Manager, Provider Onboarding
Delta Dental Institute
Partner Alliance Manager – Federal
Private Label Staff
full-time
Posted on:
Location Type: Remote
Location: Remote • District of Columbia, Washington • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
AWSAzureCloudVMware
About the role
- Serve as the primary point of contact for OEM and distribution partners, owning relationship management and development at all levels, including federal channels and sales leadership.
- Collaborate with channel counterparts to create OEM-specific sales and territory growth strategies, business planning, and sales enablement, including mutually beneficial go-to-market approaches.
- Meet with potential new OEM partners, assist with onboarding, determine portfolio alignment, and ensure agreements are in place.
- For strategic OEMs, understand partner programs and pricing to maximize profitability through front-end pricing, backend rebates, and other program incentives.
- Analyze sales and pipeline data, along with market drivers, to develop and execute OEM partner strategies; assign and track technical and sales certifications across the organization as required.
- Maintain compliance with business and certification requirements for key OEM partner programs; partner with engineering and sales leadership to prioritize certification attainment.
- Manage sales enablement training schedules in collaboration with technical and sales leadership to ensure teams are educated on core, strategic, and emerging OEM solutions.
- Support the sales team in understanding partner programs and pricing dynamics, including promotions, program changes, and pricing strategies.
- Provide support for business development activities, including RFQ and bid responses.
- Partner with marketing to access and maximize Marketing Development Funds (MDF) and collaborate on lead generation activities, including events, campaigns, and relationship-building efforts.
- Act as an escalation point for conflict resolution with OEM and distribution partners.
- Perform other duties and projects as assigned.
Requirements
- Bachelor’s Degree in Business or related field; or equivalent combination of education and experience.
- Preferred: background in Accounting or Finance.
- 3–5 years of experience as a Partner, Alliance, or Channel Manager, ideally with sales experience.
- Demonstrated ability to thrive in a fast-paced environment.
- Self-motivated individual contributor who can collaborate effectively in a team setting.
- Strong communication and presentation skills.
- Solid understanding of the federal IT market.
- Ability to quickly grasp high-level Information Technology concepts.
- Great to Have Proven success working with sales organizations to drive revenue and profit growth.
- Experience managing a broad portfolio of partners.
- Understanding of the federal cloud market with experience in AWS, Google, and Azure, including cloud marketplaces.
- Experience working with key OEMs such as Cisco, HP, VMware, and Dell.
Benefits
- Represent the company at internal and external partner events.
- Proactively evaluate and recommend improvements to processes, systems, and procedures for continuous efficiency gains.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales enablementbusiness planningpipeline analysispartner program managementpricing strategycertification managementlead generationconflict resolutionOEM partner strategiesportfolio management
Soft skills
relationship managementcollaborationcommunicationpresentation skillsself-motivationteamworkproblem-solvingadaptabilitystrategic thinkingconflict resolution
Certifications
Bachelor’s Degree in Businesssales certificationstechnical certifications
