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Partner Account Manager Job Vacancy in Kenya

The Partner Account Manager (PAM) position is a critical leadership role within the partner ecosystem at The Organization.

The PAM is a strategic business development role based in new and emerging markets or geo-dispersed sales locations driving revenue across several partner audiences such as transactional (Value-Added Reseller) and solution (System Integrator) partners.

This senior individual is responsible for the overall channel strategy and development activities for the targeted geography.

This will be accomplished through proactive, comprehensive channel strategy plans, sales and marketing planning, partner business plans, and management of channel incentives (Rebate, Coop and Market Development Funds).

Also, given The Organization’s immediate focus on the Organization’s Online Services in many markets, the candidate will also need to be a major change agent, have impact and influence with a high degree of autonomy, energy, flexibility and the drive to create real and measurable business results.

The PAM role focuses on the following 5 key responsibilities:
  1. Lead channel business development and partner segmentation and selection across entire geography or new market.
  2. To account manage a portfolio of Partners that drive revenue, strategic wins and deployment for The Organization.
  3. Drive the business by developing quality Business, Marketing and Technical Plans with key C-level executives within the Partner business.
  4. Grow the business and ensure that all Partners have a plan in place to focus on driving The Organization Online Services along with their current on-premise business model (where applicable).
  5. Ensure the Partners are equipped to compete effectively to win deals and gain The Organization share.
Primary Job functions 


1. Drive the Business
  • Business Development: Enhance and evolve local channel strategies and tactics to deliver desired revenue results.
  • Business Planning: develop and execute account specific conditions of satisfaction (Partner Business Plan) and joint strategies (Partner Solutions Plan) for specific goals which are agreed upon and documented by The Organization and the Partner.
  • Sales: act as the “sales manager” and work with the partner’s sales team to track pipeline in PSX, coach partners on pipeline management activities and close deals for specific agreed upon revenue goals and workloads.
  • Marketing: act as “marketing manager” and support proposed marketing goals including the proper use of channel incentive Coop funding on the right set of activities.
  • Compete: ensure the Partners are equipped with the right tools and resources to compete effectively against every competitive scenario they encounter.
Estimated Annual: % of Time 50%

2. Grow the Business
  • The Organization’s Online Services: lead planning with the Partner focusing on shift to cloud services with The Organization along with their current on-premise business model.
  • Practice Building: act as “technical advisor” and evangelize areas of next logical practice that are appropriate for the Partner and ensure the partner is engaged in the right support from The Organization (training, practice builder) to grow their business with The Organization.
  • Reporting: Accurate data input, as needed in The Organization’s systems, to allow for precise reporting on your managed partners as they map to the accountabilities of your role and their impact on The Organization’s objectives.
Estimated Annual: % of Time 50%

3. Execute Key Business Relationships
  • Quality Partnerships: Develop and maintain strong business relationships with key executives within sales, marketing and operations (C level).
  • Predictable Rhythm: Engage in quarterly rhythm with the Partner to ensure joint business objectives are being met and the Partner is satisfied with our partnership.
  • Recognition: Drive partner reward and recognition programs.
  • Internal Collaboration: Manage insertion of appropriate The Organization technical and sales resources on key opportunities at the appropriate time. Depending on the managed partner’s needs and the deal’s strategic value to The Organization.
Estimated Annual: Encompasses all responsibilities and activities.

4. Increase Partner Satisfaction
  • Leadership: Attainment of conditions of satisfaction established in Partner business plans.
  • Competency Attainment: Drive relevant Competency alignment to ensure customer recognition and ability to compete effectively in marketplace.
Estimated Annual: Encompasses all responsibilities and activities.

Candidate Profile

Experience -
 What work experience is essential to the job? How many years of previous work experience would it typically take to gain sufficient experience in these areas to minimally fill this job role?
  • 5 – 8 years of related experience
Education - What education is typically required for the job?
  • Bachelor’s Degree (B.S./B.A.)
Field of Study (if applicable): NA

Professional Training and Certification:
  • Business Training, Solution Selling and Technical Certifications
Knowledge, Skills, and Abilities - Successful candidates will demonstrate superior communication skills, possess excellent cross-group collaboration skills, and have a proven track record of delivering high quality presentations.


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