Mid-Market OEM/Reseller Partnerships Manager

📋 Description

• Guide new partners from the signing of agreements to their first deal through a systematic onboarding process, which includes AE certification, collaborative playbooks, and early deal assistance.

• Create a solid foundation for a fruitful long-term partnership — establishing clear procedures, shared accountability, and a mutual understanding of success metrics.

• Manage revenue growth within your partner portfolio by monitoring partner-sourced ARR trends, spotting expansion prospects, and ensuring partners meet pipeline commitments.

• Engage with various levels within partner organizations: cultivate relationships with AEs, sales managers, product owners, and implementation teams — beyond just the primary partner contact.

• Conduct organized deal reviews with partner AEs to progress active opportunities, enhance positioning, and speed up deal execution.

• Recognize cross-sell and upsell indicators within a partner's existing customer base and reintegrate them into the joint pipeline.

• Regularly update partner AEs on new Oscilar use cases, product features, and competitive positioning — ensuring Oscilar remains top of mind and easy to promote.

• Develop internal advocates who actively introduce Oscilar into deals, rather than relying solely on partners who respond when prompted.

• Hold regular QBRs with partner leadership to assess portfolio health, celebrate successes, identify obstacles, and synchronize on the upcoming quarter’s pipeline objectives.

• Assist partner AEs with active deals by providing pricing advice, deal structuring, and handling objections; escalate complex commercial issues to the Deal Desk and senior partnerships leadership when necessary.

• Collaborate across functions with Sales, Marketing, and Deal Desk on deal processes, enablement resources, and partner-specific SKU/pricing inquiries.

• Identify trends from the field — understanding what is effective and what poses challenges — to enhance OEM/Reseller playbooks, training materials, and program frameworks.

⛳️ Requirements

• 4–7 years of experience in channel partnerships, reseller management, or OEM business development within the B2B SaaS sector.

• Demonstrated success in increasing partner-sourced revenue within an established partner portfolio — not merely onboarding new partners.

• Proven experience in building multi-threaded relationships within partner organizations (field AEs, sales leadership, implementation teams).

• Proficiency in conducting structured deal reviews, QBRs, and pipeline accountability discussions with partner teams.

• Strong understanding of reseller and OEM economics: wholesale pricing, revenue-sharing models, and channel conflict issues.

• Consistent follow-through — you manage a portfolio of relationships without losing track, and partners can rely on you.

• Effective communicator, equally adept at leading a partner deal review and crafting a concise internal pipeline summary.

🏝️ Benefits

• Compensation: Competitive salary and equity packages, including a 401k plan.

• Flexibility: Remote-first culture.

• Health: 100% employer-covered comprehensive health, dental, and vision insurance with a top-tier plan for you and your dependents. (US)

• Balance: Unlimited PTO policy.

• Culture: Family-friendly environment; Regular team events and offsites.

• Development: Unmatched learning and professional development opportunities.

• Impact: Contributing to making the internet safer by protecting online transactions.