Mid-Market OEM/Reseller Partnerships Manager

Oscilar is building an advanced AI Risk Decisioning™ Platform, helping banks and fintechs manage their fraud and compliance risks. They are looking for a Mid-Market OEM/Reseller Partnerships Manager to grow their mid-market reseller channel by expanding partnerships and driving revenue growth through established relationships.

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

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)