Partner Alliance Analyst

Partner Alliance Analyst Location:India (remote/hybrid) Time zones:Rotating coverage for Americas, EMEA, APAC Reports to:Head of Strategic Partnerships Teams you’ll work with:Inside Sales, Procurement, Finance, Delivery, Legal, MarketingRole Purpose Own the coordination, administration, and day-to-day operational relationships forall global distributorsand OEM partners. You’ll run the deal desk motions (special pricing, bids, and deal reg), keep partner programs/compliance sharp, and make sure Inside Sales and Procurement getthe best value, fastest quotes, and reliable fulfilmentfor large multi-country deals. What you’ll do Distributor & OEM Operations Be theprimary operational point of contactfor distributors globally; manage SLAs, escalations, and daily ticket flow (quotes, RMAs, DOA, lead times). Coordinatedeal registrations, bid support, and special pricingwith OEMs (e.g., client devices, servers, networking, security, SaaS). Maintain asingle source of truthfor distributor contacts, territories, credit limits, Incoterms, tax/VAT notes, service catalogues, and RMA processes. Pricing Desk & Commercials DriveBID/SPsubmissions with complete BOMs, competitive positioning, and margin targets; negotiate to hittarget GM% . TrackFX exposure, freight, and surcharges ; recommend price holds or hedges on large programs. Align with Procurement on PO timing,stock reservations , allocations, and alternates for constrained SKUs. Program Management & Compliance Administer partner portals (PRM), keepcertifications, tiers, and competenciescurrent to unlock rebates/discounts. Plan and claimrebates/MDF/co-opwith Finance/Marketing; maintain audit-ready documentation. TrackEOL/EOSnotices and migration paths; communicate refresh plans to Sales and Delivery. Cross-Functional Delivery Orchestratequote-to-cashwith Sales Ops, CPQ, ERP, and Finance; reduce cycle time from RFQ to PO. Provide clean handoffs to Delivery forSLA, warranty, and service startdetails. Partner with Inside Sales onOEM bundle plays(e.g., Microsoft + endpoint security + client refresh + managed SOC). Insights & Reporting Build weekly dashboards:win rate on deal reg , SP turnaround time,cost-savings vs. list , on-time delivery, rebate utilisation, MDF ROI. Runwin/lossand price-to-comp analysis; recommend preferred distributors by product line and region. Forecastavailability/lead-time risksand propose alternatives. What success looks like (first 12 months) average turnaround for standard SP/BID requests;for complex bundles. +2–4 ptsaverage margin lift on large deals via negotiated SP/rebates. >95%on-time delivery from distributors;RMA/DOA unresolved beyond SLA. >85%utilisation of eligiblerebates/MDF ; zero audit exceptions. >60%win rate on qualified deal registrations; measurable decrease in quote-to-PO cycle time. Qualifications Must-have 4–7 years inchannel operations / distributor management / alliance or bid deskwithin IT hardware/software, security, or cloud. Hands-on withdeal registration, special pricing, rebates/MDF, PRM portals(e.g., Microsoft, Dell/Lenovo/HP, Cisco/HPE/NetApp, security OEMs). Strongcommercial acumen(BOMs, margins, FX, freight, Incoterms) and negotiation skills. Excellent Excel/Sheets (pivot, lookup, modelling) + comfort withCRM (Salesforce/HubSpot), CPQ, ERP (e.g., NetSuite/SAP),and ticketing (Jira/ServiceNow). Proven ability to coordinate across time zones and drive outcomes with multiple stakeholders. Nice-to-have Experience supportingmulti-country deploymentsand compliance (VAT/GST, import docs). Familiarity withsecurity licensing/subscriptionsandhardware lifecycle(EOL/EOS refresh). Certifications inchannel management or procurement(e.g., CPSM, CSCP) a plus. Working model & benefits India-based withshift flexibilityto cover Americas/EMEA/APAC rotations. Minimal travel; occasional distributor/OEM or internal QBRs. Growth path intoAlliance Manager / Partner Operations LeadorCommercial/Bid Desk Lead .Tools you’ll use Salesforce/HubSpot • OEM PRM Portals • CPQ • NetSuite/SAP (or similar) • Excel/Sheets • Power BI/Tableau • Jira/ServiceNow • MS Teams/Slack