Director of OEM Programs

Director of OEM Programs

Location: Wichita, Kansas; Morrisville, North Carolina; San Jose, California; Boulder, Colorado

NetApp is seeking a Director of OEM Programs to own and expand our OEM partner ecosystem. In this role, you will work to expand NetApp’s existing partnerships, find and evaluate new ones, and design the commercial licensing models that open new routes to market. This is a high-visibility role that works with executive leadership, Product, Engineering, Legal, Finance, and Sales.

Job Requirements

• Own the strategy and P&L impact of the OEM program. Maintain and grow existing OEM partnerships through joint planning, executive engagement, and regular business reviews.
• Work with OEM sales to Identify, evaluate, and prioritize new OEM opportunities. Build business cases covering market fit, technical integration, revenue potential, and strategic value.
• Design and launch new commercial licensing models (for example, royalty, subscription, consumption-based, and embedded or white-label), which enable new routes to market.
• 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 clear operating processes.
• Define and track program KPIs, and metrics to measure the ongoing health of OEM business.
• Serve as the escalation point for partner issues and align internal stakeholders on roadmap, support, and commercial commitments.

Qualifications

• 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.

• Hands-on experience structuring licensing and pricing models and negotiating commercial terms.

• Strong financial acumen, including revenue forecasting, deal modeling, and partner profitability.

• Executive-level communication and relationship skills, with the ability to influence across partners and internal teams.

• Strong cross-functional leadership across Product, Engineering, Legal, Finance, and Sales.

• 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.

Education

• Bachelor's degree required. MBA or equivalent experience preferred.

• The target salary range for this position is $227,800 - 320,800 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.

• At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process.