Mainline Information Systems
  • Austin, TX, USA
  • Full Time

This is a remote position. ***Candidates who reside within the continental United States will be considered***

Job Summary

The Alliance Management position has several key roles in managing partnerships with Mainline's channel products that include hardware, software and service solutions. The Alliance Manager engages with the Mainline team including engineering, sales, and operations to successfully execute the sales process. This role is also responsible for managing the relationship and agreements between the vendor, distributor and Mainline with the intent of maximizing customer value and Mainline profitability. This includes deal registration, resell and subcontractor agreements, pricing, rebates, plays, promotions, and programs. The Alliance Manager understands the market associated with their responsible OEM products and will advise the Mainline field on applicable street pricing and likely competition. Finally, this role will be responsible for reporting on the health and growth of our vendors to the Mainline executive management team.

Essential Duties and Responsibilities

  • Manage and maintain relationships with applicable partners and distributors.
  • Perform field enablement including: education on products, announcements, competition, plays, programs, promotions, and sales tactics.
  • Manage the pipeline of opportunity associated with your responsible vendors and report on this to both our vendors and Mainline's senior management.
  • Responsible for growth of both top line revenue and associated gross profit, including driving services.
  • Maximize profitability through deal registration, resell and subcontractor agreements, pricing, rebates, plays, promotions, and programs.
  • Perform field alignment between Mainline and OEM sales representatives with the goal of identifying leads and opportunities.
  • Work OEM deal registration requirements to ensure our interests are protected.
  • Stay current on the market changes associated with products and solutions from OEMs and advise the Mainline field on pricing and competition.
  • Act as the subject matter expert for the alliance and provides the proper resources when applicable.
  • Track certifications for both technical and sales to ensure Mainline meets all objectives of the partnerships on an annual basis and understands the partner levels.
  • Develop quarterly and annual business plans to satisfy both vendor and Mainline requirements.
  • Prepare MDF plans to successfully capture vendor funding and drive marketing events.
  • Handle escalation from field level concerns including channel conflict, pricing issues, deal registration, etc.
  • Find new avenues of revenue and gross profit within the set of products and services offered by vendors.
  • Other responsibilities as designated by management.

Knowledge, Skills, and Abilities

  • Full understanding of the buying cycle.  
  • The leader needs to have very strong interpersonal skills and professional communication skills to interact with executives on many levels including: SVP, VP, Directors, Marketing leaders and Channel Managers. 
  • Be detail oriented and goal driven.

Education and/or Experience

  • A Bachelors of Arts or Bachelors of Science is required; Technology or Business related field is a plus.
  • A minimum of ten (10) years of related industry experience is required, specifically in channel sales or channel management.

 

About

Mainline Information Systems recommends, designs, and supports IT solutions that help businesses increase their effectiveness. Our US-based team of over 400 sales and technical professionals hold over 1000 vendor and industry certifications, and we have earned multiple industry awards and accolades, including the CRN Tech Elite 250. Mainline partners with the top IT manufacturers and solution providers to deliver best of breed IT solutions to our customers. With over 28 years of helping customers solve their business needs, we continue to seek and retain the best people.  

EEO/AA Employer/Vet/Disabled

Mainline Information Systems
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EEO/AA Employer/Vet/Disabled

Pay Transparency Statement

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.

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