or Manager to lead and grow our strategic relationships with major IT OEMs such as HPE, Dell, Cisco, Lenovo, Microsoft, and other technology partners. This role is critical for driving revenue, optimizing commercial terms, and supporting the company’s long-term growth across enterprise, commercial, and channel segments. You will work closely with Sales, Product, Marketing, Supply Chain, and Finance to ensure the right product mix, pricing, and vendor programs are leveraged to maximize profitability.
What You'll Do
1. Vendor & OEM Relationship Management
- Manage day-to-day relationships with assigned OEM partners (e.g., HPE, Dell, Cisco, Lenovo, Microsoft).
- Act as the primary liaison between the company and vendor account teams.
- Drive alignment between vendor roadmaps and the company’s go-to-market strategy.
2. Business Planning & Growth
- Develop annual business plans with vendors, including revenue targets, marketing budgets, rebate programs, and training initiatives.
- Identify new product opportunities and market segments to expand vendor penetration.
- Track sales performance and ensure targets are achieved through weekly/monthly reviews.
3. Pricing, Rebates & Commercial Management
- Manage vendor pricing structures, discounts, deal registrations, and special pricing approvals.
- Optimize vendor incentive programs, rebates, and back-end margins.
- Work with Sales and Finance teams to ensure competitive pricing and profitable deal structures.
4. Product Lifecycle & Inventory Coordination
- Coordinate product availability, forecasting, and stock planning with Supply Chain.
- Oversee product launches, EOL transitions, and updates from vendors.
- Ensure accurate and updated product listings, SKUs, certifications, and documentation.
5. Marketing & Channel Enablement
- Plan and execute joint marketing campaigns, events, and demand-generation activities funded by vendor MDF.
- Enable Sales teams with product training, competitive insights, and vendor-specific programs.
- Lead quarterly business reviews (QBRs) with vendors.
6. Contract, Compliance & Governance
- Ensure compliance with vendor agreements, channel policies, and distribution rules.
- Review and negotiate commercial terms, partner agreements, and renewal contracts.
- Maintain accurate reporting, documentation, and vendor scorecards.
Qualifications
- Bachelor’s degree in Business, IT, Engineering, or related field.
- 5+ years of experience in IT distribution, vendor management, or OEM partner management (HPE, Dell, Cisco, Microsoft, Lenovo preferred).
- Strong understanding of channel ecosystems, enterprise solutions, cloud, servers, storage, networking, and software licensing.
- Experience with vendor pricing tools, deal registration portals, and rebate management.
- Excellent negotiation, communication, and analytical skills.
- Certifications such as HPE Sales Certified, Cisco Channel Specialist, Microsoft Partner, or ITIL are an advantage.
