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Partner Account Manage

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The role of Partner Channel Development Manager (PCDM) will focus on specific products or geos and is ultimately measured by meeting the sales growth targets of that channel. The role works with Distribution. While the Distitribution is managing the strategy at distribution around the partner business plan, the PCDM ensures that these plans and investments have the desired impact downstream in the reseller channel. The PCDM builds and executes a channel management plan, leveraging Distribution resources and market development activities that fills channel capacity gaps, secures commitment from the right resellers to build the sales and technical practices and meets customer reach targets. Additionally, the PCDM will focus on and educate the partner communities on features/functionality. This is a scale role, focused around identifying and pulling the levers that result in a strong, growing partner ecosystem that can support the sales of original equipment manufacturer and server products or growth within a given territory.

The main levers that the PCDM utilizes to meet these objectives are:
• Strategic Channel Business Plan
• COOP Driven Campaigns
• Distribution Boot camps
• Reseller Round Tables and 1:few/many events
• Promotions & offers from our client or Distributors
• Leverage Original Equipment Manufacturer Channel Incentives and HP Blue Carpet.

Success for the PCDM role include:
• Analysis of current reseller partners – ie volumes, gaps etc
• Develop an external social media community for resellers to provide knowledge and answer questions around Server
• Help Partners develop technical practices needed to sell, deploy and service Original Equipment Manufacturer Solutions
• Reach and frequency of sales are met
• Partner and Customer Reach goals are met

Sales Leadership:
• PCDM has a strategic plan in place to drive scorecard metrics on server revenue, units for Breadth
• PCDM is driving the business with thoughtful plans and demonstrating proactive leadership, business insight and strategic channel leadership
• PCDM lives and breathes Sales Excellence and instrumenting the business through Customer-premises equipment measurement, dashboards and tools, Breadth (BPHI)
• Engaged with partner/escalations and sales activities where necessary and appropriate; COEs proactively implemented

Collaboration
• Collaborate with the team to understand programs and channel marketing activities.
• Collaborate with Partner Account Manager, specifically HP and Lenovo to understand and leverage Reseller Option Kits programs
• Develop relationships with key stakeholders at HP and Lenovo for specific reseller engagement.
• Develop close relationships with Authorized Distributors and funded heads at those partners.

Expectation for the PCDM in Role are:
• Holds bold aspirations for the business and him/herself
• Possesses an entrepreneurial mindset
• Is committed to Sales Excellence
• Positioned as a trusted adviser to the reseller channel
• Active collaborator and contributor to the breadth Channel Strategy across the subsidiary
• Solid understanding of the server market and its dynamics. Some technical knowledge would be an asset.

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