Partner Alliance Analyst

Partner Alliance Analyst

Location:

Time zones:

Reports to:

Teams you’ll work with:

Role Purpose

all global distributors

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)

• <48 hrs

  average turnaround for standard SP/BID requests;

  <72 hrs

  for complex bundles.

• +2–4 pts

  average margin lift on large deals via negotiated SP/rebates.

• >95%

  on-time delivery from distributors;

  <1%

  RMA/DOA unresolved beyond SLA.

• >85%

  utilisation of eligible

  rebates/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 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