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, Marketing Role Purpose Own the coordination, administration, and day-to-day operational relationships for all global distributors and 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 get the best value, fastest quotes, and reliable fulfilment for large multi-country deals. What you'll do Distributor & OEM Operations - Be the primary operational point of contact for distributors globally; manage SLAs, escalations, and daily ticket flow (quotes, RMAs, DOA, lead times). - Coordinate deal registrations, bid support, and special pricing with OEMs (e.g., client devices, servers, networking, security, SaaS). - Maintain a single source of truth for distributor contacts, territories, credit limits, Incoterms, tax/VAT notes, service catalogues, and RMA processes. Pricing Desk & Commercials - Drive BID/SP submissions with complete BOMs, competitive positioning, and margin targets; negotiate to hit target GM%. - Track FX 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), keep certifications, tiers, and competencies current to unlock rebates/discounts. - Plan and claim rebates/MDF/co-op with Finance/Marketing; maintain audit-ready documentation. - Track EOL/EOS notices and migration paths; communicate refresh plans to Sales and Delivery. Cross-Functional Delivery - Orchestrate quote-to-cash with Sales Ops, CPQ, ERP, and Finance; reduce cycle time from RFQ to PO. - Provide clean handoffs to Delivery for SLA, warranty, and service start details. - Partner with Inside Sales on OEM 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. - Run win/loss and price-to-comp analysis; recommend preferred distributors by product line and region. - Forecast availability/lead-time risks and propose alternatives. What success looks like (first 12 months) - 60% win rate on qualified deal registrations; measurable decrease in quote-to-PO cycle time. Qualifications Must-have - 4–7 years in channel operations / distributor management / alliance or bid desk within IT hardware/software, security, or cloud. - Hands-on with deal registration, special pricing, rebates/MDF, PRM portals (e.g., Microsoft, Dell/Lenovo/HP, Cisco/HPE/NetApp, security OEMs). - Strong commercial acumen (BOMs, margins, FX, freight, Incoterms) and negotiation skills. - Excellent Excel/Sheets (pivot, lookup, modelling) + comfort with CRM (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 supporting multi-country deployments and compliance (VAT/GST, import docs). - Familiarity with security licensing/subscriptions and hardware lifecycle (EOL/EOS refresh). - Certifications in channel management or procurement (e.g., CPSM, CSCP) a plus. Working model & benefits - India-based with shift flexibility to cover Americas/EMEA/APAC rotations. - Minimal travel; occasional distributor/OEM or internal QBRs. - Growth path into Alliance Manager / Partner Operations Lead or Commercial/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