Director, OEM Sales
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Job Location:
Tysons Corner, VA - USA
Monthly Salary:
Not Disclosed
Posted on:
30+ days ago
Vacancies:
1 Vacancy
Department:
Job Summary
The Role: Strategy is expanding its OEM business as a core growth lever for Mosaic. We are seeking a Director OEM Sales to own scale and optimize our OEM commercial strategy. This is a commercial leadership role with direct accountability for OEM revenue pricing models deal structures and long-term OEM growth strategy. You will act as the OEM GM for the Mosaic product forming a point of view on where and how we should pursue OEM opportunities how they should be priced and packaged and how OEM sales should be operationalized and measured. The role reports directly to our Vice President New Logo Sales and will carry a direct OEM revenue number. You will lead a small team of Account Executives to support OEM execution across the broader sales organization.
Your Focus:
OEM Strategy & Commercial Leadership
- Own the end-to-end OEM commercial strategy for Mosaic including target segments deal structures pricing models and revenue mechanics
- Develop a clear point of view on modern OEM commercial models (embedded analytics consumption-based revenue share hybrid licensing etc.)
- Define which OEM opportunities Strategy should pursueand which it should not
Revenue Ownership & Execution
- Carry a dedicated OEM quota and be measured on OEM-sourced and OEM-influenced revenue
- Partner with field AEs to support shape and close OEM deals acting as the OEM commercial expert in complex negotiations
- Ensure OEM deals are scalable repeatable and aligned with long-term margin and growth objectives
Mosaic Inside/OEM Sales Pod
- Build and leverage a small specialized OEM Inside Sales team (23 reps) focused on Mosaic OEM opportunities
- Establish operating cadence pipeline discipline and performance metrics for OEM Inside
- Act as a multiplier for the broader sales team by enabling OEM deal velocity and consistency
Cross-Functional Leadership
- Work closely with Sales Operations Product Legal and Finance to define:
- OEM pricing frameworks
- Deal approval thresholds
- OEM-specific metrics and reporting
- Influence product and packaging decisions based on OEM market needs and commercial realities
Qualifications :
Required Experience
- Bachelors degree from an accredited college or university
- 10 years of experience in enterprise software sales OEM sales or commercial strategy
- Direct experience working at a company where OEM was a meaningful scaled part of the business
- Demonstrated ownership of OEM revenue pricing and deal structures (not just relationships)
- Proven ability to operate as a commercial leader with an opinionbalancing growth scalability and margin
Preferred Experience
- Experience with analytics BI data platforms or embedded software models
- Background in consumption-based usage-based or platform OEM monetization
- Experience building or scaling an OEM or inside field hybrid sales motion
Skills & Attributes
- Strong commercial judgment and negotiation skills
- Ability to influence senior stakeholders without direct authority
- Comfortable operating in ambiguity and building structure where none exists
- Data-driven metric-oriented and outcome-focused
- Clear communicator who can translate complexity into an executable strategy
Why This Role Matters
OEM is a strategic growth vector for Strategy. This role will shape how Strategy monetizes embedded analytics at scaledefining the commercial foundation that supports long-term OEM success.
This is a rare opportunity to own and build an OEM business within a market-leading analytics company with executive visibility and real revenue accountability.
Additional Information :
Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race creed color religion national origin gender sex sexual orientation gender identity disability veteran status age genetic information or any other legally-protected basis.
Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and you need an accommodation due to a disability you may contact us about your interest in employment at .
Visit Strategys Careers page for additional information.
Remote Work :
No
Employment Type :
Full-time
Key Skills
- Business Development
- Sales Experience
- Direct Sales
- Marketing
- SAAS
- Hotel Experience
- Management Experience
- Revenue Management
- Salesforce
- Sales Management
- Enterprise Sales
- negotiation
About Company
We provide powerful software solutions and expert services that empower every individual with actionable intelligence, helping enterprises unleash the full potential of their people and investments. Our analytics and mobility platform delivers high-performance business applications th ... View more
