Director, OEM Programs

About the role

NetApp is seeking a Director of OEM Programs to own and expand its OEM partner ecosystem. The role expands existing partnerships, finds and evaluates new ones, and designs the commercial licensing models that open new routes to market. It is a high-visibility position working with executive leadership, Product, Engineering, Legal, Finance and Sales.

Key responsibilities

• Own the strategy and P&L impact of the OEM program, and maintain and grow existing partnerships through joint planning, executive engagement and regular business reviews.
• Work with OEM sales to identify, evaluate and prioritize new OEM opportunities, building business cases on market fit, technical integration, revenue potential and strategic value.
• Design and launch new commercial licensing models such as royalty, subscription, consumption-based and embedded or white-label.
• 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 operating processes.
• Define and track program KPIs and metrics, and act as escalation point for partner issues.

Required profile

• 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.
• Bachelor's degree required; MBA or equivalent experience preferred.
• Preferred: background in enterprise storage, data infrastructure or cloud; experience with software licensing, IP and embedded or white-label distribution; experience managing global partners across regions and time zones.

Required skills

• Hands-on experience structuring licensing and pricing models and negotiating commercial terms.
• Financial acumen: revenue forecasting, deal modeling and partner profitability.
• Executive-level communication and strong cross-functional leadership across Product, Engineering, Legal, Finance and Sales.

What we offer

• Target salary range of $227,800 - $320,800 USD, depending on location, qualifications, experience and education.
• Benefits package that may include health insurance, life insurance, retirement or pension plans, paid time off, leave options, performance-based incentives, employee stock purchase plan and/or restricted stock units.
• A hybrid working environment, with in-office expectations shared during recruitment.

Applications are submitted only through the company website; direct contact with employees, recruiters or HR does not affect the process.