Alliance Manager

Cloudone System; New Delhi; On-site; INR 1,800,000 - 2,800,000; Full time

Job summary

Cloudone Systems Pvt. Ltd. in New Delhi is seeking a dynamic Alliance Manager to build, manage, and strengthen partnerships with OEMs, technology vendors, distributors, and channel partners.

The ideal candidate will drive business growth by developing partner relationships, enabling sales teams, and identifying new opportunities across the IT Infrastructure and System Integration ecosystem. This is a full-time role requiring 5+ years of alliance management experience.

Qualifications

• Bachelor's degree or higher in a relevant field is required.
• MBA preferred for strategic alliance management.
• Experience with OEMs and channel partners is essential.
• Strong relationship-building and negotiation skills.
• Knowledge of IT infrastructure and system integration industry.
• Ability to work across multiple internal teams.

Responsibilities

• Build and maintain relationships with OEMs, distributors, and technology partners.
• Develop alliance strategies to maximize opportunities and revenue.
• Identify new partnership opportunities aligned with Cloudone's objectives.
• Coordinate regular meetings and manage partner programs and reviews.
• Ensure partner certifications and compliance requirements are maintained.
• Collaborate with Enterprise Sales to pursue new business opportunities.

Skills

Relationship management

Negotiation skills

IT Infrastructure knowledge

OEM partnerships

Business planning

Cross-functional collaboration

Education

Bachelor's Degree in Business, Engineering, Information Technology, or related field

MBA (Marketing or Business Management) preferred

Relevant OEM certifications

Tools

MS Excel

CRM tools

Microsoft Office Suite

Job description

Job Summary

Job Title: Alliance Manager

Experience Required: 5+ Years

Location: New Delhi

Employment Type: Full-Time

Cloudone Systems Pvt. Ltd. is seeking a dynamic Alliance Manager to build, manage, and strengthen strategic partnerships with OEMs, technology vendors, distributors, and channel partners. The ideal candidate will play a key role in driving business growth by developing partner relationships, enabling sales teams, and identifying new business opportunities across the IT Infrastructure and System Integration ecosystem.

Key Responsibilities

• Build and maintain strong relationships with OEMs, distributors, and technology partners.
• Develop alliance strategies to maximize business opportunities and revenue.
• Identify new partnership opportunities aligned with Cloudone's business objectives.
• Act as the primary point of contact for assigned partners.
• Coordinate regular meetings with OEMs and channel partners.
• Drive partner engagement programs, joint business planning, and quarterly business reviews.
• Ensure partner certifications, competencies, and compliance requirements are maintained.
• Work closely with partner account managers to identify new opportunities.
• Collaborate with the Enterprise Sales team to identify and pursue new business opportunities.
• Coordinate with OEMs for special pricing, deal registrations, bids, and commercial support.
• Arrange product demonstrations, technical workshops, and customer presentations.
• Support the sales team with partner programs, incentives, and marketing initiatives.
• Identify opportunities to expand Cloudone's portfolio through strategic alliances.
• Drive joint go-to-market initiatives with technology partners.
• Monitor market trends, competitor partnerships, and emerging technologies.
• Generate business through partner referrals and collaborative sales activities.
• Maintain accurate documentation of partner agreements, certifications, pricing approvals, and business plans.
• Track partner performance, pipeline, certifications, and revenue contribution.
• Prepare weekly and monthly alliance reports for management.
• Coordinate with Sales, Pre-Sales, Procurement, Finance, and Technical teams to ensure seamless project execution.

Required Skills

• Strong relationship management and stakeholder engagement skills.
• Excellent negotiation and communication abilities.
• Knowledge of the IT Infrastructure and System Integration industry.
• Experience managing OEMs and technology partnerships.
• Strong analytical and business planning skills.
• Ability to work cross-functionally with multiple internal teams.

Preferred OEM Experience

• NetApp
• Dell Technologies
• HPE
• Lenovo
• Cisco
• Microsoft
• VMware
• Veeam
• Fortinet
• Sophos
• Palo Alto Networks
• Redington
• Ingram Micro
• Iris Global
• Savex Technologies

Technical Skills

• MS Excel (Pivot Tables, VLOOKUP/XLOOKUP)
• CRM tools
• Microsoft Office Suite

Qualifications

• Bachelor's Degree in Business, Engineering, Information Technology, or a related field.
• MBA (Marketing or Business Management) is preferred.
• Relevant OEM certifications are an added advantage.

Preferred Experience

• 5+ years of experience in Alliance Management, Channel Sales, Partner Management, or Business Development within the IT System Integration industry.
• Proven experience working with OEMs, distributors, and enterprise customers.

Key Performance Indicators (KPIs)

• Revenue generated through alliance partners.
• Number of active strategic partnerships.
• Deal registrations and joint opportunities created.
• Partner satisfaction and engagement.
• Certifications and partner program compliance.
• Growth in partner-led pipeline and business conversion.

Job Details

• Experience: 5+
• Job Type: Full Time
• No Of Vacancy: 01