Company Description
Orbeez Technology Pvt. Ltd. is a team of technological sales, solution specialists, and a delivery team with expertise in IT Automation technologies for the last two decades. We have established a strong presence among SMB Customers, PSU, and Government Institutions, delivering technological solutions to meet their needs.
Role Description
We are seeking a dynamic and result-oriented Alliance Manager to drive strategic partnerships with leading Product OEMs. The primary objective of this role is to build, manage, and monetize alliances by generating services-led revenue (implementation, integration, support, managed services) through strong OEM collaboration
Key Responsibilities
1. Alliance Strategy & Development
- Define and execute alliance strategy with key OEM partners (e.g., enterprise software vendors, cloud, database, infrastructure, cybersecurity).
- Identify high-value OEMs aligned with the organization's service offerings and growth priorities.
- Establish joint GTM (Go-To-Market) plans to drive service-led opportunities.
2. Revenue Generation & Pipeline Growth
- Own and drive services revenue targets sourced through OEM alliances.
- Build a strong pipeline via co-selling, partner referrals, and joint customer engagements.
- Work closely with sales teams to convert OEM-sourced leads into billable service engagements.
3. Relationship Management
- Develop executive-level relationships with OEM stakeholders (sales, pre-sales, channel, and alliance teams).
- Act as the primary point of contact for alliance-related engagements.
- Ensure partner satisfaction and long-term collaboration.
4. Joint Go-To-Market (GTM) Execution
- Plan and execute joint campaigns, events, webinars, and solution showcases.
- Enable co-branded offerings and industry-specific solutions.
- Collaborate with marketing for demand generation initiatives.
5. Enablement & Capability Building
- Drive internal enablement programs (certifications, training, workshops) aligned with OEM technologies.
- Ensure SI teams are equipped to deliver OEM-based solutions effectively.
- Identify new service offerings based on OEM product capabilities.
6. Deal Support & Governance
- Support large and strategic deals with OEM alignment (pricing, positioning, solutioning).
- Track alliance performance metrics (pipeline, revenue, certifications, deal closures).
- Maintain governance cadence (QBRs, MBRs) with OEM partners
Required Skills & Competencies
- Strong understanding of SI business models and services lifecycle
- Proven experience in partner/alliance management with OEMs
- Ability to drive co-selling motions and GTM execution
- Strong networking and stakeholder management skills
- Commercial acumen with deal structuring experience
- Excellent communication, presentation, and negotiation skills
Preferred OEM Ecosystem Exposure
- Cloud Platforms (AWS, Azure, Google Cloud)
- Database & Data Platforms
- Cybersecurity vendors
- IT Operations / Monitoring / Observability tools
- ERP / Enterprise Applications
Educational Qualifications
- Bachelor's degree in Engineering / Technology / Business
Why Join Us
- Opportunity to build and scale strategic alliances with top OEMs
- High-impact role directly influencing revenue growth
- Exposure to enterprise customers and cutting-edge technologies
- Collaborative and growth-driven environment
- Incentive Driven Business model
