Director, OEM Partnerships & Licensing Strategy

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

Benefits offered by this job

Hybrid work environment

Comprehensive benefits package

Job summary

NetApp, Inc. is seeking a Director of OEM Programs to own and expand our OEM partner ecosystem, collaborating with Executive Leadership, Product, Engineering, Legal, Finance, and Sales to design compelling commercial licensing models.

You will scale partnerships, build business cases, lead negotiations, and develop a high-performing team, with responsibility for KPIs, onboarding, and go-to-market readiness across regions.

Qualifications

• 10+ years in OEM, channel, alliances, or partnerships.
• 5+ years in a leadership role.
• Experience growing OEM or embedded-technology partnerships.
• Experience structuring licensing and pricing models.
• Strong financial forecasting and deal modeling.
• Executive-level communication and cross-functional leadership.

Responsibilities

• Own strategy and P&L impact of the OEM program.
• Identify and prioritize new OEM opportunities with business cases.
• Design and launch licensing models (royalty, subscription, consumption).
• Lead negotiations of OEM agreements with Legal and Finance.
• Drive partner onboarding, integration, and go-to-market readiness.
• Build and lead a team of OEM program and partner managers.
• Define and track program KPIs and health.
• Escalation point for partner issues and roadmap alignment.

Skills

OEM strategy

P&L ownership

Executive engagement

Partnership management

Negotiation

Cross-functional leadership

Financial acumen

Revenue forecasting

Deal modeling

Roadmap planning

Education

Bachelor's degree

MBA or equivalent experience

Job description

NetApp, Inc. is seeking a Director of OEM Programs to own and expand our OEM partner ecosystem, collaborating with Executive Leadership, Product, Engineering, Legal, Finance, and Sales to design compelling commercial licensing models.

You will scale partnerships, build business cases, lead negotiations, and develop a high-performing team, with responsibility for KPIs, onboarding, and go-to-market readiness across regions.