Remote New

Channel Manager

Vervint

United States

Jun 09, 2026

Position:
Channel Manager

Location:

Remote

Job Id:
1297

# of Openings:
1

Channel Manager - OEM Programs & Certifications | Michigan or Minnesota Preferred

Up to 20% travel

Position Overview:

The Channel Manager is the operational backbone of our OEM partner program strategy. While an Alliance Manager focuses on relationship development and revenue generation with OEM field teams, the Channel Manager owns the detailed, program-level knowledge that ensures the company maximizes every dollar of rebate, every certification, every specialization, and every partner tier benefit available through our OEM portfolio. This is a role that sits at the intersection of business analytics, partner program expertise, and internal sales coaching.

This role is modeled on practices observed across leading IT VARs where dedicated channel program professionals ensure that OEM

partnerships deliver maximum financial return through disciplined certification management, rebate optimization, and practice-level compliance. The Channel Manager does not simply track program data; they actively drive behaviors across the sales and technical organization that protect and grow the company's OEM program standing.

Key Responsibilities:

1. OEM Rebate & Incentive Program Management

Own end-to-end tracking and optimization of all OEM back-end rebate programs across the full partner portfolio, including volume rebates, growth incentives, specialization bonuses, cross-sell bonuses, and new business incentives.
Maintain a comprehensive rebate calendar for each OEM partner-tracking qualification periods, measurement windows, payout timelines, claim deadlines, and audit requirements.
Model and forecast quarterly and annual rebate attainment by OEM, providing regular variance analysis comparing projected versus actual performance and identifying actions needed to close gaps.
Coordinate with Finance to ensure accurate booking, crediting, and reconciliation of all OEM rebate payments, credit memos, and incentive payouts.
Manage deal registration programs for each OEM-ensuring registrations are submitted accurately and on time, win rates are tracked, and pricing advantages are fully utilized to protect margin.
Track and submit all MDF (Marketing Development Funds) and co-op claims with full documentation, ensuring compliance with OEM program guidelines and meeting claim deadlines.
Monitor OEM partner portals daily for program updates, rebate structure changes, new incentive launches, and expiring offers that require internal action.
Develop and maintain an OEM rebate dashboard accessible to leadership, providing real-time visibility into attainment against targets across all programs.

2. Certification & Specialization Management

Serve as the definitive internal authority on all OEM partner program certification requirements-including Cisco 360 Partner/Preferred designations and specializations (Secure AI Infrastructure, Secure Networking), Dell Technologies tier requirements (Authorized, Gold, Platinum, Titanium), HPE Partner Ready Vantage competencies, Microsoft Solutions Partner designations, Palo Alto Networks NextWave tiers, and Fortinet partner program levels.
Maintain a master certification and specialization tracker that maps every required exam, accreditation, and credential to the specific individual who holds it-with expiration dates, renewal deadlines, and ownership clearly documented.
Proactively identify certification gaps and at-risk credentials-alerting management and coordinating with HR and L&D to schedule training, fund exam vouchers, and ensure renewals are completed before expiration.
Work with Alliance Managers to prioritize new certifications and specializations that unlock higher rebate tiers, new program benefits, or competitive positioning advantages.
Track headcount and staffing changes (new hires, departures, role changes) and immediately assess the impact on certification counts and program tier compliance, flagging risks to management in real time.
Maintain relationships with OEM Partner Program representatives to stay current on certification changes, exam updates, new specialization launches, and transition timelines (e.g., Cisco's 360 program January 2026 transition).
Build and maintain an internal certification roadmap that aligns individual development plans with program-level requirements-connecting personal growth to company-level partner program outcomes.

3. OEM Practice Development & Compliance Tracking

Own the tracking and reporting of practice-level requirements for each OEM partner program, including minimum revenue thresholds by product category, required sales and technical headcount, active customer deployments, customer satisfaction or reference requirements, and services attach expectations.
Conduct quarterly practice audits against each OEM's program requirements, producing a formal compliance scorecard that grades the company's standing in each practice area and identifies actions required to maintain or advance status.
Work cross-functionally with sales leadership, presales engineering, and professional services to ensure practice-level activity (demos, POCs, deployments, certifications) is being tracked and documented in CRM and partner portals.
Identify OEM practices where the company has the opportunity to advance-either to a higher tier or a new specialization-and build the business case, resource plan, and roadmap to achieve it.
Manage the annual OEM program enrollment and renewal process for each partner, ensuring all required documentation, business plans, and compliance forms are submitted accurately and on time.
Coordinate with Alliance Managers to align practice development priorities with joint business plans-ensuring internal capability building directly supports revenue targets agreed with OEM partners.

4. OEM Program Intelligence & Knowledge Management

Maintain expert-level, current knowledge of each OEM partner program in the portfolio-understanding the full structure, incentive mechanics, compliance rules, tier transitions, and evolution of programs such as Cisco 360, Dell Technologies Partner Program, HPE Partner Ready Vantage, Microsoft Cloud Partner Program, Palo Alto NextWave, and Fortinet Engage.
Proactively research and synthesize program changes announced by OEMs, translating them into internal action plans that identify impacts on revenue, certifications, staffing, and rebate attainment.
Produce and maintain internal OEM Program Playbooks for each partner-single-source reference documents covering tier requirements, rebate structures, certification needs, key contacts, portal links, and program calendar-accessible to all internal stakeholders.
Serve as the internal subject-matter expert on OEM distribution dynamics (Ingram Micro, TD SYNNEX, Arrow), including how two-tier distribution affects program reporting, rebate eligibility, and revenue recognition under each OEM's rules.
Monitor OEM partner advisory councils, program change notifications, channel news sources, and partner newsletters to maintain a leading-edge understanding of each OEM's direction.

5. Internal Sales Coaching on OEM Programs

Conduct regular internal briefings with the sales team on each OEM's program structure, rebate mechanics, and certification status-ensuring account executives understand how their deal activity directly affects program attainment and company profitability.
Develop and deliver OEM program training sessions for new hires and for all account executives as part of ongoing enablement-covering deal registration best practices, quoting through OEM partner portals, rebate eligibility rules, and program tier benefits.
Create and maintain quick-reference job aids for the sales team: OEM deal registration checklists, rebate eligibility guides, certification status summaries, and escalation paths for partner portal issues.
Coach account executives on how to position OEM partner status (e.g., Cisco Preferred, Dell Titanium, HPE Platinum) as a competitive differentiator during customer conversations.
Provide deal-level guidance to account executives when OEM program incentives or deal registration strategies can meaningfully impact pricing, margin, or customer value.

6. Reporting, Analytics & Forecasting

Build and maintain a comprehensive OEM program performance dashboard providing leadership with real-time visibility into rebate attainment, certification status, program tier standing, and MDF utilization across all OEM partners.
Produce a monthly Channel Program Report summarizing performance against rebate targets, certification gaps, upcoming deadlines, and at-risk program status items-distributed to sales leadership, finance, and the Alliance Management team.
Develop an annual OEM program financial model projecting rebate attainment, certification investment costs, MDF income, and net program profitability for each OEM relationship.
Analyze trends in OEM program participation-identifying which programs are generating the strongest ROI, where investment in certifications is underperforming, and where new program benefits are being left on the table.
Provide OEM program data and insights to the Alliance Manager team to support joint business planning, QBR preparation, and OEM partner negotiations.

Required Experience:

4+ years of experience in channel program management, vendor management, partner operations, or related role within the IT industry.
Demonstrated hands-on experience managing OEM partner programs-including rebate tracking, certification management, deal registration, and MDF administration-for at least one major OEM (Cisco, Dell, HPE, Microsoft, or equivalent).
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.

Preferred Qualifications

Active OEM partner program certifications or credentials in one or more of the following: Cisco (CCNA, CCNP, or partner program), Dell Technologies, HPE, Microsoft (Azure/Security/MWP designations), Palo Alto NextWave, or Fortinet Engage.
Bachelor's degree in Business, Information Technology, Finance, or related field.
Experience working within an IT VAR, managed service provider, or system integrator channel program team (e.g., CDW, SHI, Insight, Presidio, WWT, Logicalis, Connection, or similar).
Familiarity with two-tier distribution dynamics (Ingram Micro, TD SYNNEX, Arrow) and how distribution reporting affects OEM program metrics.
Experience with CRM platforms (Salesforce preferred) and partner relationship management (PRM) tools.
Working knowledge of IT solution areas including networking, security, cloud, compute, storage, and end-user computing-sufficient to understand OEM certification domains and practice requirements.

Skills & Competencies

Exceptional organizational skills with a methodical, detail-oriented approach to tracking complex, multi-variable program requirements across multiple OEM partners simultaneously.
Analytical mindset-able to interpret OEM program guides, model rebate scenarios, identify optimization opportunities, and translate data into clear recommendations for leadership.
Strong written and verbal communication skills-able to produce executive-level reports, internal training materials, and OEM Program Playbooks with clarity and precision.
Proactive and self-directed-doesn't wait to be asked; identifies program risks, certification gaps, and missed incentive opportunities independently and drives resolution.
Able to influence without authority-coaching sales reps and engineers on behaviors (deal registration, certification completion) that drive program outcomes.
Collaborative and cross-functional-builds trusted working relationships with finance, HR, engineering, and sales leadership.
Comfortable working in a fast-paced, deadline-driven environment where OEM program timelines, claim deadlines, and certification renewals create hard stops.
Proficiency with Microsoft Excel (advanced), PowerPoint, and data visualization tools for reporting and dashboard creation.

Work Environment & Travel:

This is primarily an office-based or hybrid role with moderate travel (10-20%). Travel is typically associated with OEM partner program meetings, partner advisory councils, annual partner kickoffs, and internal training events. The role involves frequent interaction with OEM partner program teams via phone, email, and portal tools, with occasional on-site visits to OEM offices or distribution partner facilities.

This position operates on OEM program calendars-which often involve hard deadlines for quarterly rebate claims, annual program renewals, and certification submission windows. Strong time management and the ability to work ahead of deadlines are essential to success.

You Belong. At Vervint, we embrace all facets of identity that make you - you. From race, gender identity, and veteran status to disabilities and more, your lived experiences enrich everyone around you. We know when we create an environment of safety and respect for individuals and their identities, we all do our best work. That is why we celebrate our diversity, foster equity, and champion inclusion within our company, the work we do, and our communities. As we work together, we commit to continuous growth, learning from our mistakes, and expanding on our caring culture to bring our values to life.

Vervint is an equal opportunity employer that is committed to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability status, protected veterans status, familial status, membership or activity in a local human rights commission, status regarding public assistance or any other characteristic protected by federal, state, or local laws, and will not be discriminated against on the basis of disability.

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