Alliances Manager

Alliances Manager

Responsibilities:

The primary responsibility of the role includes proactively tracking and managing asset-based opportunities and deals across various accounts. The candidate will be required to register all asset opportunities and maintain comprehensive records for closed deals. This includes capturing Opportunity TCV and Asset TCV and providing a detailed revenue breakdown, distinguishing between upfront (hardware and perpetual licenses) and deferred (AMC, subscriptions, OEM services). The candidate is also expected to track and report Asset TCV billing within the financial year, ensuring that revenues are clearly distinguished between upfront and deferred. They must ensure accurate net or gross revenue reporting as applicable. Maintaining and updating the Funnel Dashboard, categorizing the qualified funnel (L1, L2, L3) and the unqualified funnel (P0, L4) is essential. The candidate will also validate and update opportunity data in Excalibur and Power BI, ensuring the correctness of asset values and stage classification. Complete documentation for all closed opportunities must be maintained, including customer and vendor purchase orders and associated project codes. The candidate should collaborate proactively with sales and delivery teams to analyze the OEM landscape within accounts and identify potential asset opportunities. Engage with partners and OEMs to pursue and manage strategic asset opportunities is a key part of this role.

Qualification & Experience:

Minimum 3–7 years of relevant experience is mandatory MBA qualification is required Strong communication and interpersonal skills Proven stakeholder management capabilities Experience in working with OEM partners