Alliance Manager

Cloud Know How; Eatontown (NJ); On-site; USD 120,000 - 155,000; Full time

Job summary

Climb Channel Solutions, a global IT channel leader, is seeking a Channel Alliance Manager to grow and optimize vendor partnerships. You will translate partner objectives into actionable programs, driving incremental revenue and stronger distributor relationships across the vendor portfolio.

As a liaison among Sales, Marketing, and internal teams, you will shape alliance plans, manage executive-level engagements, and lead cross-functional initiatives.

Qualifications

• Experience in channel account management, vendor alliances, or a closely related role.
• Strong understanding of software and IT solutions and ability to learn vendors’ offerings.
• Demonstrated ability to manage strategic partner relationships and coordinate cross-functional programs.

Responsibilities

• Develop, maintain, and own strategic relationships with assigned vendor partners.
• Build and execute alliance account plans based on vendor priorities and growth objectives.
• Lead partner meetings and business discussions with executive stakeholders.
• Identify opportunities to expand partner relationships through cross-selling and new initiatives.
• Coordinate vendor-led sales training and enablement sessions.
• Track campaign outcomes and coordinate with Marketing on programs.

Skills

Channel account management

Vendor alliances

Partner development

Technology sales

Cross-functional coordination

Stakeholder management

Executive-level presentation

Education

Bachelor’s degree or equivalent

Tools

Microsoft Office

Job description

Job Title

About the role

The Channel Alliance Manager supports the growth and performance of Climb Channel Solutions’ vendor alliances by leading strategic partner relationships, business development initiatives, sales enablement, and coordinated marketing programs for assigned vendor lines.

Serving as a primary liaison between vendor stakeholders, Sales, Marketing, and other internal teams, this role translates partner objectives into executable programs that drive incremental revenue, deepen vendor engagement, and strengthen Climb’s distribution relationships.

Responsibilities:

Strategic Vendor Alliance & Account Management

• Develop, maintain, and own strategic relationships with assigned vendor partners.
• Build and execute alliance account plans based on vendor priorities, channel opportunities, performance data, and agreed growth objectives.
• Lead regular partner meetings and business discussions; present account strategies, progress, and make recommendations to internal and external executive stakeholders.
• Identify opportunities to expand existing partner relationships through cross-selling, upselling, and new solution or vendor initiatives.

Business Development & Sales Enablement

• Partner with Sales leadership and account teams to support incremental revenue growth across assigned vendor lines.
• Coordinate vendor-led sales training, enablement sessions, promotional offers, product introductions, and sales-team communications.
• Connect vendor representatives with Climb sales teams through executive meetings, partner visits, and targeted one-to-one introductions.
• Support planning and readiness activities for new vendor launches, including internal education and partner communications.

Partner Marketing & Program Execution

• Lead the planning, execution, and measurement of vendor marketing programs, defining objectives, expectations, milestones, and indicators of success.
• Coordinate with Marketing and vendors on email campaigns, webinars, promotional activities, presentation materials, and partner events.
• Develop or review vendor-facing and sales-enablement messaging to ensure accurate, consistent communication.
• Track campaign outcomes and recommend adjustments to strengthen engagement, adoption, and sales contribution.

Cross-Functional Delivery & Performance Analysis

• Work collaboratively with Sales, Marketing, Accounting, IT, and other teams to resolve execution issues and deliver alliance commitments.
• Analyze vendor and account performance data, identify trends, and translate findings into practical account strategies.
• Maintain program schedules, follow-up actions, partner communications, and performance updates with strong attention to detail.
• Contribute best practices, process improvements, and guidance to colleagues within the Vendor Alliances function.

Essential Skills:

• Experience in channel account management, vendor alliances, partner development, technology sales, or a closely related role.
• Strong understanding of software and IT solutions and the ability to learn assigned vendors’ offerings.
• Demonstrated ability to manage strategic partner relationships and coordinate complex, cross-functional programs.
• Excellent written and verbal communication, presentation, negotiation, and stakeholder-management skills.
• Strong organization, attention to detail, prioritization, and analytical problem-solving in a fast-paced environment.
• Proficiency with Microsoft Office applications and ability to use performance reports to inform decisions.
• Ability to work independently while collaborating effectively with sales and support teams.

Desirable

• Bachelor’s degree or equivalent relevant experience.
• Experience in partner marketing, vendor-led sales enablement, campaign execution, or new vendor launches.
• Experience organizing webinars, partner meetings, and executive-level presentations.
• Experience working in technology distribution or a national channel account environment.
• Ability to travel for vendor meetings and partner activities as business needs require (the source role references 10–20% travel).

About Us:

Climb Global Solutions, Inc. is a global IT channel company providing distribution, cloud, and technology solutions through its Climb Channel Solutions, Grey Matter, and Climb Global Services business units. With offices across North America, Europe, Africa, and Canada, the company serves customers and partners worldwide. Climb Channel Solutions is a specialty technology distributor focused on emerging data center and cloud technologies, delivering software and hardware solutions to resellers, consultants, and systems integrators. Grey Matter provides value-added software, hardware, and cloud services to commercial, government, and educational organizations, while also supporting developers, ISVs, and technology-driven businesses through its UK-based operations. Climb Global Services delivers expert cloud adoption, migration, training, and enablement services, helping organizations maximize the value of their technology investments. Through its global presence and specialized expertise, Climb Global Solutions empowers partners and customers to accelerate growth and innovation.

Climb Channel Solutions possess a 'make-it-happen' culture where hard work, creativity and success are visible throughout the company up to our CEO. We offer a competitive salary, benefits package and opportunities for continuous professional growth.