Alliance Manager – OEM Partnerships (Service Revenue Focus)

Company DescriptionOrbeez Technology Pvt. Ltd. is a team of technological sales, solution specialists, and a delivery team with expertise in IT Automation technologies for the last two decades. We have established a strong presence among SMB Customers, PSU, and Government Institutions, delivering technological solutions to meet their needs.Role DescriptionWe are seeking a dynamic and result-oriented Alliance Manager to drive strategic partnerships with leading Product OEMs. The primary objective of this role is to build, manage, and monetize alliances by generating services-led revenue (implementation, integration, support, managed services) through strong OEM collaborationKey Responsibilities1. Alliance Strategy & DevelopmentDefine and execute alliance strategy with key OEM partners (e.g., enterprise software vendors, cloud, database, infrastructure, cybersecurity).Identify high-value OEMs aligned with the organization’s service offerings and growth priorities.Establish joint GTM (Go-To-Market) plans to drive service-led opportunities.2. Revenue Generation & Pipeline GrowthOwn and drive services revenue targets sourced through OEM alliances.Build a strong pipeline via co-selling, partner referrals, and joint customer engagements.Work closely with sales teams to convert OEM-sourced leads into billable service engagements.3. Relationship ManagementDevelop executive-level relationships with OEM stakeholders (sales, pre-sales, channel, and alliance teams).Act as the primary point of contact for alliance-related engagements.Ensure partner satisfaction and long-term collaboration.4. Joint Go-To-Market (GTM) ExecutionPlan and execute joint campaigns, events, webinars, and solution showcases.Enable co-branded offerings and industry-specific solutions.Collaborate with marketing for demand generation initiatives.5. Enablement & Capability BuildingDrive internal enablement programs (certifications, training, workshops) aligned with OEM technologies.Ensure SI teams are equipped to deliver OEM-based solutions effectively.Identify new service offerings based on OEM product capabilities.6. Deal Support & GovernanceSupport large and strategic deals with OEM alignment (pricing, positioning, solutioning).Track alliance performance metrics (pipeline, revenue, certifications, deal closures).Maintain governance cadence (QBRs, MBRs) with OEM partners Required Skills & CompetenciesStrong understanding of SI business models and services lifecycleProven experience in partner/alliance management with OEMsAbility to drive co-selling motions and GTM executionStrong networking and stakeholder management skillsCommercial acumen with deal structuring experienceExcellent communication, presentation, and negotiation skills Preferred OEM Ecosystem ExposureCloud Platforms (AWS, Azure, Google Cloud)Database & Data PlatformsCybersecurity vendorsIT Operations / Monitoring / Observability toolsERP / Enterprise ApplicationsEducational QualificationsBachelor’s degree in Engineering / Technology / BusinessWhy Join UsOpportunity to build and scale strategic alliances with top OEMsHigh-impact role directly influencing revenue growthExposure to enterprise customers and cutting-edge technologiesCollaborative and growth-driven environmentIncentive Driven Business model

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