Director, Global Strategic Partner Development

Senior Director, Global Strategic Partner Development

Location - Mountain View, CA or Remote, United States

Omnissa is the first AI driven digital work platform, built to support flexible, secure, work from anywhere experiences. We integrate industry leading solutions, including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance, into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost.

Guided by our Core Values:
Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value. We're growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we'd love to hear from you.

The role:

The Senior Director, Global Strategic Partner Development at Omnissa is a critical leadership opportunity for a seasoned executive who thrives on building and scaling partnerships with large, complex global organizations that translate into significant incremental revenue and topline contribution. This is a builder role for a leader who has deep existing relationships within the global SI and OEM ecosystem and is passionate about creating new business in a high growth environment.

You will lead a team of Partner Development Managers and drive end to end partner relationships across Global Systems Integrators (SIs), OEMs, and Alliances that generate incremental revenue, expand market reach, and deliver exceptional customer value.

What is the Opportunity?

Omnissa is looking for an experienced Senior Director, Global Strategic Partner Development to lead our global SI/OEM and Alliance partner development function. Reporting to the VP of Global Partner Ecosystem Strategy & Operations, this role is responsible for driving the overall partner relationship across SIs and OEMs, collaborating with product teams to build joint solutions and joint development offerings. For Alliance partnerships, the product and alliances teams lead the overall product development relationship while this role leads all channel GTM efforts.

This role owns the partner development lifecycle, from contract negotiation and joint development strategy through GTM execution and joint selling, while orchestrating cross functional alignment across Sales, Product, Legal, Finance, Marketing, and Operations.

You will lead a team of Partner Development Managers assigned to an identified group of global strategic SI/OEM and Alliance partners. You will quarterback global efforts working closely with geo sales leads to land and build those relationships in each geography. You will work cross functionally with key teams from Omnissa's Field Sales, Systems Engineering, Partner & Field Marketing, Alliances, and other partner teams to attain and exceed growth objectives.

The Sr. Director is responsible for meeting and exceeding the assigned growth MBOs and driving the FY27+ strategic partner revenue plan.

Key Responsibilities

• Lead, mentor, and scale a team of Partner Development Managers across SI/OEM and Alliance segments, setting clear MBOs and performance expectations.
• Define and execute the FY27+ Strategic Partner Development strategy targeting incremental revenue growth across SI, OEM, and Alliance partnerships
• Serve as the executive relationship owner for assigned strategic partners, building C level and VP level relationships across partner organizations
• Represent the partner development function in executive leadership reviews and cross functional planning sessions.
• Lead G/SI, OEM, and Alliance partnerships, and build end to end relationships with partner stakeholders from management to technical to sales/marketing leads.
• Work with the partners to develop the partner's offerings around Omnissa solutions and drive go to market, collaborating deeply with the Omnissa product team.
• Drive partner development and partner sales of those joint solutions via resell, outsource, OEM, and managed services transactional models.
• Drive sales and GTM alignment and revenue growth through geo sales engagement.
• Lead complex contract negotiations across multiple agreement structures including OPPA, PHSP, and TAP program enrollment.
• Navigate multi entity participation agreements, compliance requirements, and partnership transitions.
• Develop and present executive briefing materials, redline analyses, and strategic recommendation documents for VP/SVP level review.
• Align with Geo Sales leaders to land and expand partner relationships in each geography, quarterbacking global efforts with local execution.
• Coordinate with Product, Alliances, Partner Marketing, Systems Engineering, and Field Sales to drive cohesive partner engagement strategies.
• Drive alignment with the Alliance team on Annual Operating Plan (AOP) objectives and shared partner engagement where swim lanes intersect.
• Own partner performance metrics: PID/JID pipeline, bookings, partner sourced new logo…