Position: Channel Manager
Location: Remote
Job Id: 1297
# of Openings: 1
Channel Manager - OEM Programs & Certifications | Michigan or Minnesota Preferred
Up to 20% travel
Position Overview:
The Channel Manager is the operational backbone of our OEM partner program strategy. While an Alliance Manager focuses on relationship development and revenue generation with OEM field teams, the Channel Manager owns the detailed, program-level knowledge that ensures the company maximizes every dollar of rebate, every certification, every specialization, and every partner tier benefit available through our OEM portfolio. This is a role that sits at the intersection of business analytics, partner program expertise, and internal sales coaching.
This role is modeled on practices observed across leading IT VARs where dedicated channel program professionals ensure that OEM
partnerships deliver maximum financial return through disciplined certification management, rebate optimization, and practice-level compliance. The Channel Manager does not simply track program data; they actively drive behaviors across the sales and technical organization that protect and grow the company's OEM program standing.
Key Responsibilities:
1. OEM Rebate & Incentive Program Management
Own end-to-end tracking and optimization of all OEM back-end rebate programs across the full partner portfolio, including volume rebates, growth incentives, specialization bonuses, cross-sell bonuses, and new business incentives.
Maintain a comprehensive rebate calendar for each OEM partner-tracking qualification periods, measurement windows, payout timelines, claim deadlines, and audit requirements.
Model and forecast quarterly and annual rebate attainment by OEM, providing regular variance analysis comparing projected versus actual performance and identifying actions needed to close gaps.
Coordinate with Finance to ensure accurate booking, crediting, and reconciliation of all OEM rebate payments, credit memos, and incentive payouts.
Manage deal registration programs for each OEM-ensuring registrations are submitted accurately and on time, win rates are tracked, and pricing advantages are fully utilized to protect margin.
Track and submit all MDF (Marketing Development Funds) and co-op claims with full documentation, ensuring compliance with OEM program guidelines and meeting claim deadlines.
Monitor OEM partner portals daily for program updates, rebate structure changes, new incentive launches, and expiring offers that require internal action.
Develop and maintain an OEM rebate dashboard accessible to leadership, providing real-time visibility into attainment against targets across all programs.
2. Certification & Specialization Management
Serve as the definitive internal authority on all OEM partner program certification requirements-including Cisco 360 Partner/Preferred designations and specializations (Secure AI Infrastructure, Secure Networking), Dell Technologies tier requirements (Authorized, Gold, Platinum, Titanium), HPE Partner Ready Vantage competencies, Microsoft Solutions Partner designations, Palo Alto Networks NextWave tiers, and Fortinet partner program levels.
Maintain a master certification and specialization tracker that maps every required exam, accreditation, and credential to the specific individual who holds it-with expiration dates, renewal deadlines, and ownership clearly documented.
Proactively identify certification gaps and at-risk credentials-alerting management and coordinating with HR and L&D to schedule training, fund exam vouchers, and ensure renewals are completed before expiration.
Work with Alliance Managers to prioritize new certifications and specializations that unlock higher rebate tiers, new program benefits, or competitive positioning advantages.
Track headcount and staffing changes (new hires, departures, role changes) and immediately assess the impact on certification counts and program tier compliance, flagging risks to management in real time.
Maintain relationships with OEM Partner Program representatives to stay current on certification changes, exam updates, new specialization launches, and transition timelines (e.g., Cisco's 360 program January 2026 transition).
Build and maintain an internal certification roadmap that aligns individual development plans with program-level requirements-connecting personal growth to company-level partner program outcomes.
3. OEM Practice Development & Compliance Tracking
Own the tracking and reporting of practice-level requirements for each OEM partner program, including minimum revenue thresholds by product category, required sales and technical headcount, active customer deployments, customer satisfaction or reference requirements, and services attach expectations.
Conduct quarterly practice audits against each OEM's program requirements, producing a formal compliance scorecard that grades the company's standing in each practice area and identifies actions required to maintain or advance status.
Work cross-functionally with sales leadership, presales engineering, and professional services to ensure practice-level activity (demos, POCs, deployments, certifications) is being tracked and documented in CRM and partner portals.
Identify OEM practices where the company has the opportunity to advance-either to a higher tier or a new specialization-and build the business case, resource plan, and roadmap to achieve it.
Manage the annual OEM program enrollment and renewal process for each partner, ensuring all required documentation, business plans, and compliance forms are submitted accurately and on time.
Coordinate with Alliance Managers to align practice development priorities with joint business plans-ensuring internal capability building directly supports revenue targets agreed with OEM partners.
4. OEM Program Intelligence & Knowledge Management
Maintain expert-level, current knowledge... For full info follow application link.
