Strategic OEM Partnerships Lead (Hybrid)

Iron Bow Technologies

Herndon (VA)

Hybrid

USD 130,000 - 160,000

Full time

45 hours ago

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Job summary

Iron Bow Technologies seeks an experienced Senior Partner Alliance Manager to lead and grow strategic OEM partnerships across SLED and Commercial units. You will collaborate with business leaders, Sales, and the CTO to align technologies with customer needs and generate new business opportunities.

You will build trusted partnerships, drive collaboration, and identify new OEM relationships that support Iron Bow's growth.

Qualifications

Bachelor's degree and 8-10 years of combined industry and channel experience, including 3–5 years working directly within the channel.
Experience in the SLED channel, government and education customers, purchasing processes, and channel partnerships.
Experience building and managing relationships with established technology OEMs, with a broad understanding of Secure Networking, Data Center & Cloud, AI & Data, and Collaboration & Workspace solutions.
Familiarity with Cybersecurity and Automation, and the ability to connect partner technologies with broader customer solutions.
Proven ability to build strong OEM relationships, engage sales teams, create joint business opportunities, and influence results through collaboration.
Strong communication, negotiation, and relationship-building skills, with the confidence to engage comfortably with both senior executives and sales teams.
Ability to balance established OEM partnerships with new and emerging relationships, identify opportunities, and prioritize efforts that bring the most value.
Drive qualified pipeline influence, partner investment reciprocity, seller-to-OEM introductions, and partner-supported customer engagements.
Must be a U.S. Citizen.

Responsibilities

Build and strengthen relationships with strategic OEM partners across executive, sales, channel, and technical teams, serving as Iron Bow's primary relationship leader and trusted partner.
Work closely with SLED and Commercial leadership and sales teams to understand business priorities, customer needs, and opportunities for growth.
Develop joint business plans with OEM partners focused on account alignment, seller engagement, co-selling opportunities, and measurable business growth.
Position Iron Bow as a preferred channel partner by building mutually beneficial relationships, encouraging OEM investment, and ensuring strong collaboration and follow-through.
Strengthen partner engagement by securing OEM field support, technical resources, training, executive sponsorship, and joint marketing opportunities.
Lead regular partner business reviews to evaluate relationship health, shared goals, sales engagement, pipeline opportunities, and overall partnership success.
Serve as Iron Bow’s primary escalation point for assigned strategic OEM partners
Note that this position does not own routine transactional vendor administration or sales operations scope.
Partner with our CTO and presales teams to align OEM technologies and solutions with customer needs, support technical education, and introduce new capabilities.
Serve as a trusted advisor to SLED and Commercial leadership, connecting teams with the right OEM relationships, solutions, and resources to support business priorities.
Increase collaboration between Iron Bow sellers and OEM teams through account planning, introductions, training, and joint sales opportunities.
Identify and evaluate emerging and underdeveloped OEM partnerships, recommending where to invest, strengthen relationships, or maintain existing levels of engagement.
Collaborate with Marketing on partner campaigns and events, and work with Finance, Legal, Contracts, and Purchasing as needed to support partnership programs and agreements.
Help turn strategic OEM relationships into meaningful customer opportunities, stronger seller engagement, and continued business growth.
Provide BU leadership with actionable intelligence on OEM coverage gaps, competitive threats, partner investment opportunities, and emerging customer demand.