What are the responsibilities and job description for the Alliance Manager position at Private Label Staff?
About the Role
We are seeking an Alliance Manager to build and maintain a strong foundation of corporate partnerships. This role will focus on launching high-value offerings and strategies that deliver measurable business benefits, particularly within the federal market. The position is critical to long-term, enterprise growth and will be responsible for developing, managing, and executing all aspects of corporate partner strategy, including core and emerging OEM partners and distributors. The Alliance Manager will ensure alignment of sales, program, and operational strategy with the broader partner ecosystem. Key areas of focus include cloud & infrastructure, cybersecurity, and IT automation/orchestration.
Responsibilities
- Serve as the primary point of contact for OEM and distribution partners, owning relationship management and development at all levels, including federal channels and sales leadership.
- Collaborate with channel counterparts to create OEM-specific sales and territory growth strategies, business planning, and sales enablement, including mutually beneficial go-to-market approaches.
- Meet with potential new OEM partners, assist with onboarding, determine portfolio alignment, and ensure agreements are in place.
- For strategic OEMs, understand partner programs and pricing to maximize profitability through front-end pricing, backend rebates, and other program incentives.
- Analyze sales and pipeline data, along with market drivers, to develop and execute OEM partner strategies; assign and track technical and sales certifications across the organization as required.
- Maintain compliance with business and certification requirements for key OEM partner programs; partner with engineering and sales leadership to prioritize certification attainment.
- Manage sales enablement training schedules in collaboration with technical and sales leadership to ensure teams are educated on core, strategic, and emerging OEM solutions.
- Support the sales team in understanding partner programs and pricing dynamics, including promotions, program changes, and pricing strategies.
- Provide support for business development activities, including RFQ and bid responses.
- Partner with marketing to access and maximize Marketing Development Funds (MDF) and collaborate on lead generation activities, including events, campaigns, and relationship-building efforts.
- Represent the company at internal and external partner events.
- Act as an escalation point for conflict resolution with OEM and distribution partners.
- Proactively evaluate and recommend improvements to processes, systems, and procedures for continuous efficiency gains.
- Perform other duties and projects as assigned.
Requirements
- Bachelor’s Degree in Business or related field; or equivalent combination of education and experience.
- Preferred: background in Accounting or Finance.
- 3–5 years of experience as a Partner, Alliance, or Channel Manager, ideally with sales experience.
- Demonstrated ability to thrive in a fast-paced environment.
- Self-motivated individual contributor who can collaborate effectively in a team setting.
- Strong communication and presentation skills.
- Solid understanding of the federal IT market.
- Ability to quickly grasp high-level Information Technology concepts.
Great to Have
- Proven success working with sales organizations to drive revenue and profit growth.
- Experience managing a broad portfolio of partners.
- Understanding of the federal cloud market with experience in AWS, Google, and Azure, including cloud marketplaces.
- Experience working with key OEMs such as Cisco, HP, VMware, and Dell.
