Sr. Director of Strategic Alliances - Server OEM Partners

About the Role

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.

Key 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 resolving partner-related escalations and ensuring alignment across teams.