Alliance Manager OEM Alliances

Digicloud; Mumbai; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Digicloud is seeking an experienced Alliance Manager to develop and manage strategic OEM partnerships, strengthen vendor relationships, and drive joint business opportunities. The role requires experience in alliance management, partner development, channel sales, and collaboration with technology vendors to generate revenue.

The successful candidate will build joint GTM plans, coordinate with sales and marketing, onboard partners, and track performance metrics to sustain revenue growth.

Qualifications

• 5+ years of experience in Alliance Management, OEM Partnerships, Channel Sales, or Strategic Partnerships within the IT/technology industry.
• Proven experience in managing OEM relationships and developing strategic technology alliances.
• Strong understanding of partner ecosystems, channel sales, and joint go-to-market strategies.
• Experience in lead generation, pipeline development, deal registration, and partner-led sales.
• Excellent stakeholder management, negotiation, communication, and presentation skills.
• Ability to work closely with sales, presales, marketing, and technical teams.
• Strong business development, relationship-building, and revenue-growth orientation.
• Proficiency in CRM tools and partner pipeline reporting.

Responsibilities

• Develop, manage, and strengthen strategic alliances with OEMs and technology partners.
• Build and maintain relationships with OEM partner managers, vendor representatives, and key stakeholders.
• Identify joint business opportunities and drive revenue growth through strategic partnerships.
• Develop joint go-to-market (GTM) strategies, account plans, and business development initiatives with OEM partners.
• Collaborate with sales, presales, marketing, and delivery teams to identify and convert partner-led opportunities.
• Manage partner onboarding, partnership agreements, business plans, and alliance programs.
• Coordinate with OEMs on deal registration, lead sharing, joint sales activities, and pipeline development.
• Drive partner enablement initiatives, product training, and joint customer presentations.
• Track alliance performance, revenue contribution, sales pipeline, and partner engagement metrics.
• Support joint marketing campaigns, webinars, events, and demand-generation activities.
• Monitor market trends, competitor activities, and new partnership opportunities.
• Prepare regular reports on alliance performance, business growth, and strategic initiatives.

Skills

Alliance Management

OEM Partnerships

Channel Sales

Strategic Partnerships

Lead Generation

Stakeholder Management

Negotiation

CRM Tools

Education

Bachelor's degree / MBA

MBA

Tools

Salesforce

CRM software

Job description

Role & responsibilities

Job Description

We are looking for an experienced Alliance Manager to develop and manage strategic OEM partnerships, strengthen vendor relationships, and drive joint business opportunities. The ideal candidate should have experience in alliance management, partner development, channel sales, and collaboration with technology vendors to generate revenue and expand business.

• Develop, manage, and strengthen strategic alliances with OEMs and technology partners.
• Build and maintain relationships with OEM partner managers, vendor representatives, and key stakeholders.
• Identify joint business opportunities and drive revenue growth through strategic partnerships.
• Develop joint go-to-market (GTM) strategies, account plans, and business development initiatives with OEM partners.
• Collaborate with sales, presales, marketing, and delivery teams to identify and convert partner-led opportunities.
• Manage partner onboarding, partnership agreements, business plans, and alliance programs.
• Coordinate with OEMs on deal registration, lead sharing, joint sales activities, and pipeline development.
• Drive partner enablement initiatives, product training, and joint customer presentations.
• Track alliance performance, revenue contribution, sales pipeline, and partner engagement metrics.
• Support joint marketing campaigns, webinars, events, and demand-generation activities.
• Monitor market trends, competitor activities, and new partnership opportunities.
• Prepare regular reports on alliance performance, business growth, and strategic initiatives.

Required Skills

• 5+ years of experience in Alliance Management, OEM Partnerships, Channel Sales, or Strategic Partnerships within the IT/technology industry.
• Proven experience in managing OEM relationships and developing strategic technology alliances.
• Strong understanding of partner ecosystems, channel sales, and joint go-to-market strategies.
• Experience in lead generation, pipeline development, deal registration, and partner-led sales.
• Excellent stakeholder management, negotiation, communication, and presentation skills.
• Ability to work closely with sales, presales, marketing, and technical teams.
• Strong business development, relationship-building, and revenue-growth orientation.
• Proficiency in CRM tools and partner pipeline reporting.

Preferred Qualifications

• Experience working with Salesforce or other CRM/cloud technology partners.
• Exposure to OEM partnerships with Salesforce, Microsoft, AWS, Google Cloud, or similar technology providers.
• Experience in IT services, SaaS, cloud solutions, or technology consulting organizations.
• Understanding of partner incentive programs, co-selling models, and alliance revenue planning.

Education

Bachelor's degree in Business Administration, Marketing, IT, Engineering, or a related field. MBA is preferred.