Manager, Channel Accounts

Company Description

Nearmap is unique. A global technology company with incredible people; a market-leader with energy and spirit. Nearmap was named as one of the world’s 10 Most Innovative Companies of 2020 by Fast Company magazine – and we are growing!

What we do
We provide easy, instant access to high-resolution aerial imagery, city-scale 3D content, AI datasets and integrated geospatial tools, with wide-scale coverage across the USA, Canada, Australia and New Zealand. At the core of it, we are a location content company, a visual analytics company, and a software as a service company. Innovation is weaved into our DNA.

Job Description

Reporting into the SVP, Partnership Management the Manager, Channel Accounts is responsible for retaining, delighting, and growing our largest partners, resellers, and referrals. The Manager will act as a solutions-oriented, strategic partner who drives growth, through go-to-market strategies with referrals and resellers. The Manager serves as a champion collaborator responsible for managing, building partnerships, and expanding existing accounts and relationships in the reseller and referral segment while also building out and gaining new relationships and partners.

The Manager will collaborate with channel accounts to solve strategic issues, monitor referrals, and channel customer satisfaction and align with organizational objectives. This involves ensuring that partner, resellers and referrals metrics and success outcomes are met, which could directly affect timelines and operations across the broader organization.

Key Responsibilities

• Develop and maintain strong relationships with strategic partners such as Esri, SHI, Carahsoft to drive growth and success for both Nearmap and our partners.
• Identify and engage potential new partners to expand our network and drive growth by sourcing, enabling, and managing relationships with new resellers, new referrals, and other strategic partners.
• Lead and collaborate with cross-functional teams to ensure alignment and execution of referrals and partnership strategies.
• Collaborate with referrals and resellers to increase relationship bench strength and drive partner account growth and continued success.
• Create and manage go-to-market plans with referrals and resellers to drive awareness and adoption of Nearmap products.
• Function as a subject matter expert on referral and reseller account management/development and provide guidance and support to internal teams.
• Meet and exceed channel management referrals, resellers, and revenue KPI goals set by Nearmap.
• Lead, Collaborate and build referral and reseller partner business plans for assigned partners.
• Document and maintain records of referral and reseller channel activities, and performance.
• Provide timely and high-quality account management status updates, forecasting, and administration to leadership.
• Monitor and analyse market trends and competitor activities to advance Nearmap’s referral and reseller partnership strategies.
• Build and maintain a close working relationship with existing partners such as Esri, SHI, Carahsoft to regularly assess, clarify and substantiate that partner needs are being met on an ongoing basis and identify areas of growth opportunities.
• Conduct regular business reviews with referrals and partners to assess performance and identify opportunities and areas for improvement.
• Proactively identify and address any challenges or roadblocks in partnerships to ensure continued success.
• Represent Nearmap at industry events and conferences to build relationships and promote Nearmaps products in the referral and reseller segment.
• Continuously assess and improve relationships across referral and reseller partnerships to maximize client satisfaction and success.
• Foster collaboration with cross-functional teams, including Product, Solution Engineering, and Marketing, to support ongoing partner success.
• Comply with responsibilities of working for a private equity
• Comply with all local legislative requirements
• Adhere to company guidelines and the corporate Code of Conduct
• Where appropriate, keep up to date with legislative requirements
• Act in an ethical way when dealing with company assets and other people

Qualifications

• 5 years of direct and/or account management/channel experience, with a proven history driving partner growth.
• Experience with relationship building key account management and partner growth.
• Experience working with Esri, SHI, Carahsoft account management with resellers and referrals that target government customers to grow our government customer base.
• Growing our reseller referral program to additional industries that help us diversify.
• Fam