identify and prioritize market opportunities where combined capabilities create differentiated value.
  • Act as the internal champion for partner-informed product investment.
• GTM Operationalization & Field Enablement
  • Build strong working relationships with regional sales leaders to understand field needs.
  • Partner with Marketing and Sales Ops to equip field teams with the necessary tools and training.
  • Act as the strategic resource for field sellers navigating complex OEM engagements.
  • Establish regular cadences to communicate partner program updates and reinforce best practices.
• Supply Chain & Reseller Channel Management
  • Manage the OEM partners' role as both resellers and key participants in WEKA's solution delivery supply chain.
  • Develop and maintain pricing structures, commercial terms, and program frameworks.
  • Collaborate with Solutions Architecture teams to ensure partners deliver validated solutions.
  • Drive deep integration into OEM partner catalogs and configuration tools.
• Revenue Growth & Business Performance
  • Own and drive Annual Recurring Revenue (ARR) growth through partner-led and partner co-sell channels.
  • Define and report on partner-sourced/influenced pipeline and revenue metrics.

Qualifications

• 12+ Years of Expertise in strategic alliances, partner management, or business development.
• Proven Track Record of building and scaling high-value alliances with industry leaders.
• Experience owning and delivering on partner-led and co-sell revenue targets.
• Deep understanding of field sales organizations and co-sell motions.

Skills & Competencies

• Ability to influence and build trust at the C-suite and VP level.
• Equally comfortable defining a long-term strategy and diving into details.
• Proven ability to align Product, Marketing, Sales, and Finance around a shared vision.
• Sharp ability to structure complex joint business plans and evaluate partnership ROI.
• Strong communicator capable of translating complex dynamics into clear narratives.

Education

• Bachelor’s degree required.
• MBA or equivalent advanced degree preferred.

Why This Role?

• Direct reporting line to the CSO with significant influence on corporate strategy.
• Shape how WEKA’s solutions reach enterprise customers at scale.
• Own both the vision and execution of alliances central to the company’s growth agenda.

The WEKA Way

• We are Accountable: We take full ownership, always.
• We are Brave: We question the status quo and embrace challenges.
• We are Collaborative: True collaboration is about lifting one another up.
• We are Customer Centric: Our customers are at the heart of everything we do.

Concerned that you don’t meet every qualification above? At WEKA, we are committed to building a diverse, inclusive, and authentic workplace. If you are excited about this position but are concerned that your past work experience doesn’t match up perfectly, we encourage you to apply anyway.

WEKA is an equal opportunity employer that prohibits discrimination and harassment of any kind.