Vendor Alliance Manager

3MD Inc. • Redmond, WA

3d • Onsite

About The Position

The Vendor Alliance Manager (VAM) will focus on our partner(s) and their channel programs to ensure the success of their programs at the company and field sales level. This position will drive co-selling, brand equity, and partner program initiatives. This position will create and organize portfolio management, financial management, performance management, and relationship management from across the organization and regions to successfully deliver on revenue and strategy goals. The Vendor Alliance Manager manages the strategic partnership(s) and is responsible for cultivating and maintaining relationships among business partners while also developing strategies to increase revenue for their companies, including expanding our customer business and looking for new growth opportunities.

Requirements

• Bachelor’s Degree
• 3-5 years of VAR/Reseller Channel Program experience
• Experience with Cisco and/or Dell partner programs
• 3-5 Years Experience in OEM Program Management
• 2 Years Minimum Program, Partner/Alliance or Business Development Management
• Ability to work in a highly collaborative and cross-functional environment
• Excellent time management, attention to detail, and an ability to thrive in a dynamic environment
• Must possess the ability to assimilate a wide variety of detail and convey it to appropriate persons for action
• Ability to quickly understand and align with organizational priorities and practices to support the company's strategic priorities and goals
• Demonstrate written and oral communication that is timely, accurate, professional, consistent, and targeted to the appropriate audience
• Demonstrate the ability to adapt well to changing environment and respond quickly to requests and needs of the environment

Responsibilities

• Lead the digitization of customer business processes by driving the adoption of partner portfolio offers across technology stacks
• Drive partner co-selling initiatives and unlock partner programs to achieve incentives (e.g., rebates)
• Enhance Denali’s brand equity through partner events and strategic partner opportunities
• Manage Denali’s certifications and authorizations for key partners to meet compliance rules and product eligibility
• Work with key partners to develop success plans, ensuring an exceptional customer experience
• Collaborate with internal and external teams to deliver exceptional customer experiences
• Support Account Executives with program execution, including Deal Registration, Pricing Programs (e.g., VPP), and Marketing Programs (e.g., Demand Generation and Rebate Management)
• Align with sales, marketing, and account teams to achieve sales targets, profit goals, and key requirements
• Coordinate and drive objectives with partners, OEMs, vendors, customers, and inter-departmental teams to achieve and deliver on customer needs
• Implement strategies for managing partner portfolios, financials, performance, and relationships to achieve maximum revenue, margin, and rebate objectives
• Coordinate resource allocation to positively impact partner and customer experiences
• Serve as the primary point of contact for partner relationships, ensuring strong supplier and customer connections
• Collaborate with the sales team to track opportunities in CRM systems
• Facilitate effective cross-functional communication across internal and external stakeholders
• Independently manage correspondence with OEMs and partners, including calls, reporting, and presentations
• Analyze data and insights to support strategic decision-making and operational objectives.
• Solution Selection Support
• Solution Onboarding
• Contract/Compliance
• Global Authorization (as required)
• Certification/Training
• Revenue v Targets
• Rebates
• Investment Based Funding (MOU, MDF)
• Quality of Service
• Reliability/Predictability of Service
• Tooling/Systems/Automation (ease of doing business)
• Conduct Quarterly Business Review (QBRs)
• Represent DAI on Advisory Boards
• Represent DAI at Industry Conferences

Benefits

• U.S.-based employees have access to medical, dental, and vision insurance, a 401(k) plan and company contribution, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others.
• U.S.-based employees also receive, per calendar year, up to 6 scheduled paid holidays.
• Additionally, eligible hourly/non-exempt and exempt employees accrue up to 112 hours of PTO based on years of service and may annually take up to 8 hours of paid volunteer time.
• Additional paid sick leave is also provided if required by state or local law.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 11-50 employees