Vendor Alliance Programs Specialist (remote)

Position Description This exciting opportunity is a full-time, permanent role with Pellera Technologies. The Programs Specialist is responsible for driving and executing partner-related sales initiatives, ensuring revenue and growth goals are met while supporting the strategic alignment and execution of key partner programs. This role works closely with internal teams and vendor partners to enhance collaborative efforts, resolve escalations and improve overall partner engagement. The Programs Specialist will also take on more complex tasks and have an increased level of ownership including managing larger-scale projects and leading key vendor initiatives. Our ideal candidate comes from a technology VAR or OEM.

Essential Functions:

• Build and maintain strong, proactive relationships with key vendor partners like Cisco, Dell, IBM, HPE, Microsoft, AWS, Crowdstrike, Palo Alto Networks, etc.
• Take the lead in articulating the company’s value proposition and ensuring that vendor strategies align with company goals to foster mutual growth.

Collaborate with partners to align on joint go-to-market strategies, and ensure all initiatives are coordinated and executed effectively. Solicit input from partners to refine the strategy and identify growth opportunities.

• Drive the execution of partner-related sales plays and initiatives, collaborating with internal sales teams to support lead generation, product awareness, and successful joint selling.

Support the tracking and reporting of sales pipelines, revenue forecasts, order tracking, and open opportunities. Work with vendors and internal teams to ensure sales targets and growth goals are being met.

• Lead QBRs with assigned vendors, assessing joint performance, reviewing KPIs, discussing strategic initiatives, and identifying opportunities for business growth.
• Take ownership of complex partner-related issues and escalations, working closely with internal departments to resolve issues quickly and maintain positive vendor relationships.
• Lead the management and execution of partner programs and promotions, ensuring that they are communicated effectively and executed in alignment with company objectives.
• Facilitate partner enablement initiatives, including webinars, joint training sessions, and product updates, to ensure partners are fully equipped to sell and support company solutions.
• Regularly analyze and report on the performance of partner programs, tracking results against strategic goals, and identifying areas for improvement.

Work closely with teams across the organization, including sales, marketing, operations, and finance, to ensure vendor programs are well-aligned with overall business strategies and goals. Represent the company in meetings with assigned vendor partners, providing updates on performance, market trends, and ongoing initiatives to maintain alignment and visibility. Take ownership of key initiatives with vendors, ensuring these initiatives are aligned with both partner and company objectives, and leading efforts to drive those initiatives to completion. Provide guidance and mentorship to Program Specialist I team members, sharing knowledge and best practices to improve team performance and collaboration. Required Skills/Abilities/Competencies Strong verbal and written communication abilities to articulate value propositions, manage complex relationships, and influence key stakeholders at all levels. Advanced ability to build and nurture strategic relationships with vendors, ensuring alignment and driving mutual business success. Advanced understanding of sales processes and partner ecosystems with a focus on driving joint revenue and growth. Experience managing large-scale vendor programs and initiatives, with a proven ability to oversee multiple projects simultaneously. Previous experience managing alliances with OEM’s like Cisco, Dell, IBM, HPE, Microsoft, AWS, Crowdstrike, Palo Alto Networks, etc. Ability to resolve complex partner-related issues with a solution-oriented approach and to collaborate with internal departments to mitigate risk. Strong cross-group collaboration skills to align stakeholders, build consensus, and drive initiatives forward across the organization. Ability to analyze partner performance, track KPIs, and make data-driven decisions to optimize partnership outcomes. Excellent organizational skills and the ability to prioritize multiple tasks, manage competing deadlines, and maintain attention to detail. Ability to mentor and guide junior team members, fostering a collaborative and high-performance team culture. Comfortable in a fast-paced, evolving environment with the ability to adapt to changing priorities and take initiative to improve processes. Advanced proficiency in Microsoft Office Suite (Word, Excel, PowerPoint), CRM tools, and partner management software. Ethical and Critical Thinking Strong analytical and problem-solving skills.

Education and Experience:

5+ years in partner management or channel sales, with a proven track record of successfully managing vendor relationships and driving sales and growth initiatives.

• A degree in business, marketing, technology, or a related field is preferred.
• Experience managing sales pipelines and programs within the partner ecosystem, with a solid understanding of revenue generation and program execution.

Work Environment

• Remote within the United States

Total Rewards We offer a comprehensive total rewards package that includes base salary, quarterly bonus, healthcare benefits, 401k match, PTO/holiday, training/development, promotional opportunity and so much more. Pellera provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.