The Role
About Actian
Our Vision is to be the Most Trusted, Flexible and Easy to Use Hybrid Cloud Data Platform. Actian is transforming industries by empowering companies to accelerate application modernization and simplify the Cloud journey. Our customers use the Actian Data Platform to unify their siloed data, explore and securely exchange data to run a variety of analytic workloads that provide real time business insights at a fraction of the cost. We have 24 of the Fortune 100 companies using Actian technology in some of the most mission critical applications that impact your daily life.
Job Overview:
We are seeking a results-driven and strategic Database OEM Partner Manager to lead and expand our OEM (Original Equipment Manufacturer) partner ecosystem across North America. This role involves managing relationships with strategic partners who embed or resell our database technologies, driving joint go-to-market initiatives, ensuring partner enablement, and achieving revenue growth through the OEM channel.
Key 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.
Qualifications:
- 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%).
Preferred Skills:
- 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
Compensation & Benefits:
- Competitive base salary plus performance-based bonuses or commissions.
- Health, dental, and vision insurance.
- Retirement savings plan.
- Generous PTO and flexible work arrangements.
We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
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The Company
What We Do
Actian enables some of the most data-Intensive enterprises on earth to run their most mission-critical analytics and data management workloads. Thousands of forward-thinking organizations around the globe like Bloomberg, Intuit, Lufthansa, and Citibank trust Actian to help them solve the toughest data challenges and transform how they run their businesses... with data.
Actian is majority owned by HCL Technologies (HCL), a next-generation global technology company that helps enterprises reimagine their businesses for the digital age. HCL serves leading enterprises across key industries, including 250 of the Fortune 500 and 650 of the Global 2000.
