Vendor Alliance Manager

Benefits:

U.S.-based employees have access to medical, dental, and vision insurance, a 401(k) plan and company contribution, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others. U.S.-based employees also receive, per calendar year, up to 6 scheduled paid holidays. Additionally, eligible hourly/non-exempt and exempt employees accrue up to 112 hours of PTO based on years of service and may annually take up to 8 hours of paid volunteer time.  Additional paid sick leave is also provided if required by state or local law.  

Summary of Position:

The Vendor Alliance Manager (VAM) will focus on our partner(s) and their channel programs to ensure the success of their programs at the company and field sales level. This position will drive co-selling, brand equity, and partner program initiatives. This position will create and organize portfolio management, financial management, performance management, and relationship management from across the organization and regions to successfully deliver on revenue and strategy goals. The Vendor Alliance Manager manages the strategic partnership(s) and is responsible for cultivating and maintaining relationships among business partners while also developing strategies to increase revenue for their companies, including expanding our customer business and looking for new growth opportunities.

Essential Functions:

General

• Lead the digitization of customer business processes by driving the adoption of partner portfolio offers across technology stacks
• Drive partner co-selling initiatives and unlock partner programs to achieve incentives (e.g., rebates)
• Enhance Denali’s brand equity through partner events and strategic partner opportunities
• Manage Denali’s certifications and authorizations for key partners to meet compliance rules and product eligibility
• Work with key partners to develop success plans, ensuring an exceptional customer experience
• Collaborate with internal and external teams to deliver exceptional customer experiences
• Support Account Executives with program execution, including Deal Registration, Pricing Programs (e.g., VPP), and Marketing Programs (e.g., Demand Generation and Rebate Management)
• Align with sales, marketing, and account teams to achieve sales targets, profit goals, and key requirements
• Coordinate and drive objectives with partners, OEMs, vendors, customers, and inter-departmental teams to achieve and deliver on customer needs
• Implement strategies for managing partner portfolios, financials, performance, and relationships to achieve maximum revenue, margin, and rebate objectives
• Coordinate resource allocation to positively impact partner and customer experiences
• Serve as the primary point of contact for partner relationships, ensuring strong supplier and customer connections
• Collaborate with the sales team to track opportunities in CRM systems
• Facilitate effective cross-functional communication across internal and external stakeholders
• Independently manage correspondence with OEMs and partners, including calls, reporting, and presentations
• Analyze data and insights to support strategic decision-making and operational objectives.

Portfolio Management

• Solution Selection Support
• Solution Onboarding
• Contract/Compliance
• Global Authorization (as required)
• Certification/Training

Financial Management (Track/Report/Maximize)

• Revenue v Targets
• Rebates
• Investment Based Funding (MOU, MDF)

Performance Management (Improvement Support)

• Quality of Service
• Reliability/Predictability of Service
• Tooling/Systems/Automation (ease of doing business)

Relationship Management

• Conduct Quarterly Business Review (QBRs)
• Represent DAI on Advisory Boards
• Represent DAI at Industry Conferences

Competencies:

1. Ensures Accountability
2. Tech Savvy
3. Communicates Effectively
4. Values Differences
5. Customer Focus
6. Resourcefulness
7. Drives Results
8. Plans and Prioritizes
9. Decision Quality
10. Self-Development

Work Environment:

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee in this position frequently communicates with other co-workers/clients who have inquiries about the various projects and other needs.  Must be able to exchange accurate information in these situations.  The employee must be able to remain in a stationary position 75% of the time.  The employee in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc.  Constantly operate a computer and office machinery such as a calculator, keyboard, copy machine and printer.  Frequently moves boxes with equipment weighing up to 25lbs across the building and/or to other offsite buildings for various project needs.

Required Education and Experience:

• Bachelor’s Degree 
• 3-5 years of VAR/Reseller Channel Program experience
• Experience with Cisco and/or Dell partner programs    

Qualifications:

• 3-5 Years Experience in OEM Program Management
• 2 Years Minimum Program, Partner/Alliance or Business Development Management
• Ability to work in a highly collaborative and cross-functional environment
• Excellent time management, attention to detail, and an ability to thrive in a dynamic environment
• Must possess the ability to assimilate a wide variety of detail and convey it to appropriate persons for action
• Ability to quickly understand and align with organizational priorities and practices to support the company's strategic priorities and goals
• Demonstrate written and oral communication that is timely, accurate, professional, consistent, and targeted to the appropriate audience
• Demonstrate the ability to adapt well to changing environment and respond quickly to requests and needs of the environment

AAP/EEO Statement:

3MD Inc. is an equal opportunity employer and does not discriminate based on gender, sex, age, race and color, religion, marital status, national origin, disability, sexual orientation, gender identity or expression, veteran status or any other category that is protected by applicable law.

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.