Position: Alliances Manager
Location: Remote
Job Id: 1292
# of Openings: 1
Alliances Manager - OEM Partnership
Midwest Preferred | Travel up to 40%
The Alliance Manager is a high-impact, commercially focused role at the center of our go-to-market engine. As an IT Value-Added Reseller (VAR), we deliver solutions from the industry's leading OEM partners-including Cisco, Dell Technologies, HPE, Microsoft, and others-to enterprise and mid-market customers across the region. The Alliance Manager owns the business relationship with a portfolio of strategic OEM partners, serving as the bridge between their channel programs and our internal sales teams, technical resources, and marketing organization.
This role is designed for a channel professional who thrives in a fast-moving, relationship-driven environment and can translate OEM program investments into tangible pipeline and revenue. The ideal candidate blends business development instincts with deep channel knowledge, understands how OEM partner programs work from the inside, and has a demonstrated track record of activating field sales teams to win more business together.
Position Description:
As Alliance Manager, you will own end-to-end partner relationships with two to four strategic OEM partners. Success in this role is measured by revenue generated through the partner channel, the depth of joint pipeline created, and the degree to which OEM field reps view our organization as their preferred VAR partner. You will be equally comfortable presenting a quarterly business review to an OEM's regional sales director as you are sitting beside a company account executive during a customer conversation to add OEM context and credibility.
This position is modeled on best practices observed across leading IT VARs where Alliance Managers serve as the connective tissue between manufacturer channel programs and the VAR's internal revenue engine.
Key Responsibilities:
1. OEM Partner Relationship Management
Serve as the primary point of contact and executive relationship owner for assigned OEM partners at the regional and national field level.
Build, maintain, and deepen relationships with OEM regional sales managers, channel account managers, field sales representatives, and partner program teams.
Develop and execute Joint Business Plans (JBPs) with each assigned OEM, establishing mutual revenue targets, go-to-market activities, and accountability checkpoints.
Conduct regular cadence calls and Quarterly Business Reviews (QBRs) with OEM partner contacts to align on pipeline, opportunities, and strategic priorities.
Maintain up-to-date knowledge of each OEM's partner program structure, tier requirements, incentives, deal registration processes, and certifications.
Serve as the internal advocate for the OEM partner's priorities and ensure the company maximizes program benefits, rebates, MDF, and incentive attainment.
2. Lead Generation & Pipeline Development
Drive joint pipeline creation through coordinated prospecting with OEM field reps-leveraging OEM customer databases, installed base data, and co-selling motions.
Facilitate bi-directional lead sharing: register company-originated opportunities with the OEM and ensure OEM-originated leads are routed quickly to the appropriate internal account team.
Partner with internal account executives to identify whitespace accounts where OEM technology creates a natural entry point or expansion opportunity.
Participate in joint customer calls and account planning sessions, positioning the company as the OEM's go-to VAR for complex solutions and services-attached deals.
Track and report on joint pipeline metrics, deal registration win rates, and OEM-sourced revenue on a weekly and monthly basis.
Coordinate OEM-sponsored demand generation activities-including lunch-and-learns, executive briefings, technology showcases, and joint webinars-to generate net-new opportunities.
3. Sales Team Enablement & Training
Own the internal education and enablement agenda for each assigned OEM partner, ensuring all relevant sales, presales, and services staff are informed and confident selling OEM solutions.
Design and deliver regular OEM product and solution training sessions-including new product launches, competitive differentiators, use cases, and pricing strategy.
Coordinate OEM-led training events, vendor days, and certification preparation programs, working closely with OEM enablement and partner marketing teams.
Serve as the first line of internal knowledge for OEM deal structures, quoting guidance, deal registration nuances, and pricing strategies.
Maintain and distribute internal OEM partner "cheat sheets," battle cards, and quick reference guides to ensure the sales team can confidently position OEM solutions.
Identify skills gaps within the sales organization as they relate to OEM solutions and work with management and the OEM to develop targeted remediation plans.
Onboard new sales hires to OEM program requirements, deal registration workflows, and joint selling expectations.
4. Cross-Functional Collaboration
Collaborate with presales engineers and solution architects to align OEM technical resources (including OEM SEs and demo environments) with complex customer opportunities.
Work with the marketing team to develop OEM co-branded campaigns, event sponsorships, and digital content that drives awareness and generates demand.
Partner with finance and operations to ensure accurate OEM program reporting, rebate tracking, and credit memo reconciliation.
Maintain accurate CRM records for all OEM-related opportunities, activities, and pipeline, ensuring data integrity for leadership reporting.
Represent the company at OEM-hosted partner conferences, channel summits, and industry events.
Qualifications:
5+ years of experience in channel sales, alliance management, partner development, or related field within the IT industry.
Demonstrated experience... For full info follow application link.
