Alliance Manager

Role : Alliance Manager
Location : Noida /Bangalore / Chennai / Hyderabad /Pune
Role Summary
We are looking for a Sales & Alliance Program Specialist to support the IT Infrastructure Asset Growth initiative. The role will focus on driving growth across hardware and software assets through OEM / partner-led motions, account mapping, sales enablement, and structured follow-through with account teams.
In this context, assets include enterprise hardware and software products that can be sold, resold, attached to managed services, renewed, refreshed, or positioned as part of broader infrastructure services solutions. This may include OEM and partner technologies across workplace, devices, data center, network, security, cloud, automation, observability, and managed services.
The role will work with account managers, sales teams, OEM / alliance partners, internal solution teams, and delivery stakeholders to identify asset-led growth opportunities and convert them into trackable sales actions.
Key Responsibilities
Support asset-led growth motions across selected DFS accounts.
Work with account managers to gather account context, customer priorities, installed base information, renewal timelines, refresh opportunities, and partner presence.
Coordinate with OEM / alliance partners for account mapping, sales plays, partner campaigns, incentive programs, and joint pursuit inputs.
Support opportunities related to hardware and software resale, renewals, refresh cycles, attach motions, and managed services-led asset growth.
Prepare account briefs, partner summaries, meeting notes, action trackers, pursuit updates, and leadership review inputs.
Help translate OEM / partner offerings into account-specific conversation starters for sales teams.
Maintain a structured tracker of target accounts, asset opportunities, partner actions, opportunity status, owners, next steps, and blockers.
Coordinate with solution teams to validate offering relevance, technical fit, and services attach potential.
Follow up with internal and partner stakeholders to keep actions moving.
Support weekly / bi-weekly reporting on progress, open actions, pursuits, and outcomes.
Required Experience
6+ years of experience in one or more of the following areas:
Partner sales
OEM alliances
Business development
Inside sales
Sales support
Presales coordination
Pursuit / bid support
Sales operations
Account growth programs
IT hardware / software sales support
Required Skills
Good understanding of enterprise IT hardware and software sales motions.
Exposure to infrastructure technology areas such as end-user devices, workplace services, data center, network, cybersecurity, cloud, automation, observability, or managed services.
Experience working with sales teams, account managers, OEM partners, distributors, or alliance teams.
Ability to support account mapping, opportunity tracking, partner coordination, and sales follow-through.
Strong written and verbal communication skills.
Ability to create clear PowerPoint slides, Excel trackers, account summaries, and management updates.
Good stakeholder management and follow-up discipline.
Ability to work independently with offshore and onsite teams.
Preferred Experience
Experience with OEM / technology partners such as Dell, HPE, Cisco, Palo Alto Networks, Fortinet, HP, Lenovo, Microsoft, AWS, Google Cloud, ServiceNow, CrowdStrike, Zscaler, VMware, Nutanix, Dynatrace, Datadog, or similar enterprise technology providers.
Experience supporting hardware / software resale, partner-led sales motions, renewals, refresh programs, install-base analysis, cross-sell / upsell campaigns, or managed services attach motions.
Prior experience in an IT services company, systems integrator, OEM, distributor, reseller, or technology partner ecosystem.
Ideal Candidate Profile
The ideal candidate should be commercially aware, structured, proactive, and comfortable working across sales, alliance, partner, solution, and delivery teams. The candidate should be able to understand customer account context, identify where OEM / partner assets may create growth opportunities, and help convert those opportunities into structured sales actions.
The focus should be on sales orientation, partner coordination, communication, execution discipline, and ability to manage multiple account and partner action

Work arrangement
Hybrid