Job Summary

We are seeking an experienced and result-driven Alliance Manager to lead and grow our strategic partnership with OEM.

In this role, you will serve as the primary link between our organization, internal Enterprise Sales/Pre-Sales teams, and OEM's regional partner Account Manager's .

You will be responsible for driving joint Go-to-Market (GTM) strategies, maximizing profitability through OEM partner programs, managing deal registrations, and maintaining our OEM partner certifications and tier status.

Key Responsibilities

1. Relationship & Strategy Management

- Build and nurture strong relationships with OEM Partner Account Managers (PAMs), Product Managers, Commercial/Enterprise Sales Teams, and Business Unit Leaders.
- Develop and execute a joint Quarterly & Annual Business Plan with OEM to align GTM goals, revenue targets, and solution focus areas.
- Lead Quarterly Business Reviews (QBRs) with OEM and internal executive leadership to review revenue performance, pipeline, and strategic initiatives.

2. Revenue Growth & Pipeline Management

- Collaborate with internal sales and pre-sales teams to identify, register, and close high-value OEM enterprise opportunities.
- Drive the adoption of OEM core architectures: Enterprise Networking ,Cybersecurity, Data Center, Collaboration, and Cloud/Software Subscriptions
- Actively track sales pipelines and enable co-selling initiatives between our sales team and OEM seller accounts.

3. Commercials, Programs & Rebates Optimization

- Oversee and manage OEM deal registration portals to secure maximum discount tiers, VIP rebates, and incentives.




- Optimize utilization of OEM Market Development Funds (MDF) and partner growth funds for marketing campaigns, customer workshops, and sales enablement.
- Ensure compliance with OEM partner certification programs (Gold Partner, Master Specializations, Solution Partner Programs, EA Certifications).

4. Enablement & GTM Execution

- Work with the technical and delivery teams to ensure the organization meets OEM specialization and engineering certification requirements.
- Design joint promotional campaigns, incentives, and technical workshops in collaboration with marketing teams.

Key Performance Indicators (KPIs)

- Joint OEM Revenue Target: Overall revenue generated through OEM products and services.
- Rebate & Margin Optimization: Total VIP rebates and special pricing margins secured.
- Deal Registrations: Volume and win rate of registered OEM deals .
- Partner Tiering & Compliance: Maintenance/upgrade of OEM Partner Certifications and Specializations.

Qualifications & Requirements

- Education: Bachelor’s degree in Business, Marketing, Engineering, or Computer Science (MBA preferred).
- Experience: 5+ years of experience in Strategic Alliance Management, Channel Sales, or Partner Development within a System Integrator (SI) or IT Distribution company.
- Ecosystem Knowledge: Deep understanding of OEM's channel partner framework, CCW portal, VIP rebates, EA deals, and Specializations.
- Domain Acumen: Solid understanding of Enterprise Networking, Security, Data Center, and SaaS/Subscription selling dynamics.
- Skills: Strong negotiation, executive presentation, strategic planning, and inter-organizational relationship-building abilities.

📌 Alliances Manager (Delhi)
🏢 Team Computers
📍 Delhi