Senior Director of Strategic Alliances, WEKA
Server OEM Partners
Salary not provided
Expert level
Remote from US
AI-native data platform
Be an early applicant
AI-native data platform
501-1000 employees
B2BArtificial IntelligenceData storageEnterpriseDeep TechAnalyticsMachine LearningSaaSData AnalysisCloud Computing
Be an early applicant
Salary not provided
Expert level
Remote from US
501-1000 employees
B2BArtificial IntelligenceData storageEnterpriseDeep TechAnalyticsMachine LearningSaaSData AnalysisCloud Computing
Company mission
To power the possibilities of the future by eradicating the compromises of the past.
Role
Who you are
- 12+ Years of Expertise: Extensive experience in strategic alliances, partner management, or business development, with a heavy focus on server OEM or infrastructure technology
- Proven Track Record: Demonstrated success in building and scaling high-value alliances with industry leaders such as Dell Technologies, HPE, Lenovo, or Supermicro
- Revenue Ownership: Experience owning and delivering on partner-led and co-sell revenue targets
- Field Familiarity: Deep understanding of field sales organizations and the mechanics of co-sell motions
- Executive Presence: Ability to influence and build trust at the C-suite and VP level, both internally and externally
- Strategic & Operational Balance: Equally comfortable defining a long-term boardroom strategy and diving into the details of a field sales QBR
- Cross-Functional Leadership: Proven ability to align Product, Marketing, Sales, and Finance around a shared partnership vision
- Commercial Acumen: Sharp ability to structure complex joint business plans and evaluate partnership ROI
- Storytelling: Strong communicator capable of translating complex technical and partnership dynamics into clear, compelling narratives
- Bachelor’s degree required
- MBA or equivalent advanced degree preferred
- If you are excited about this position but are concerned that your past work experience doesn’t match up perfectly with the job description, we encourage you to apply anyway – you may be just the right candidate for this or other roles at WEKA
What the job involves
- 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
- 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
- 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 field sellers navigating complex OEM engagements, helping unlock high-value deals
- Performance Tracking: Establish regular cadences to communicate partner program updates, highlight co-sell opportunities, and reinforce best practices
- This role may require up to 40% travel to support partner engagements, field alignment, and
- Executive relationship development
- End-to-End Management: Manage the OEM partners' role as both resellers and key participants in WEKA's solution delivery supply chain
- Commercial Frameworks: Develop and maintain pricing structures, commercial terms, and program frameworks that optimize for simplicity and partner profitability
- Solution Integrity: Collaborate with Solutions Architecture teams to ensure partners deliver validated, end-to-end solutions that combine partner hardware with WEKA software seamlessly
- Velocity Initiatives: Drive deep integration into OEM partner catalogs and configuration tools to reduce friction and increase fulfillment velocity
- ARR Growth: Own and drive Annual Recurring Revenue (ARR) growth through partner-led and partner co-sell channels
- Executive Reporting: Define and report on partner-sourced/influenced pipeline and revenue metrics to the CSO and executive leadership team
- Executive Visibility: Direct reporting line to the CSO with significant influence on corporate strategy
- Market Impact: Shape how WEKA’s solutions reach enterprise customers at scale through globally recognized OEM brands
- Strategic Scope: Own both the vision and execution of alliances central to the company’s growth agenda
Our take
For data-driven organizations, WEKA supplies a platform for storing, processing and managing data across the cloud and on-prem. As an AI-native platform, it supports the transformation of data silos into pipelines capable of fuelling next-gen workloads like AI and HPC.
With traditional infrastructure often hindering data-led processes rather than helping them, WEKA is somewhat of a breath of fresh air for its customers. The company's comprehensive approach, alongside support for both Windows and Linux, enables it to serve many types of organization including those that are just taking off.
WEKA does have a few notable competitors, such as VAST Data, but has stood out thus far by delivering the fastest file system on the market. It has also raised considerable funding, which supports expanded product offerings, and has made notable partnerships such as with NVIDIA.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Top investors
22% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2024
$140m
SERIES E
Nov 2022
$135m
SERIES D
Total funding: $465.1m
Company benefits
- Care package received upon hire: backpack, multiple shirts etc.
- 401(k)
- Stock options available
- Cellular phone plan coverage
- On and off-location meal perks
- Dental, vision, life & disability insurance
- Work-related travel reimbursement
- Flexible spending account
- Parental leave
- Professional development assistance
- A tech stack with Laptop or PC of choice, up to 2 monitors, office phone, headset
- Work from home opportunities
- Health insurance
- Career development
- At least one offsite event per quarter with spontaneous office gatherings regularly
Company HQ
Pruneyard / Dry Creek, Campbell, CA
Leadership
Liran Zvibel
(Co-Founder & CEO)Studied Mathematics and Computer Science at Tel Aviv University. Previously Software Engineer at InSightec for 1 year and Co-Founder & VP R&D at Fusic for 3 years.
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