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Partner Account Manager

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The Distribution business landscape is changing rapidly. Gone are the days of dusty warehouses and conveyor belts. Today’s Distributors are investing in Cloud services, online marketplaces, Partner Lifecycle Management as well as offering services at scale that enable and activate resellers to deliver the productivity solutions that SMBs demand. Today, the Partner Sale Executive-Distribution (PSE-Disti)is at the forefront of working to ensure that the Distributor is managed to plan and is making the investments needed to activate and enable the channel and drive key metrics such as Reach Frequency and Yield, OPEN Renewal Rates and Variance to Budget (VTB). However, there is a need to compliment that work with to drive Cloud and Server sales to meet our near and long term business and sales objectives. The role that meets this need is the Partner Channel Development Manager (PCDM).

The PCDM is a channel management role focused on specific products or geos and is ultimately measured by meeting the sales growth targets of that channel and retiring quota. The role works with Distribution and compliments the function of the PSE-Disti. While the PSE-Disti is managing the execution 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 Distribtion resources and market development activities that fills channel capacity gaps, secures commitment from the right resellers to build the sales and technical practices for Cloud and Server based Workloads, meet customer reach targets, sell in to SMB demand for Cloud and Server based solutions as well as implement the Customer Lifecycle Management processes that result in upsell, cross sell and the renewal of subscription and annuity agreements. 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 Cloud or Server products or growth within a given territory.


Expectation for the PCDM in Role are:
• Holds bold aspirations for the business and himself
• Possesses an entrepreneurial mindset
• Is committed to Sales Excellence
• Positioned as a trusted advisor to the reseller channel
• Active collaborator and contributor to the breadth Channel Strategy across the subsidiary
• Drives Transformational breakthroughs in channel and customer reach, Annuity and Renewals, Cloud transformation, Solution Selling @ Scale and Customer and partner Experience for non-managed partners (CPE).

Candidate Profile
- 5 years related experience
- Education Required
o Bachelor’s Degree (B.S. /B.A.)
- Education Preferred
o MBA
Professional Training and Certification Business, Territory-Based Selling Strategies, Channel Management, Technical and Sales Certifications

Knowledge, Skills, and Abilities
• 5+ years’ experience in channel management experience with proven results
• Strong understanding of Distributor and reseller channel business model and economics
• Understanding how Distributors and Partners market/sell to customers
• Proven experience developing and executing against long term strategic plans
• Ability to engage and influence at the CXO level
• Demonstrated cross group collaboration abilities
• Strong negotiation and conflict resolution skills

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