OEM & Technology Alliances Lead

Description

Location: Austin, TX or Indianapolis, IN
Work Model: Hybrid, minimum three days per week in the office
Reports To: Vice President, Business Development
Travel: Regular North American and international travel required

Scale Computing is looking for an experienced OEM & Technology Alliances Lead to develop and grow strategic relationships with hardware manufacturers, OEMs, ODMs, technology vendors, and alliance partners.

This role is focused on creating mutually valuable business opportunities with technology partners by bringing together complementary products, solutions, routes to market, and customer relationships. The successful candidate will work with partners to develop joint business plans, identify co-sell opportunities, and determine where combined offerings can create value for Scale Computing, its partners, and their customers.

The role will also help develop Scale Computing's broader alliance portfolio by identifying complementary technologies and services that can strengthen Scale's offerings and create new opportunities for its partners and customers.

This is an indirect sales and business development role requiring close collaboration with Scale Computing's regional sales teams, as well as the business development, sales, product, and partner organizations of our strategic technology partners.

• Develop and grow strategic relationships with selected OEM, ODM, hardware, and technology alliance partners.
• Create joint business and go-to-market plans that align Scale Computing's capabilities with partner technologies, customer bases, and market opportunities.
• Identify and develop co-sell opportunities where Scale Computing solutions can be combined with partner hardware, platforms, or services.
• Work with partner sales and business development organizations to generate and progress joint opportunities.
• Collaborate with Scale Computing's regional sales teams to support partner-led and jointly developed customer opportunities.
• Identify complementary technologies and services that can expand Scale Computing's alliance portfolio and create additional value for partners and customers.
• Develop commercial models and routes to market that enable Scale Computing and its partners to sell complementary solutions together.
• Build relationships across partner organizations, including executive leadership, business development, sales, product management, engineering, and channel teams.
• Develop business cases based on market opportunity, strategic fit, partner economics, customer value, and revenue potential.
• Support the development and negotiation of OEM, resale, co-sell, technology alliance, and other strategic partnership agreements.
• Identify significant new OEM and technology alliance opportunities that can expand Scale Computing's market reach or solution portfolio.
• Coordinate with Scale Computing's Sales, Solution Architecture, Product, Marketing, Finance, Legal, and Operations teams.
• Represent Scale Computing at partner meetings, executive briefings, customer engagements, conferences, and industry events.

Success in this role will be measured by the ability to turn strategic technology relationships into measurable business opportunities, including:

• Pipeline and bookings generated through OEM and alliance partners.
• Growth and expansion of existing strategic OEM and technology relationships.
• Joint business and go-to-market plans established and executed with priority partners.
• Qualified co-sell opportunities developed with partner sales organizations.
• New OEM and technology alliance relationships established and successfully activated.
• Expansion of Scale Computing solutions within OEM partner offerings.
• Complementary alliance solutions successfully introduced into Scale Computing's partner and customer ecosystem.

At Scale Computing, we empower clients of all sizes with intelligent, AI-ready edge and managed network services platforms designed to reduce complexity, enhance performance and resilience, and provide end-to-end visibility and control.

Scale Computing's culture is grounded in its VOICE principles: Vigilant, Owner, Integrity, Champion, and Empower. We are an "all-in" organization where employees are expected to own outcomes and connect their work to meaningful business results.

Requirements

• 5+ years of relevant experience in OEM business development, technology alliances, strategic partnerships, channel development, or a related technology-industry role, with 8-10+ years strongly preferred.
• Demonstrated experience working with hardware manufacturers, OEMs, ODMs, infrastructure vendors, software vendors, or other technology partners.
• Strong understanding of indirect sales models and how technology vendors develop and execute joint go-to-market strategies.
• Experience developing relationships across sales, business development, product, and technical organizations.
• Proven ability to translate technology partnerships into executable business plans and revenue opportunities.
• Experience identifying and developing co-sell opportunities with strategic technology partners.
• Strong commercial acumen and an understanding of partner economics, routes to market, and recurring-revenue models.
• Ability to assess the strategic and commercial fit of complementary technologies and solutions.
• Experience working across organizational boundaries to progress complex partner-led opportunities.
• Strong negotiation, presentation, relationship-management, and communication skills.
• Ability to build relationships with senior and executive-level stakeholders.
• Ability and willingness to travel regularly throughout North America and internationally.
• Must possess and maintain a valid passport.
• Ability to work from a Scale Computing office at least three days per week.

• Experience developing OEM, embedded, resale, co-sell, or technology alliance agreements.
• Experience working with server, edge computing, virtualization, networking, cybersecurity, data protection, cloud, or infrastructure software technologies.
• Experience building joint solutions involving hardware and software from multiple technology vendors.
• Experience developing and commercializing complementary third-party solutions through an alliance or partner ecosystem.
• Existing relationships within the OEM, infrastructure, or technology alliance ecosystem.