1. Target Achievement- Drive achievement of OEM-defined topline and bottom-line targets through effective alliance management and collaboration.
2. Team Leadership- Lead and guide Alliance Executives, ensuring productivity, motivation, and alignment with organizational goals.
3. Service Revenue Growth- Work closely with OEM sales teams across India to increase services-led business and uncover current opportunities.
4. OEM Relationship Building- Develop and maintain strong, strategic relationships with OEM channel teams and leadership to drive mutual growth.
5. Internal Price Book Management- Define and manage a structured price book for the internal sales team to streamline quoting and proposal processes.
6. Margin Enhancement- Optimize margins by negotiating effectively with Distributors and OEMs at the procurement stage.
7. Certifications & Partnership Advancement- Ensure required certification numbers and training completions are met to maintain or elevate OEM partnership levels.
8. Joint Business Planning- Develop annual and quarterly business plans with OEMs and drive execution through regular tracking and reviews.
9.
Marketing Budget Utilization- Maximize the use of available OEM marketing development funds (MDF) and ensure timely utilization within the fiscal yea
10. 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
- Strong 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.