oscilar - Mid-Market OEM/Reseller Partnerships Manager
Requirements
• 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 • Exposure to fintech, banking, fraud, AML, payments, or risk/compliance technology • Familiarity with LOS/LMS platforms, core banking providers, or fintech infrastructure companies • Experience working with regulated buyers (banks, credit unions, fintechs) • Familiarity with Salesforce CRM and/or partner management platforms (PRM)
Responsibilities
• Activate & Onboard • 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 • Farm & Grow (the core of this role) • 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 • Collaborate & Contribute • 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
Benefits
• Mission-driven teams: Work alongside industry veterans from Meta, Uber, Citi, and Confluent, all united by a shared goal to make the digital world safer. • Ownership and impact: We believe in extreme ownership. You'll be empowered to take responsibility, move fast, and make decisions that drive our mission forward. • Innovate at the cutting edge: Your work will shape how modern finance detects fraud and manages risk. • 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.
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