Manage strategic OEM partnerships from technical scoping and API integration through renewals. Enable developer/product teams, monitor API consumption and health, lead QBRs, drive retention and expansion, and coordinate cross-functional escalation and roadmap alignment.
Role Overview
RequirementsRequirements
You will use your extensive experience and consultative skills to manage strategic relationships with Original Equipment Manufacturer (OEM) partners—including leading cybersecurity vendors, SIEM/SOAR platforms, MSSPs, and technology integration partners. You will be responsible for ensuring these strategic partners successfully integrate, embed, and commercialize DomainTools data and threat intelligence within their own products and platforms.
You will manage OEM accounts from initial technical scoping and API integration through contract renewals, partnering closely with internal Engineering, Product, and OEM Sales teams to grow consumption, ensure API health, and expand OEM bookings.
We want a collaborative, technically articulate individual who understands developer workflows, commercial licensing models, and joint product ecosystems.
Key Responsibilities1. Integration, Technical Onboarding & Activation- Technical Hand-off & Scoping: Manage the transition from OEM Account Executives, leading technical discovery to align DomainTools APIs/data feeds with the partner's architectural requirements.
- Developer & Product Enablement: Partner with OEM engineering, product management, and developer teams to facilitate smooth API integration, data ingestion, and technical activation.
- Time-to-Value Acceleration: Establish clear technical onboarding milestones to shorten the partner's integration lifecycle and accelerate joint product launch dates.
- Multi-Threaded Alignment: Cultivate deep relationships across multiple OEM partner functions—including Product Management, Engineering/R&D, CTOs, and Business Development leads.
- Joint Value & Roadmap Alignment: Lead Business Reviews (QBRs) to review data/API consumption metrics, share DomainTools product and data feed roadmaps, and gather partner feedback for internal engineering teams.
- Domain & API Expertise: Maintain expert knowledge of DomainTools data sets, API infrastructure, rate limits, and integration patterns, serving as a trusted technical advisor.
- Commercial Retention: Own on-time renewals for your assigned portfolio of OEM accounts and OEM license agreements.
- Consumption Growth: Monitor API usage, volume tiers, and queries to identify expansion opportunities, upselling additional data feeds, enrichment modules, or expanded usage rights in partnership with OEM Sales.
- Forecasting Accuracy: Track integration health, usage trends, and contract milestones in Salesforce, Gainsight, and internal telemetry tools to ensure accurate renewal and growth forecasting.
- Integration & Usage Monitoring: Continuously analyze API performance, call volumes, and error rates to proactively identify technical friction, under-utilization, or integration churn risks.
- Technical Escalation Leadership: Act as the direct voice of the OEM partner during critical service disruptions, API rate-limit issues, or data quality bugs—coordinating across Engineering, Product, and Support teams.
- Deprecation & Upgrade Management: Guide OEM partners through legacy API deprecations, schema updates, and migration paths with minimal disruption to their end customers.
- Cross-Functional Alignment: Collaborate with DomainTools Product and Technical Account Managers (TAMs) to advocate for OEM-specific features, data delivery methods, and API enhancements.
- Commercial Alignment: Ensure the partner's usage matches their commercial license scope and support OEM go-to-market efforts where joint solution selling is required.
RequirementsRequirements
- 3+ years of experience in technical Account Management, Customer Success, or Integration Management, specifically working with OEM, Embedded Software, API-first, or Strategic Technology Partnerships.
- Direct experience working with enterprise cybersecurity platforms, MSSPs, SIEM/SOAR vendors, or Global F100 technology providers.
- Strong technical acumen regarding REST APIs, JSON/XML data feeds, threat intelligence data integration, and developer-facing workflows. DNS/domain data expertise preferred.
- Proven track record of managing commercial renewal portfolios and driving expansion/upsell in usage-based or embedded licensing environments.
- Ability to hold technical conversations with OEM Developers/Architects as well as commercial conversations with OEM Product Managers and Executives.
- Strong analytical approach to tracking consumption telemetry, platform health metrics, and account risk.
- Willingness to travel as needed to strategic partner sites, developer summits, and industry events to support key OEM relationships.
- Ability to meet or exceed role-specific KPIs (e.g., Gross Retention, Net Retention/Expansion, Time-to-Integration, API Consumption Growth).
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