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).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.
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:
- Lead
channel business development and partner segmentation and selection across
entire geography or new market.
- To
account manage a portfolio of Partners that drive revenue, strategic wins
and deployment for The Organization.
- Drive
the business by developing quality Business, Marketing and Technical Plans
with key C-level executives within the Partner business.
- 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).
- Ensure
the Partners are equipped to compete effectively to win deals and gain The
Organization share.
Primary Job functions
Responsibility/Activity
1. Drive the Business
Responsibility/Activity
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
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
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
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?
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:
Professional Training and Certification:
- Business
Training, Solution Selling and Technical Certifications
Email: theleadrecruiter@gmail.com
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