- Target Achievement- Drive achievement of OEM-defined topline and bottom-line targets through effective alliance management and collaboration.
- Team Leadership- Lead and guide Alliance Executives, ensuring productivity, motivation, and alignment with organizational goals.
- Service Revenue Growth- Work closely with OEM sales teams across India to increase services-led business and uncover new opportunities.
- OEM Relationship Building- Develop and maintain strong, strategic relationships with OEM channel teams and leadership to drive mutual growth.
- Internal Price Book Management- Define and manage a structured price book for the internal sales team to streamline quoting and proposal processes.
- Margin Enhancement- Optimize margins by negotiating effectively with Distributors and OEMs at the procurement stage.
- Certifications & Partnership Advancement- Ensure required certification numbers and training completions are met to maintain or elevate OEM partnership levels.
- Joint Business Planning- Develop annual and quarterly business plans with OEMs and drive execution through regular tracking and reviews.
- Marketing Budget Utilization- Maximize the use of available OEM marketing development funds (MDF) and ensure timely utilization within the fiscal yea
- OEM Compliance & Governance- Ensure full compliance with OEM requirements, including pricing transparency, accurate reporting, and timely payment cycles.
Preferred Experience & Skills
- Experience in partner or alliance management with exposure to both System Integrators (SIs) and Distributors
- Robust understanding of OEM engagement models, compliance frameworks, and support ecosystems
- Excellent negotiation, communication, and stakeholder management skills
- Proven ability to balance and support both internal and external stakeholders effectively
- Familiarity with pricing structures, business planning, and OEM-specific KPIs
- Excellent communication and interpersonal skills to effectively engage with OEMs, internal teams, and partners.
- A deep understanding of the IT market, with the ability to identify growth opportunities and navigate competitive dynamics.
- A strategic and market-savvy mindset, capable of aligning partner initiatives with business goals.