Global Partnership Development Specialist

Job SummaryWe are seeking a highly skilled Partner Alliance Analyst to join our team. This role involves coordinating and administering day-to-day operational relationships for all global distributors and OEM partners.The successful candidate will be responsible for owning the coordination, administration, and day-to-day operational relationships for all global distributors and OEM partners.This includes managing SLAs, escalations, and daily ticket flow (quotes, RMAs, DOA, lead times).Additionally, the Partner Alliance Analyst will coordinate deal registrations, bid support, and special pricing with OEMs (e.g., client devices, servers, networking, security, SaaS).They will maintain a single source of truth for distributor contacts, territories, credit limits, Incoterms, tax/VAT notes, service catalogues, and RMA processes.Key ResponsibilitiesBe 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;Maintain a single source of truth for distributor contacts, territories, credit limits, Incoterms, tax/VAT notes, service catalogues, and RMA processes;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;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;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);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;RequirementsThe ideal candidate will possess: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 QualificationsExperience 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.What We OfferIndia-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 UseSalesforce/HubSpotOEM PRM PortalsCPQNetSuite/SAP (or similar)Excel/SheetsPower BI/TableauJira/ServiceNowMS Teams/Slack