These job descriptions are examples. Looking for work?

Find JobsFind Jobs

Partner Account Manager

0 people like this description

The successful candidate should have:
1. Strong Excel, intermediate SQL
2. Sales Experience
3. Training and presentation skills
4. Desirable: Licensing knowledge, project management knowledge

The job supports the Server team Partner Account Managers.
The remuneration is going to be 50% fixed and 50% performance based:
1. 80% minimum every month (50% of the performance pay, calculated every month);
2. Partner Performance – 4 partners have to perform at minimum 80% after the 3rd month engagement (50% of the performance pay, by the end of the quarter);
Reporting & Analysis (this is a 2 hours a day job – 10 hours a week):
• Custodian of the renewals data/list;
• Validate list of renewals expirations with Sales Excellence

PAT tool:
• Make sure that all the PSE’s downloaded the tool and sent to their respective partners and/or had the partners downloaded directly;
• Train PSE’s and top partners on how to use the tool;
• Work with Corp to report tool issues and help with improvements;
• Compile data from tracker and tool

Next Logical Products: provide SSI and PSE’s with their respective NLP file to allow them to cross sell renewals;
• provide the PSE’s and Disti’s with their universe of renewals;
• refresh files to partners with updated information from pipeline reviews and Sales Excellence (SSI status, renewed agreements, pending, etc);
• refresh files from partners with pipeline information into the renewals forecast;
• provide report by:
o threshold (below $1.5K, $1.5K to $3k, $3K to 10K, from $10K to $50K in increments of $10K and then from $50K to $100K and above $100K) – upsell and cross sell success - losses;
o product, including cloud split
o program, including cloud vs on premise,
o incentives and promotions success;
o team performance reports;
o partner and disti performance reports and presentations for management engagements with Partners;
o exceptions, impact reports and analysis;
o Segmentation reports and analysis;
o Prepare data and reports for COE’s, MYR, EOF, ROB, etc;
o Daily update Tracker and send e-mail with metric progress;
o Daily update query and send e-mail with metric progress;

Renewals Forecast (2 hours a week):
o Daily update of the tool;
o Flag individual gap to green;
o Manage individual COE’s;
o Provide Lead with weekly forecast update: upside, risk;

Exceptions Process: lead the exceptions, EA’s and Selects process (2 hours a week):
o Custodian of the exceptions process and working with Sales Excellence to file them on time, when needed;
o Collect, keep track, investigate and follow up with any exception;
o Collect, investigate and work with the lead to make sure that EA’s and Selects to be closed in Canada will be closing on time. For the outside Canada ones, try to work with the Sales

Excellence and local Account Manager to make sure it will be closed on time and file as exception when necessary;
o Analyze business impact and recommend improvement;

Best Practices: participate in Community Calls and make comments and suggestions, set up peer connections and maintain a healthy collaborative relationship with them, create and present best practices to community and peers (2 hours a month);

Partner Meetings (15 hours a week):
o Connect to at least 4 partners per quarter, to coach them about the rhythm of the renewals business, and improve their performance. These partners will be selected in conjunction with the

Leads and the assignments will be on a quarterly basis, with the co-ownership of the respective PSE;
o Call customers above $30K and close sale for this partners (together with the partner), coaching partner at the same time;
o Analyze and report the connection performance on weekly basis in the Forecast Weekly Update e-mail;
o Coach the PSE’s on the areas of improvements;
o Address the escalations;
o Listen to customer calls;

SSI: Listen to customer calls and coach reps (2 hours a week);

Collaborate with ORR Lead to develop trainings, scripts, webinars and collaterals (2 hours a week);
o Maintain the Cross Sell Matrix;
o Pull data for the team and resellers;
o Support the team with Open Licensing

These job descriptions are examples. Looking for work?

Find JobsFind Jobs