Mid-Market OEM/Reseller Partnerships Manager

🕒 il y a 1 mois

🇺🇸 États-Unis – Télétravail

⏰ Temps Plein

🟡 Intermédiaire

🟠 Senior

💰 Responsable de comptes

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Oscilar

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2021

💳 Fintech

🏦 Banque

📋 Conformité

Fintech • Banking • Compliance

Oscilar est une plateforme de gestion des risques axée sur la défense contre la fraude, l'octroi de crédit, les risques d'intégration et la conformité AML pour les institutions financières. Grâce à son AI Risk Decisioning™ avancé, Oscilar permet aux organisations de prendre des décisions de risque plus rapides et plus intelligentes, de suivre les parcours clients et d'assurer une conformité réglementaire sans accroc. La plateforme Oscilar offre des analyses complètes et des capacités de détection proactive, adaptées pour répondre aux besoins uniques en matière de risque des banques, fintechs et coopératives de crédit.

Description

• Drive new partners from signed agreement to first deal through structured onboarding: AE certification, joint playbooks, and early deal support • Establish the foundation for a productive long-term relationship — clear processes, mutual accountability, and a shared view of what success looks like • Own revenue growth within your partner portfolio — tracking partner-sourced ARR trends, identifying expansion opportunities, and holding partners accountable to pipeline commitments • Multi-thread into partner orgs: build relationships across AEs, sales managers, product owners, and implementation teams — not just the primary partner contact • Run structured deal reviews with partner AEs to advance active opportunities, sharpen positioning, and accelerate deal velocity • Identify cross-sell and upsell signals within a partner's existing customer base and bring them back into the joint pipeline • Continuously refresh partner AEs on new Oscilar use cases, product capabilities, and competitive positioning — keeping Oscilar top of mind and easy to pitch • Build internal champions who proactively bring Oscilar into deals, not just partners who respond when asked • Conduct regular QBRs with partner leadership to review portfolio health, celebrate wins, surface blockers, and align on the next quarter's pipeline targets • Support partner AEs on active deals with pricing guidance, deal structuring, and objection handling; escalate commercial complexity to Deal Desk and senior partnerships leadership as needed • Work cross-functionally with Sales, Marketing, and Deal Desk on deal motion, enablement assets, and partner-specific SKU/pricing questions • Surface patterns from the field — what's working, what's blocking — to help improve OEM/Reseller playbooks, enablement materials, and program structure

🎯 Exigences

• 4–7 years in channel partnerships, reseller management, or OEM business development in B2B SaaS • Proven track record of growing partner-sourced revenue within an existing partner portfolio — not just launching new partners • Experience building multi-threaded relationships inside partner orgs (field AEs, sales leadership, implementation teams) • Comfort running structured deal reviews, QBRs, and pipeline accountability conversations with partner teams • Solid grasp of reseller and OEM economics: wholesale pricing, rev-share structures, and channel conflict dynamics • Disciplined follow-through — you manage a portfolio of relationships without dropping threads, and partners know they can count on you • Clear communicator, equally comfortable running a partner deal review and writing a crisp internal pipeline summary.

🏖️ Avantages

• 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: Unparalleled learning and professional development opportunities. • Impact: Making the internet safer by protecting online transactions.