Alliance Manager

Alliance Manager Networking & Strategic Partnerships

Experience: 10-12 Years

Location: Banglore

Employment Type: Full-Time

Job Summary

We are looking for an experienced and results-oriented Alliance Manager Networking & Strategic Partnerships to manage and grow strategic relationships with leading networking OEMs and technology partners.

The role will primarily focus on Cisco and HPE Aruba, while also managing relationships with other networking vendors and distributors. The candidate will be responsible for developing OEM engagement strategies, driving partner-led business growth, managing alliance programs, enabling sales teams, and ensuring effective collaboration between OEMs, distributors, sales, presales, and solution teams.

Key Responsibilities

• Own and manage strategic relationships with key networking OEMs, including Cisco, HPE Aruba, and other relevant technology partners.
• Develop and execute OEM engagement plans aligned with business objectives and growth strategies.
• Act as the primary point of contact between the organization, OEMs, and distributors.
• Build strong executive-level relationships with OEM alliance, channel, and sales teams.
• Manage deal registration and opportunity protection processes with OEM partners.
• Coordinate special pricing requests, bid support, and commercial approvals.
• Work closely with OEM sales teams to maximize deal coverage, competitiveness, and profitability.
• Track and manage sales pipeline opportunities with OEM and distributor stakeholders.
• Facilitate partner-led business planning and conduct regular quarterly business reviews.
• Analyze product-wise, region-wise, and OEM-wise business performance.
• Develop initiatives to increase market share and generate OEM-led business opportunities.
• Support sales teams with pricing strategies, competitive positioning, and OEM engagement.
• Manage OEM certifications, competencies, specializations, and partner program requirements.
• Monitor partner status, rebates, incentives, and available growth opportunities.
• Drive internal sales enablement and technical awareness programs in collaboration with OEMs and distributors.
• Ensure alignment between organizational business plans and OEM growth initiatives.
• Maintain regular reports covering pipeline, deal registrations, revenue performance, OEM business growth, rebates, and incentive achievement.
• Prepare and present monthly and quarterly business reviews to senior management.
• Identify emerging networking technologies, market trends, and competitive developments to support alliance growth strategies.

Required Skills & Competencies

• 10-12 years of experience in OEM Alliance Management / Channel Management / Strategic Partnerships.
• Strong experience managing relationships with networking OEMs and technology vendors.
• Hands-on experience with deal registration, opportunity protection, special pricing, rebates, incentives, and partner programs.
• Strong negotiation and stakeholder management skills.
• Experience handling large enterprise technology opportunities.
• Strong understanding of networking market trends and the competitive landscape.
• Good knowledge of:
• Enterprise Networking
• Data Centre Networking
• SD-WAN
• Network Security
• Strong business planning, pipeline management, and reporting capabilities.
• Ability to collaborate effectively with Sales, Presales, Solution Architects, Distributors, and OEM teams.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Strong commercial and analytical acumen.

Preferred OEM Experience

Experience working with two or more of the following:

• Cisco
• HPE Aruba
• Juniper Networks
• Extreme Networks
• Fortinet
• Ruckus
• Other enterprise networking technology vendors

Preferred Qualifications

• Bachelor's degree in Engineering, Information Technology, Business, or a related field.
• MBA is preferred.
• Experience working with System Integrators, Value-Added Resellers (VARs), or enterprise technology partners.
• Strong understanding of OEM partner programs, incentives, certifications, and channel structures.

Key Competencies

• OEM Alliance Management
• Strategic Partnerships
• Channel Management
• Networking Solutions
• Partner Business Development
• Deal Registration
• Opportunity Management
• Pricing & Commercial Management
• Pipeline Management
• OEM & Distributor Management
• Sales Enablement
• Partner Program Management
• Enterprise Networking
• SD-WAN & Network Security
• Stakeholder Management
• Business Planning & QBR Management