Global OEM Sales Director, based USA

Case Study: Global OEM Sales Director Headhunting for Data Integration Platform

Strategic Hiring Challenge

A US-based data integration iPaaS vendor was at a crucial juncture in its growth, with ambitions to embed its technology inside the solutions of major cloud providers (AWS, Google Cloud Platform, Azure) and leading industry ISVs. The business model: a true “one-to-many” OEM strategy, where a single partnership deal could trigger product adoption by hundreds of enterprises across the cloud marketplace through embedded solutions.

The requirements:

• Senior OEM Sales Director with a history of closing high-value, strategic embedded technology deals.

• Demonstrated success partnering with hyperscalers and top ISVs at a global scale.

• Deep network within cloud ecosystems, with the credibility to open executive dialogues.

• Proven ability to articulate the value of embedded integration—showing how product adoption could multiply rapidly from a single win.

Headhunting Approach

• Market Mapping: A thorough scan of leading OEM sales leaders within integration, middleware, and cloud data companies—prioritizing those with history negotiating partnership and OEM agreements with AWS, GCP, Azure, and global ISVs.

• Global Executive Outreach: Direct, confidential engagement with top-performing OEM sales leaders in the US and worldwide. The search focused on oustanding communicators with both technical and commercial fluency.

• Assessment & Simulation: Each candidate was evaluated for their ability to drive C-suite-level partner discussions, demonstrate enterprise value, and navigate complex sales cycles for embedded solutions within cloud ecosystems.

Execution & Results

• Rapid shortlisting of four proven OEM sales leaders, all with multimillion-dollar embedded solution deals in their portfolio.

• The ultimate hire had engineered original OEM partnerships with a hyperscaler, translating a single contract into hundreds of downstream deployments and catalyzing the vendor’s brand across the cloud marketplace.

• Within 6 months, the new Sales Director opened engagement with two major cloud providers and accelerated conversations with strategic ISVs; the first major deal closed, unlocking access to scores of new customers through the embedded solution, proving out the scalability of the “one-to-many” OEM strategy.