T&T- NAT Clients- Associate Director - OEM Alliance Sales - Bengaluru
• Job requisition ID : 102693
• Location: Bengaluru
• Entity: Deloitte Touche Tohmatsu India LLP
The team
Deloitte’s Technology & Transformation practice can help you uncover and unlock the value buried deep inside vast amounts of data. Our global network provides strategic guidance and implementation services to help companies manage data from disparate sources and convert it into accurate, actionable information that can support fact-driven decision-making and generate an insight-driven advantage. Our practice addresses the continuum of opportunities in business intelligence & visualization, data management, performance management and next-generation analytics and technologies, including big data, cloud, cognitive and machine learning
Your work profile
We are looking for a senior manager to lead strategic OEM alliances and drive revenue growth through joint GTM, co-selling, reseller/channel engagement and strategic opportunity development. The role requires strong OEM relationships, executive engagement and end-to-end alliance governance.
Key Responsibilities:
- Own OEM alliance strategy, business planning and revenue growth.
- Drive co-selling, joint GTM and strategic account opportunities with OEM partners.
- Manage and classify opportunities across Resell, Co-sell, Influence and Services-led motions.
- Drive Infrastructure, Data Center, Hybrid Cloud and OEM solution opportunities.
- Build and manage OEM reseller/distributor/channel relationships.
- Manage OEM alliance agreements, GEM Addendum and commercial constructs.
- Establish leadership cadence, JBR/QBR, round-table and executive connects.
- Own pipeline, opportunity tracking, forecasting and sales governance.
- Collaborate with Sales, Presales, Delivery, Finance and Legal teams to drive opportunity closure.
- Identify growth areas, target accounts and new joint business opportunities
Key Skills Required:
- 14–20 years of experience in Enterprise Sales, OEM Alliances, Infrastructure Sales or Partner Ecosystems.
- Strong experience in OEM/Infrastructure sales and strategic alliance management.
- Proven track record in revenue ownership, pipeline creation and co-selling.
- Strong understanding of Resell, Co-sell, Influence and Services-led sales models.
- Experience with OEM agreements, GEM Addendum and partner commercial models.
- Strong executive stakeholder management, negotiation and communication skills.
- Ability to lead cross-functional teams and influence senior stakeholders.
Key Success Metrics:
Alliance Revenue | Joint Pipeline | Co-sell Wins | Strategic Opportunities | Partner/Reseller Growth | Executive Engagement | Pipeline Conversion
Qualifications:
- Bachelor’s degree in Engineering, Technology, Computer Science, or related field,MBA preferred.
- 14–20 years of experience in Enterprise Sales, OEM Alliances, Infrastructure Sales or Partner Ecosystems.
Location:
Bangalore, Mumbai