Alliances - Partner Account Director

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Job Category

Sales

Job Details

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The Partner Account Manager (PAM) role reports to the North Region Ecosystems Organisation and will own and manage a portfolio of strategic partnerships in the North region. The PAM is responsible for developing partner plans, ensuring localized engagement for each partner, and maintaining governance with internal account sales teams to ensure structured collaboration.

EXPECTATIONS AND TASKS

The Regional Partner Account Manager will develop and execute the partnership Go-To-Market (GTM) plan with our strategic partners, North region sales teams, and other key stakeholders. This role will evangelize the company's value proposition within the partner organizations and facilitate a deep understanding of our partners’ value propositions within the company.

MAJOR RESPONSIBILITIES

• Partner Planning & GTM: Engage with strategic partners and internal stakeholders to develop and execute a GTM plan pertinent to the North market. Ensure all key partners have structured partner plans that align with their GTM strategy, demand generation, and sales engagement activities.

• Practice Development: The GTM plan will include partner investments in practice development, co-generating demand, developing industry-specific solutions, and ensuring successful customer outcomes.

• Sales Execution: Guide partners in executing sales plays and creating service offerings and solutions. Take these offerings jointly to market for local partner execution and engagement with field sales and marketing teams.

• Pipeline & Revenue Management: Execute, manage, and deliver on regional pipeline and revenue targets that are tied to partner strategies and initiatives. Provide forecast comments for top priority deals each quarter to improve pipeline visibility.

• Collaboration: Collaborate with virtual teams, including North Region Ecosystems, Partner Sales, and Industry & Marketing teams, to execute joint demand generation and marketing plans for target industries.

• Governance & Alignment: Secure governance structures for a majority of top partner accounts. Maintain structured collaboration and alignment with Client Account Managers (CAMs) on key accounts and GTM execution.

• Enablement & Growth: Drive a year-over-year increase in partner certifications to ensure structured growth in partner capabilities. Manage and distribute certification vouchers to encourage partner investment in skill development.

• Executive Engagement: Conduct regular business reviews with partners and company leaders. Ensure top-tier partners have dedicated executive sponsors from the company.

• Reporting: Maintain pipelines and dashboards that communicate the effectiveness of programs and investments to leadership and the broader team. This is not an exhaustive list of duties.

WORK EXPERIENCE

• Over ten years of experience in channel sales or channel management roles supporting multiple strategic partner types.

• A demonstrable and consistent track record of success.

• An external industry network with experience in SaaS-based CRM Cloud partner channel sales.

• Strong tolerance for ambiguity; ability to focus and execute in a fast-paced, changing environment.

• Demonstrated ability to engage with executive-level leaders within the company and at partners.

• Demonstrable proof of producing measurable results of influenced revenue or channel sales through regional partnerships.

• Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions.

• Ability