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Partner Network Marketing Manager

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Our Global Technology Client is seeking the Partner Network Marketing Manager
The core focus of the role is to support the partner network and how the partners are being engaged. They need to make sure that the partners are making the best use of what is available to them. A key element of this core focus is the Cloud Competencies so knowledge of the Cloud and social media is essential.

They will have a proven background within a similar role, having been involved with partner management and engagement. They will be able to plan and organise events, have strong social media knowledge and be able to use this in their day to day role and ideally will have worked within a similar industry background although the manager is open to various backgrounds such as Technology sector, Telecoms, Reseller etc.
They need to be a quick thinker, Agile and have the ability to think strategically.
The Partner Network Marketing Manager role is responsible for the growth and development of the Partner Network ecosystem through driving competency attainment. This involves development and delivery of relevant operational education and the best practice, along with building clear value propositions for each one to maximize attainment of Gold and Silver competencies (with associated communication of all relevant resources that will assist attainment). The individual should understand the processes that partners adhere to in order to gather and manage relevant assets that will help build towards competency attainment.
Best in class online experience and community development are important deliverables in the partner journey to attainment. The role builds and develops the overall ecosystem (including acquisition and renewal) based on market and competitive opportunity, and lands the Partner Network. The role holder is responsible for recruitment (via appropriate workload teams any sales resources), on-boarding and on-going membership of new partners through a relationship management approach. Key to this is communication of the value of doing business with our Client; landing strategic initiatives and messaging around the value of membership of the Partner Network, innovation, P2P/community, partner profitability and of course the cloud.
This role supports relevant technologies, services and product plans and priorities. Constant review of progress against competency targets is critical, adjusting plans, processes and implementation on an on-going basis – inputting to the education plan required internally to ensure that all relevant contacts are aligning their messaging with partners with the priorities around competency attainment – as well as driving individual partners to ‘closure’. The role will drive specific mini-campaigns – and provides specific activation and marketing support for the partner sales teams. Success in this role is clearly visible by changes in attainment metrics (for competency attainment)

Key Accountabilities
• Development and execution of FY15 MPN partner plan covering recruitment, activation, growth, and ‘graduation’ (from one status to another) elements
• Creation of a relationship marketing plan to underpin this – that incorporates the best of the global infrastructure and execution plans with local delivery (recruit, onboard, drive further value, renewal / upgrade / advocacy)
• Ownership of the competency attainment plan – working in close conjunction with training and readiness, PCMMs aligned to workload teams, PCMM for SMB – and sales community
• Ongoing monitoring and review of competency attainment with relevant updates and reporting across managed and workload teams for action (PAM / TPAM contact point)
• Unmanaged partner (and contribution to managed partner) satisfaction ratings (GRS target attainment and specific KPIs relating to value of MPN)
• Selected benefit consumption (Pinpoint, training, Partner advisory hours, PMC, MMME, IUR, use of TPM events benefit locally etc)
• Position as the face of our Cient for unmanaged partner community
• Delivery and execution against event related activities that will drive the targets set for MPN (online, face to face)
• Input to internal communication for partner facing staff (Brown Bag events)
• Alignment with / input to partner newsletters and other communications vehicles in order to drive value, competency attainment, IUR, benefits adoption etc

Execution plan
• Assimilation of common requirements across all workloads / segments to drive attainment, developing mini campaigns that are consistent in nature but leverage relevant resources (workload teams, RSC use for renewal etc)
• Provide input / act as SME for all internal education around MPN that helps drive competency attainment – and benefits consumption
• Ensure all target partners for competency attainment are leveraging existing infrastructure, operational support etc – in order to maximize value from membership
• Regular review of competency attainment against forecast, communicate and address / adapt execution plans to accommodate
• PAM / TPAM engagement driving actions for competency attainment (managed partners), IUR, benefits consumption etc
• Work with training and readiness and breadth SMB marketing manager to develop marketing plan for promoting relevant training to help drive competency attainment – and reporting methodology that provides an end to end perspective on partner attainment
• Provision of monthly reporting requirements by priority workload

Key Success Criteria

• Attainment of Gold and Silver competency attainment numbers for relevant priority workloads – and specifically the cloud competencies
• Significant impact on our unmanaged Partner satisfaction rating targets (all up and local-specific KPIs)
• Activation metrics reflecting benefits consumption (individual benefits use will differ), communication, value
• Preparedness for MPN amongst Gold and Silver competency partners (based on leverage of education infrastructure) including reduction in ANC status partners
• Propensity for partners to upgrade to some form of competency status
• Membership / MAPS / competency renewals (unique partner and individual competency)
• Leverage and activation of all internal / outsourced resources to drive and support partners through their MPN journey

Knowledge, Skills and Experience

• Essential Experience
• Knowledge and understanding of breadth channel engagement techniques, relationship marketing and event preparation and delivery
• Ability to negotiate agreements with multiple stakeholders– and manage end to end projects with minimal supervision
• Excellent communication and presentation skills – and ability to create compelling communications to drive action (digital and face to face)
• Ability to work with numbers – and present information clearly and succinctly
• Ability to collaborate and work as a member of a highly effective virtual team – an excellent team player

• Technical /Functional Skill
• Marketing background
• Outline understanding of high level functionality / business benefit of our Client’s products
• Excellent interpersonal, written and verbal (including presentation) skills are required. This is an external as well as internally facing role

• Personal Attributes
• Excellent collaboration and skills and record of driving results
• Excellent organizational skills
• Proven ability to build plans and execute upon them
• Knowledge of MS Partner landscape and sales / marketing communities preferred
• Highly motivated self-starter able to work across multiple groups and business areas
• Results focused and team oriented individual
• Skilled in use of Excel
• Good presentation skills to excite, educate and enable
• Ability to work independently and take action to achieve position goals and objectives.
• Ability to remain productive and focused in a fast paced and evolving environment

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