Product Manager Strategic Sales Alliances & OEM Partnership

Job Title: Product Manager Strategic Sales Alliances & OEM Partnerships
Location: Delhi/ Mumbai/ Bangalore
Department: Cybersecurity
Reports To: Business Head
Role Overview
We are seeking a business-minded Product Manager Strategic Sales Alliances & OEM Partnerships to serve as the key orchestrator between our Enterprise Sales organization and tier-1 Cybersecurity OEMsspecifically Palo Alto Networks, Fortinet, CrowdStrike, and CyberArk.
This is a non-technical, go-to-market and sales alliance role. You will act as the "Product Manager for the Partnership," treating the co-selling relationship itself as a product. Your main goal is to build, packaged, and operationalize high-yield co-sell programs, joint incentive models, and sales enablement strategies that empower both our sales reps and OEM account executives to win joint deals faster.
Key Responsibilities
1. Joint Go-To-Market (GTM) & Co-Sell Strategy

• Co-Sell Program Ownership: Design, launch, and manage structured co-selling programs with strategic OEMs (Palo Alto Networks, Fortinet, CrowdStrike, CyberArk).
• Opportunity Mapping & Account Planning: Facilitate account mapping sessions between our Enterprise Account Executives (AEs) and OEM sales teams to identify key cross-sell and upsell targets.
• Pipeline Acceleration: Identify co-sell blockers in active sales cycles and orchestrate executive or field alignment to drive deal velocity and close rates.

2. Sales Enablement & Messaging Packaging

• Value Proposition Packaging: Translate complex joint market offerings into simple, high-impact sales plays, battle cards, customer pitch decks, and joint solution briefs.
• Internal Sales Training: Educate our internal sales and presales teams on how, when, and why to attach target OEM solutions to open sales opportunities.
• OEM Field Engagement: Deliver training and enablement to partner sales teams (Palo Alto, Fortinet, CrowdStrike, CyberArk) to build top-of-mind awareness for our joint value proposition.

3. Business Development & Revenue Growth

• Joint Incentive Programs: Collaborate with Alliance Leadership to establish SPIFFs, co-sell referral bonuses, and deal registration benefits across partner sales organizations.
• Marketplace & Channel Execution: Leverage OEM marketplace channels (e.g., CrowdStrike Store, Palo Alto Networks Ecosystem) to streamline procurement pathways for enterprise customers.
• Executive Alignment: Plan and run Quarterly Business Reviews (QBRs) with sales directors and alliance leaders from both organizations to track revenue milestones and adjust sales plays.

Target OEM Ecosystem Focus
OEM PartnerPrimary Sales Alliance & Co-Sell FocusPalo Alto NetworksJoint enterprise network security plays, enterprise co-selling motions via Prisma/Strata sales teams, and partner deal registration alignment.FortinetFabric Partner co-sell motions, channel distributor collaboration, and enterprise bundle packaging.CrowdStrikeEndpoint & XDR co-selling plays, CrowdStrike Store procurement pathways, and cloud marketplace co-sell alignment.CyberArkIdentity & PAM enterprise account mapping, joint pitch decks for CISOs, and co-incentivized enterprise sales campaigns.