Job Title: Alliance Manager **Experience Required:** 5+ Years **Location:** Okhla, New Delhi / Gurugram **Employment Type:** Full-Time ## About the Role Cloudone Systems Pvt. Ltd. is seeking a dynamic **Alliance Manager** to build, manage, and strengthen strategic partnerships with OEMs, technology vendors, distributors, and channel partners. The ideal candidate will play a key role in driving business growth by developing partner relationships, enabling sales teams, and identifying new business opportunities across the IT Infrastructure and System Integration ecosystem. ## Key Responsibilities ### Strategic Alliance Management * Build and maintain strong relationships with OEMs, distributors, and technology partners. * Develop alliance strategies to maximize business opportunities and revenue. * Identify new partnership opportunities aligned with Cloudone’s business objectives. * Act as the primary point of contact for assigned partners. ### Partner Engagement * Coordinate regular meetings with OEMs and channel partners. * Drive partner engagement programs, joint business planning, and quarterly business reviews. * Ensure partner certifications, competencies, and compliance requirements are maintained. * Work closely with partner account managers to identify new opportunities. ### Sales Enablement * Collaborate with the Enterprise Sales team to identify and pursue new business opportunities. * Coordinate with OEMs for special pricing, deal registrations, bids, and commercial support. * Arrange product demonstrations, technical workshops, and customer presentations. * Support the sales team with partner programs, incentives, and marketing initiatives. ### Business Development * Identify opportunities to expand Cloudone’s portfolio through strategic alliances. * Drive joint go-to-market initiatives with technology partners. * Monitor market trends, competitor partnerships, and emerging technologies. * Generate business through partner referrals and collaborative sales activities. ### Coordination & Documentation * Maintain accurate documentation of partner agreements, certifications, pricing approvals, and business plans. * Track partner performance, pipeline, certifications, and revenue contribution. * Prepare weekly and monthly alliance reports for management. * Coordinate with Sales, Pre-Sales, Procurement, Finance, and Technical teams to ensure seamless project execution. ## Required Skills * Strong relationship management and stakeholder engagement skills. * Excellent negotiation and communication abilities. * Knowledge of the IT Infrastructure and System Integration industry. * Experience managing OEMs and technology partnerships. * Strong analytical and business planning skills. * Ability to work cross-functionally with multiple internal teams. ## Preferred OEM Experience Experience working with one or more leading technology partners such as: * NetApp * Dell Technologies * HPE * Lenovo * Cisco * Microsoft * VMware * Veeam * Fortinet * Sophos * Palo Alto Networks * Redington * Ingram Micro * Iris Global * Savex Technologies ## Technical Skills * MS Excel (Pivot Tables, VLOOKUP/XLOOKUP) * PowerPoint * CRM tools * Microsoft Office Suite ## Qualifications * Bachelor’s Degree in Business, Engineering, Information Technology, or a related field. * MBA (Marketing or Business Management) is preferred. * Relevant OEM certifications are an added advantage. ## Preferred Experience * 5+ years of experience in Alliance Management, Channel Sales, Partner Management, or Business Development within the IT System Integration industry. * Proven experience working with OEMs, distributors, and enterprise customers. ## Key Performance Indicators (KPIs) * Revenue generated through alliance partners. * Number of active strategic partnerships. * Deal registrations and joint opportunities created. * Partner satisfaction and engagement. * Certifications and partner program compliance. * Growth in partner-led pipeline and business conversion. This JD is designed specifically for an **IT System Integration company** like **Cloudone**, where the Alliance Manager works closely with OEMs (such as NetApp, Cisco, Dell, HPE, Microsoft, etc.), distributors, and the enterprise sales team to drive revenue and strategic partnerships.