Mid-Market OEM/Reseller Partnerships Manager

Oscilar

Mid-Market OEM/Reseller Partnerships Manager responsible for growing partner-sourced revenue in B2B SaaS. Collaborating with partners and managing onboarding to drive long-term success

Posted 5/6/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Drive new partners from signed agreement to first deal through structured onboarding: AE certification, joint playbooks, and early deal support
Establish the foundation for a productive long-term relationship — clear processes, mutual accountability, and a shared view of what success looks like
Own revenue growth within your partner portfolio — tracking partner-sourced ARR trends, identifying expansion opportunities, and holding partners accountable to pipeline commitments
Multi-thread into partner orgs: build relationships across AEs, sales managers, product owners, and implementation teams — not just the primary partner contact
Run structured deal reviews with partner AEs to advance active opportunities, sharpen positioning, and accelerate deal velocity
Identify cross-sell and upsell signals within a partner's existing customer base and bring them back into the joint pipeline
Continuously refresh partner AEs on new Oscilar use cases, product capabilities, and competitive positioning — keeping Oscilar top of mind and easy to pitch
Build internal champions who proactively bring Oscilar into deals, not just partners who respond when asked
Conduct regular QBRs with partner leadership to review portfolio health, celebrate wins, surface blockers, and align on the next quarter's pipeline targets
Support partner AEs on active deals with pricing guidance, deal structuring, and objection handling; escalate commercial complexity to Deal Desk and senior partnerships leadership as needed
Work cross-functionally with Sales, Marketing, and Deal Desk on deal motion, enablement assets, and partner-specific SKU/pricing questions
Surface patterns from the field — what's working, what's blocking — to help improve OEM/Reseller playbooks, enablement materials, and program structure

Requirements

What you’ll need

4–7 years in channel partnerships, reseller management, or OEM business development in B2B SaaS
Proven track record of growing partner-sourced revenue within an existing partner portfolio — not just launching new partners
Experience building multi-threaded relationships inside partner orgs (field AEs, sales leadership, implementation teams)
Comfort running structured deal reviews, QBRs, and pipeline accountability conversations with partner teams
Solid grasp of reseller and OEM economics: wholesale pricing, rev-share structures, and channel conflict dynamics
Disciplined follow-through — you manage a portfolio of relationships without dropping threads, and partners know they can count on you
Clear communicator, equally comfortable running a partner deal review and writing a crisp internal pipeline summary.

Benefits

Comp & perks

Compensation: Competitive salary and equity packages, including a 401k plan.
Flexibility: Remote first culture.
Health: 100% Employer covered comprehensive health, dental, and vision insurance with a top tier plan for you and your dependents. (US)
Balance: Unlimited PTO policy.
Culture: Family-Friendly environment; Regular team events and offsites.
Development: Unparalleled learning and professional development opportunities.
Impact: Making the internet safer by protecting online transactions.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B SaaSchannel partnershipsreseller managementOEM business developmentrevenue growthpipeline accountabilitydeal structuringpricing guidanceobjection handlingmulti-threaded relationships

Soft Skills

clear communicatordisciplined follow-throughrelationship buildingorganizational skillsaccountabilityproblem-solvingcollaborationnegotiationstrategic thinkingadaptability

Certifications

AE certification