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OEM Business Development Manager

VAST Data

VAST Data

Sales & Business Development
United States
Posted on Tuesday, May 7, 2024

OEM Business Development Manager

  • Business Development
  • United States
  • Full-time
  • ID: VDT25557

Description

VAST Data is looking for an OEM Business Development Manager to join our growing team!

This is a great opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence.

"VAST's data management vision is the future of the market."- Forbes

VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalog, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud.

Our success has been built through intense innovation, a customer-first mentality and a team of fearless VASTronauts who leverage their skills & experiences to make real market impact. This is an opportunity to be a key contributor at a pivotal time in our company’s growth and at a pivotal point in computing history.

From inception to launch, the OEM Business Development Manager is pivotal in seeking out new OEM or embedded partnership opportunities for the VAST Data Platform software. This strategic position demands strong cross-functional skills to effectively collaborate with multiple teams across VAST Data and partner organizations, culminating in the successful launch of a joint offering into the market.

RESPONSIBILITIES:



  • Define a target list of potential partners spanning IT infrastructure providers to industry-specific solution providers and beyond.
  • Drive partnership pursuits by articulating and advocating the value proposition of the VAST Data Platform within the partners' products and solutions, fostering mutual business growth.
  • Lead negotiations of agreements and contracts with identified partners, encompassing framework agreements and commercial terms.
  • Oversee and guide a cross-functional team, including collaboration with architects and engineering, to develop and validate the joint offering alongside the partner.
  • Define clear roles and responsibilities of the joint offering with the partner, covering the entire Go-To-Market (GTM) motion from marketing to sales to support.
  • Act as the primary liaison within VAST Data for the partner, ensuring a seamless launch and, if needed, transitioning to a dedicated alliance sales team.
  • Effectively communicate the value proposition of the joint solution/offering to internal stakeholders and external parties through high-level messaging.

Requirements

  • 12+ years of experience in business development or sales roles, ideally with a minimum of 5 years' experience in managing complex OEM/embedded partnerships.
  • Positive energy, optimism and vision.
  • Ability to perform in an unstructured environment.
  • Understanding of classic unstructured data applications and next-generation analytics and web frameworks.
  • Preparation and/or delivery of technical product and architecture presentations to customers and trainees.
  • Knowledge of virtualization, high-performance networking and enterprise security.
  • Excellent verbal and written communication skills