Director, OEM Partnerships & Growth

NetApp; Wichita (KS); Hybrid; USD 228,000 - 321,000; Full time

Benefits offered by this job

Health Insurance

Retirement plan

Employee Stock Purchase Plan

RSUs

Job summary

NetApp seeks a Director of OEM Programs to own and expand its OEM partner ecosystem. You will grow partnerships, evaluate new opportunities, and design commercial licensing models to open new routes to market. This is a high-visibility role collaborating with executive leadership, Product, Engineering, Legal, Finance, and Sales.

You will lead a team of OEM program and partner managers, define KPIs, and drive go-to-market readiness across functions to maximize OEM revenue and partner success.

Qualifications

• 10+ years of experience in OEM, channel, alliances, or strategic partnership management, including 5+ years in a leadership role.
• Proven record of growing OEM or embedded-technology partnerships and closing complex, multi-year agreements.
• Hands-on experience structuring licensing and pricing models and negotiating commercial terms.
• Strong financial acumen, including revenue forecasting, deal modeling, and partner profitability.
• Executive-level communication and relationship skills, with the ability to influence across partners and internal teams.
• Strong cross-functional leadership across Product, Engineering, Legal, Finance, and Sales.
• Bachelor's degree required; MBA or equivalent preferred.

Responsibilities

• Own the strategy and P&L impact of the OEM program. Maintain and grow existing OEM partnerships through joint planning, executive engagement, and regular business reviews.
• Work with OEM sales to identify, evaluate, and prioritize new OEM opportunities. Build business cases covering market fit, technical integration, revenue potential, and strategic value.
• Design and launch new commercial licensing models (for example, royalty, subscription, consumption-based, and embedded or white-label), which enable new routes to market.
• Lead negotiation and structuring of OEM agreements, working with Legal and Finance on pricing, terms, and risk.
• Drive partner onboarding, integration, certification, and go-to-market readiness with Engineering, Product, and Sales Operations.
• Build and lead a team of OEM program and partner managers. Set goals, develop talent, and establish clear operating processes.
• Define and track program KPIs, and metrics to measure the ongoing health of OEM business.
• Serve as the escalation point for partner issues and align internal stakeholders on roadmap, support, and commercial commitments.

Skills

OEM partnership growth

Leadership experience

Licensing & pricing models

Financial forecasting

Executive communication

Cross-functional leadership

Education

Bachelor's degree

MBA or equivalent

Job description

NetApp seeks a Director of OEM Programs to own and expand its OEM partner ecosystem. You will grow partnerships, evaluate new opportunities, and design commercial licensing models to open new routes to market. This is a high-visibility role collaborating with executive leadership, Product, Engineering, Legal, Finance, and Sales.

You will lead a team of OEM program and partner managers, define KPIs, and drive go-to-market readiness across functions to maximize OEM revenue and partner success.