Strategic OEM Partnerships Manager

Rowden; Filton; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Flexible hybrid working

Disability Confident Committed

Job summary

Rowden's edge-first software platform Dovetail seeks a senior, commercially minded OEM lead to own the partner ecosystem end to end. You will identify the right hardware vendors, system integrators and technology providers, run pitches and demos, and negotiate agreements for long-term partnerships.

This is a technical sales role at heart: you will be credible with a partner's engineering leadership while coordinating with a Solutions Engineer for deep integration.

Qualifications

• Own the full deal cycle: prospecting, technical pitch and demo, commercial negotiation, close and ongoing account management.
• Experience negotiating OEM, reseller or technology-licensing agreements, including commercial terms, revenue share and SLAs.
• Technically fluent in edge/security/platform software to hold credible conversations with engineering leadership, and to know when to bring in a Solutions Engineer.
• Track record finding and engaging the right stakeholders inside unfamiliar organisations without warm introductions.
• Strong CRM and pipeline discipline with accurate forecasting.

Responsibilities

• Identify, prioritise and build relationships with OEMs, hardware vendors and system integrators for Dovetail's partner ecosystem.
• Lead the technical and commercial pitch for Dovetail, partnering with a Solutions Engineer for deep integration questions.
• Negotiate and close OEM and licensing agreements with Legal on commercial terms, revenue share and SLAs.
• Own long-term relationships with signed partners, including renewals, expansion and escalation management.
• Build and maintain a target account list and pipeline across the global OEM and system integrator landscape.
• Represent Dovetail at a senior level with partners and internal leadership.
• Act as the connective tissue between partners and Rowden's Product/Engineering teams.

Skills

OEM relationships

Technical credibility

CRM discipline

Pipeline management

Stakeholder engagement

Education

Bachelor's degree in engineering/related field

Tools

CRM software

Contract management

Job description

Rowden's edge-first software platform Dovetail seeks a senior, commercially minded OEM lead to own the partner ecosystem end to end. You will identify the right hardware vendors, system integrators and technology providers, run pitches and demos, and negotiate agreements for long-term partnerships.

This is a technical sales role at heart: you will be credible with a partner's engineering leadership while coordinating with a Solutions Engineer for deep integration.