Channel Manager - OEM Programs & Certifications | Remote
Up to 20% travel
Reports to: Director of Strategic Alliances
Position Overview:
The Channel Manager is the operational backbone of our OEM partner program strategy. While an Alliance Manager focuses on relationship development and revenue generation with OEM field teams, the Channel Manager owns the program-level knowledge that ensures the company maximizes every rebate, certification, specialization, and partner tier benefit across our OEM portfolio. This is a role that sits at the intersection of business analytics, partner program expertise, and internal sales coaching.
Key Responsibilities:
1. OEM Rebate, Incentive & Deal Registration Program Management
- Primary Stakeholder in end-to-end tracking and optimization of all OEM back-end rebate and incentive programs across the full partner portfolio, including, but not limited to volume rebates and incentives tied to growth, specialization achievement, and net-new customer acquisition.
- Maintain a comprehensive rebate calendar for each OEM partner—tracking qualification periods, measurement windows, payout timelines, claim deadlines, and audit requirements.
- Model and forecast quarterly and annual rebate attainment by OEM, with variance analysis and actions needed to close gaps, and coordinate with Finance on accurate booking, crediting, and reconciliation of all rebate payments, credit memos, and incentive payouts.
- Own partner deal registration end-to-end across all OEM programs, serving as the internal process owner and single point of accountability—ensuring registrations are submitted accurately and on time, win rates are tracked, and pricing advantages are fully utilized to protect margin.
- Track and submit all MDF (Marketing Development Funds) and co-op claims with full documentation, ensuring compliance with OEM program guidelines and meeting claim deadlines.
- Monitor OEM partner portals for program updates, rebate structure changes, new incentive launches, and expiring offers requiring internal action.
2. Certification, Specialization & Practice Compliance
- Serve as the internal authority on OEM certification, specialization, and tier requirements across the portfolio (Cisco, Dell Technologies, HPE, Microsoft, Palo Alto Networks, and Fortinet), and maintain relationships with OEM program representatives to stay ahead of program changes.
- Track OEM certifications monthly, mapping all required exams, accreditations, and credentials to the individual who holds them, with expiration dates, renewal deadlines, and ownership documented.
- Proactively identify certification gaps and at-risk credentials, coordinating with HR and L&D to schedule training, fund exam vouchers, and complete renewals before expiration.
- Assess the certification and tier-compliance impact of headcount changes in real time, and work with Alliance Managers to prioritize credentials that unlock higher rebate tiers or new program benefits.
- Own tracking and reporting of practice-level requirements for each OEM program—revenue thresholds, sales and technical headcount, active deployments, references, and services attach—and conduct quarterly compliance audits producing a formal scorecard.
- Manage annual OEM program enrollment and renewal, and build the business case, resource plan, and roadmap where the company can advance to a higher tier or new specialization.
3. OEM Program Intelligence & Sales Enablement
- Maintain expert-level, current knowledge of each OEM partner program—structure, incentive mechanics, compliance rules, and tier transitions—across Cisco 360, Dell Technologies, HPE Partner Ready Vantage, Microsoft, Palo Alto NextWave, and Fortinet Engage.
- Research and synthesize announced program changes into internal action plans identifying impacts on revenue, certifications, staffing, and rebate attainment.
- Produce and maintain internal OEM Program Playbooks for each partner: tier requirements, rebate structures, certification needs, key contacts, portal links, and program calendar.
- Serve as the internal subject-matter expert on two-tier distribution (Ingram Micro, TD SYNNEX, Arrow) and how it affects program reporting, rebate eligibility, and revenue recognition.
- Deliver OEM program briefings and enablement training for new hires and account executives—covering deal registration best practices, portal quoting, rebate eligibility rules, and tier benefits—supported by quick-reference job aids.
- Coach account executives on positioning OEM partner status as a competitive differentiator and on deal-level registration and incentive strategy that affects pricing and margin.
4. Reporting, Analytics & Forecasting
- Build and maintain an OEM program performance dashboard giving leadership real-time visibility into rebate attainment, certification status, tier standing, and MDF utilization across all partners.
- Produce a monthly Channel Program Report covering performance against rebate targets, certification gaps, upcoming deadlines, and at-risk items, distributed to sales leadership, finance, and Alliance Management.
- Develop an annual OEM program financial model projecting rebate attainment, certification investment costs, MDF income, and net program profitability by partner.
- Analyze OEM program ROI trends and provide data and insights to the Alliance Manager team for joint business planning, QBR preparation, and partner negotiations.
Required Experience:
- 4+ years in channel program management, vendor management, or partner operations within the IT industry.
- Hands-on experience managing OEM partner programs—rebate tracking, certification management, deal registration, and MDF administration—for at least one major OEM (Cisco, Dell, HPE, Microsoft, or equivalent).
- Detailed working knowledge of at least two major OEM partner program structures, tier requirements, and incentive mechanics, with proven ability to forecast and optimize back-end rebate attainment across programs.
- Experience maintaining certification tracking systems and renewal calendars across a team or organization.
- Strong analytical skills—able to build financial models, rebate forecasts, and program dashboards in Excel or similar tools.
- Proficiency with OEM partner portals (e.g., Cisco PXP, Dell Partner Portal, HPE Partner Ready, Microsoft Partner Center) and experience working cross-functionally with sales, finance, HR/L&D, and technical teams.
Preferred Qualifications
- Active OEM partner program certifications or credentials—Cisco (CCNA, CCNP, or partner program), Dell Technologies, HPE, Microsoft, Palo Alto NextWave, or Fortinet Engage.
- Bachelor's degree in Business, Information Technology, Finance, or related field.
- Experience within an IT VAR, managed service provider, or system integrator channel program team (e.g., CDW, SHI, Insight, Presidio, WWT, Logicalis, Connection).
- Experience with CRM (Salesforce preferred) and PRM tools, plus familiarity with two-tier distribution dynamics (Ingram Micro, TD SYNNEX, Arrow) and their effect on OEM program metrics.
Skills & Competencies
- Exceptional organizational skills with a methodical, detail-oriented approach to tracking complex, multi-variable requirements across multiple OEM partners.
- Analytical mindset—able to interpret OEM program guides, model rebate scenarios, and translate data into clear recommendations for leadership.
- Strong written and verbal communication—able to produce executive-level reports, internal training materials, and OEM Program Playbooks with clarity and precision.
- Proactive and self-directed, and able to influence without authority—coaching sales reps and engineers on the deal registration and certification behaviors that drive program outcomes.
- Comfortable in a fast-paced, deadline-driven environment where claim deadlines, renewals, and certification windows create hard stops.
Work Environment & Travel:
This is primarily an office-based or hybrid role with moderate travel (10–20%) for OEM partner program meetings, partner advisory councils, annual kickoffs, and internal training events. Interaction with OEM program teams is by phone, email, and portal tools, with occasional on-site visits.
The role operates on OEM program calendars, with hard deadlines for quarterly rebate claims, annual program renewals, and certification submission windows. Strong time management and working ahead of deadlines are essential.
— Sarah J.
·
Marketing Manager
★★★★★
Verified
