OEM Business Development & Programs Leader

Nozomi Networks is rapidly expanding our solutions platform, product portfolios, and global presence within OT and IoT industries—those utilizing cyber physical systems (CPS) cybersecurity—and beyond. Our BD & Alliances team is now hiring an OEM Business Development & Programs Leader to aggressively expand our business with and through Industrial Automation & Control Systems (IACS) OEM vendors, as well as other CPS hardware solution OEMs.

The successful candidate will be instrumental to drive Nozomi’s growth with and through our global strategic OEM alliances. Reporting to Nozomi’s SVP BD & Alliances, the OEM Business Development & Programs Leader will be accountable to expand Nozomi’s business with existing global OEM alliances and to assist with the development of new strategic OEM partnerships, utilizing a program that the individual helps to shape for global scale across all CPS OEM types and all relevant industries.

The ideal applicant will have demonstrated success leading all three “sell with”, “sell to” and “sell through” models vis-à-vis major global OEMs such as Schneider Electric, Mitsubishi Electric, Siemens, ABB, Emerson, GE, DELL, and other IACS and new CPS OEMs. Experience driving solution-led initiatives utilizing a programmatic OEM model is a must.  The OEM Business Development & Programs Leader will daily team cross-functionally with Nozomi Networks Sales, Presales, Channels, PS, CS, Marketing, Office of the CTO, and Product colleagues.

Nozomi Networks is a fast-paced, entrepreneurial high-growth environment, and successful applicants will have demonstrated passion for cybersecurity, team play, cyber physical systems technologies and securing the world’s critical infrastructure.

In this role, you will:

• Execute programmatic GTM strategy for highly strategic global OEM alliances
• Build on existing relationships within Nozomi’s Global Strategic Alliance OEM community and recruit new relevant alliances as needed
• Present and lead executive QBRs and Value Business Reviews with strategic OEM and Nozomi executives
• Embrace “One Team” approach and attitude in all activities
• Help define the OEM business model, enable, and execute against the associated business plan, adapting tactically and strategically to serve our customers, Nozomi Networks and our partner ecosystem
• Experience working with working as a representative to trade associations and industry groups
• Learn new and emerging technologies and remain current with information security news, techniques, and trends
• Attend industry trade shows and security related conferences to support our customer and partner engagement activities
• Set and manage expectations with senior stakeholders at Nozomi, cross-functional team members and OEM alliance executives
• Work closely with Marketing to execute promotions, campaigns and awareness through OEM alliances

To be successful in this opportunity, you will have:

• 7 years+ experience in an Alliance/BD or sales role managing and leading OEM alliances focused on cybersecurity, CPS and/or related software products
• Demonstrated experience successfully executing programmatic GTM strategies with global strategic OEMs
• CRM (SFDC/CLARI) and Partner Management (ImPartner) software experience
• Highly motivated and adept at consistently exceeding targets
• Able to adapt to change quickly with minimal downtime (no/low “switching costs”)
• Excellent communication and presentation skills and ability to interact with alliance partners, executives, and customers daily
• Knowledge and experience working with European and/or Asian headquartered OEM alliances is a plus.
• Experience with Corpdev/M&A is a plus
• Spanish, French, and/or Italian proficiency is a plus
• MBA preferred, bachelor’s degree in engineering or technology preferred; or equivalent experience
• Willingness and ability to travel 50% or more, including internationally

Nozomi Networks is committed to fair and equitable compensation practices. The base pay scale for this position is $171,000 - $218,400. This is the range the company reasonably and in good faith expects to pay for the position taking into account factors including job-related knowledge, skillset, experience, education and training, certifications, and other relevant business factors. Applications outside the range are welcome to apply.

Additional Compensation and Benefits: The company also offers a wide range of competitive benefits, including medical, dental, vision, life insurance, and disability insurance for eligible employees.  The successful candidate may also be eligible to participate in the company’s equity program and/or variable bonus program, subject to the rules governing such programs.

In addition, eligible employees are able to enroll in a 401(k) plan along with the employer matching program. Nozomi Networks also offers eligible employees flexible paid time off, paid holidays and paid parental leave.

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