Sales Manager - OEM Alliances and partnerships - IT Software

The OEM Alliances Manager serves as the primary interface between strategic OEMs and the India business team. The role is responsible for driving alignment between OEM partners, Global Alliance teams, and India Sales/BDM teams to enable pipeline growth, effective go‑to‑market execution, accurate commercial commitments, and timely contract closures.

This role plays a critical part in strengthening OEM relationships, ensuring governance, and supporting revenue growth through structured collaboration and transparent funnel management.

Experience range: 6-16yrs

Key Responsibilities

OEM Alliance Management - Act as the single point of contact for all OEMs supporting the India Business. Maintain continuous engagement and alignment with the Global Alliance team to ensure adherence to global partnership strategies and governance frameworks. Build and sustain strong, trust‑based relationships with strategic OEM stakeholders.

Sales & Renewals Support - Support India Sales and Renewal teams with: Timely and accurate quotations, Licensing details and commercials, OEM-specific sales collaterals and documentation. Ensure responsiveness and accuracy to enable faster deal closures and renewals.

Product & Licensing Alignment - Work closely with identified software OEMs to understand:

Product roadmaps - Licensing models and changes. Feature updates and commercial policies. Share relevant information with India BDMs on a need basis, subject to Global Alliance concurrence.

Pipeline & Funnel Governance - Drive and facilitate fortnightly sync meetings with all Strategic OEMs. Ensure structured and mutual funnel sharing between OEMs and India Business teams. Proactively drive India BDMs to identify and share potential target accounts and opportunities. Track opportunity progress and communicate updates back to OEM stakeholders regularly.

Go‑To‑Market & Revenue Enablement -Support OEMs in planning and executing joint go‑to‑market (GTM) initiatives. Collaborate with India BDMs to achieve sales targets across mutually signed‑off target accounts. Enable co‑selling, joint campaigns, and account‑level collaboration.

Commercial Governance & Risk Management - Ensure no incorrect commercial, delivery, or timeline commitments are made to OEM sales teams. Maintain commercial discipline across the deal lifecycle. Ensure timely placement and sharing of Purchase Orders (POs), contracts, and related commercial documents with OEMs. Minimize operational and financial risk through proactive coordination.