Channel Manager
Hybrid · Minnesota, United States or Michigan, United States
Job Summary
Channel Manager for OEM programs and certifications (Michigan or Minnesota preferred) who leads end-to-end OEM rebate and incentive management, certification and specialization tracking, and program compliance across multiple OEM partners. Owns forecast modeling, quarterly/annual attainment analysis, MDF/claims, and deal registrations; builds executive dashboards, coordinates with Finance and HR for renewals and training, and coaches sales teams on program benefits and pricing through internal playbooks. Maintains expert knowledge of programs such as Cisco 360, Dell Technologies Partner Program, HPE Partner Ready, Microsoft Cloud Partner, Palo Alto NextWave, and Fortinet Engage; drives cross-functional collaboration across sales, presales, professional services, and finance to maximize program profitability and partner performance.
Required Qualifications
- 4+ years of experience in channel program management, vendor management, partner operations, or related role within the IT industry
- Proven hands-on experience managing OEM partner programs—including rebate tracking, certification management, deal registration, and MDF administration
- Proven ability to track, forecast, and optimize back-end rebate attainment across multiple OEM partner programs simultaneously
- Detailed working knowledge of at least two major OEM partner program structures, tier requirements, and incentive mechanics
- Experience maintaining certification tracking systems and managing renewal calendars across a team or organization
- Strong analytical skills with demonstrated ability to build financial models, rebate forecasts, and program performance dashboards in Excel or similar tools
- Proficiency with OEM partner portals (e.g., Cisco Partner Self Service / PXP, Dell Partner Portal, HPE Partner Ready portal, Microsoft Partner Center)
- Experience collaborating cross-functionally with sales, finance, HR/L&D, and technical teams to drive program compliance
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