Partner Account Manager (Relations)
Bryanston
Permanent
Market Related
JOB TITLE : Partner Account Manager
DEPARTMENT : Partner Sales
REPORTING TO : VP and Country Manager
OVERALL PURPOSE OF ROLE:
The Partner Account Manager will have principal responsibility for Partner relationships and for delivering against the revenue goals for the partner/s. This role will be the strategic interface between our Client and their partners. Responsibilities include teaming with key partners and building out a regional business plan which will include revenue, enablement and leading joint technology and services initiatives. The successful candidate will work closely with the global Partner teams and the broader sales organization to deliver their objectives.
Essential Job Functions:
- Lead the development of a Partner business plan.
- Ensure successful execution of the plan by segmenting and prioritizing those partner initiatives that will bring most added value to our Clients go to market, help differentiate and ultimately bring innovation to the customer.
- Develop, win and maintain incremental revenue by selling and advocating our Clients solutions “to”, “through” and “with” Partners.
- Identify and advise direct account teams on new opportunities and facilitate reciprocal engagement with Partner client teams to leverage sales.
- Proactively plan and manage product launches, go-to- market initiatives, as well as market and field enablement activities, pipeline calls and business plan reviews.
- Develop key Partner relationships, identify sponsors and nurture technical, alliance and sales relationships to ensure that our Client is considered a critical strategic partner.
- Build a plan with Partners to generate demand and project opportunities. Identify opportunities to partner in demand generation activities, either directly with the Partners or in partnership with other vendors in collaboration with the Partner
- Work with our Clients legal department to determine and negotiate the business terms & conditions for different types of partnering relationships.
- Provide regular and accurate quarterly forecast to SVP Alliances for all Channel and Alliance related opportunities for the Partner accounts that He/she owns.
- Ensure that Partner information (Account and Opportunities) is accurately captured and updated in CRM system.
Education:
- BA/BS degree and familiarity with internet technologies, web portal initiatives and integration platforms is required.
Skills and Experience:
- Proven extensive experience in Partner Management.
- Previous experience as a Partner Manager, building, managing and leveraging key Partner relationships.
- Success in closing high value contract negotiations.
- Documented track record of success.
- Proven ability to prioritize, recognize, analyze, and take action on go-to-market approaches, marketing programs, joint value propositions and business cases around strategic partnerships.
- Able to manage teams, preferably within a matrix environment.
- Experience and comfort level working with C- level executives at Fortune 500 companies and building relationships throughout organizations.
- Experience of working with software field sales organizations - cross-functional influence, relationship building, and project management skills.
- Strong business acumen and negotiation abilities.
- Strong Leadership skills.
- A team player.
Key Competencies:
• Account Management
• Value Creation
• Negotiation Skills
• Relationship Building
• Commercial Awareness
Posted 2024-02-14