Database OEM Partner Manager

Summary

Join Actian as a Database OEM Partner Manager to lead and expand our OEM partner ecosystem across North America. This strategic role involves managing relationships with key partners, driving joint go-to-market initiatives, and ensuring partner enablement to achieve revenue growth. You will develop and execute a comprehensive OEM partner strategy, identify and onboard new partners, and manage existing relationships. Collaboration with internal teams (product management, engineering, legal, and finance) is crucial for structuring and negotiating agreements. You will also drive business planning with partners, monitor key performance metrics, and serve as the liaison between partners and internal stakeholders. This role requires significant travel (up to 25%).

Requirements

• Bachelor’s degree in business, Computer Science, or a related field (MBA preferred)
• 7+ years of experience in partner management, business development, or enterprise software sales, ideally with a focus on OEM or ISV partnerships
• Deep understanding of database technologies (SQL, NoSQL, cloud-native DBs) and enterprise software licensing models
• Proven experience negotiating complex licensing and reseller agreements
• Strong strategic thinking, communication, and cross-functional leadership skills
• Self-starter with the ability to manage multiple priorities in a fast-paced environment
• Willingness to travel as needed (up to 25%)

Responsibilities

• Develop and execute a comprehensive OEM partner strategy for North America, aligned with overall global objectives
• Identify, recruit, and onboard new OEM partners that align with our technology and market strategy
• Manage existing OEM relationships, focusing on long-term strategic alignment, satisfaction, and joint success
• Collaborate with product management, engineering, legal, and finance to structure and negotiate OEM licensing agreements
• Drive business planning with partners, including pipeline development, joint marketing, enablement, and quarterly business reviews
• Monitor and report on key performance metrics including OEM revenue, partner health, and opportunity pipeline
• Serve as the main liaison between OEM partners and internal stakeholders to ensure product, support, and delivery excellence
• Represent the company at industry events, trade shows, and partner conferences across the region

Preferred Qualifications

• Experience working with global or large regional OEMs, ISVs, or SaaS vendors
• Knowledge of database platforms such as Oracle, PostgreSQL, MongoDB, MySQL, or similar
• Familiarity with cloud platforms (AWS, Azure, GCP) and integration strategies for embedded software

Benefits

• Competitive base salary plus performance-based bonuses or commissions
• Health, dental, and vision insurance
• Retirement savings plan
• Generous PTO and flexible work arrangements