Vendor Alliance Manager

Key Responsibilities:

Vendor Relationship Management:

• Build and maintain strong, strategic relationships with key technology and solutionvendors (e.g., hardware manufacturers, software providers, cloud vendors).
• Act as the main point of contact for all vendor communications, ensuring alignment on business goals and objectives.
• Ensure smooth collaboration between vendors and internal teams, addressing any issues or concerns promptly.

Business Development and Revenue Growth:

• Drive joint business development efforts with vendors to create and execute go-tomarket(GTM) strategies, including marketing initiatives, joint solutions, and integrated product offerings.
• Work with vendors to expand the company's portfolio, leveraging vendor capabilities to enhance service offerings and drive business growth.
• Identify and develop new revenue opportunities with vendors, focusing on increasing sales through vendor partnerships.

Program Management and Execution:

• Develop and manage vendor alliance programs, including partner enablement, joint sales activities, co-marketing programs, and incentive structures.
• Lead the execution of strategic initiatives, ensuring alignment with company goals, timelines, and budget.
• Provide guidance and support to internal sales, marketing, and technical teams in utilizing vendor solutions to meet customer needs.

Vendor Enablement and Training:

• Ensure internal teams are trained on the latest products, solutions, and updates from vendors, enabling them to effectively sell and support vendor technologies.
• Create and manage vendor-specific enablement materials, including training resources, product documentation, and sales collateral.
• Collaborate with vendors to organize training programs, certifications, and workshops for internal teams and channel partners.

Joint Marketing and Promotion:

• Collaborate with vendors on co-branded marketing campaigns, product launches,
• and promotional activities to drive awareness and lead generation.
• Manage and execute vendor-related marketing initiatives, ensuring alignment with overall company marketing strategy and objectives.
• Track and report on the effectiveness of joint marketing efforts, optimizing campaigns for better results.

Sales Support and Enablement:

• Support the sales teams by providing vendor-specific solutions and sales materials, helping them to position vendor products effectively during customer engagements.
• Assist in identifying and closing high-value deals by leveraging vendor solutions and expertise.
• Coordinate with the vendor's sales teams to enable joint sales opportunities, ensuring alignment on sales targets and strategies.

Performance Tracking and Reporting:

• Monitor and measure the performance of vendor alliances against key metrics, such as revenue generation, deal closure rates, and market share growth.
• Prepare regular reports and updates for senior management on vendor performance, partnership activities, and potential opportunities or challenges.

Qualifications:

Experience:

• Minimum 5 years of experience in managing vendor alliances, partnerships, or business development within the technology, IT services, or system integration industry.
• Proven track record of building and managing successful vendor relationships, driving joint sales, and achieving revenue growth targets.
• Strong understanding of the system integration business, IT solutions, cloud technologies, and partner ecosystems.

Skills:

• Excellent interpersonal and relationship management skills, with the ability to work effectively with vendors, internal teams, and customers at all levels.
• Strong business acumen and understanding of how vendor relationships drive business value.
• Exceptional negotiation, presentation, and communication skills.
• Ability to manage multiple projects simultaneously and deliver results under pressure.
• Knowledge of vendor-specific technologies, products, and services, and the ability to communicate their value proposition effectively.

Education:

• Bachelor's degree in Business, Information Technology, Marketing, or a related field.
• Relevant certifications in vendor management, business development, or technology are a plus