Partner Account Manager

Note: Proficiency in speaking, reading, and writing in English, Japanese and Korean is required. In addition experience managing partners in the Korean market is required.

The role will be based in Tokyo.

Position Description: 

The Partner Account Manager (PAM) participates in a virtual account team-selling environment, managing a partner eco-system within the Korean market. Their focus will be fostering key partnerships that are committed to driving both recurring and new business revenue growth for Minitab. The regional partner eco-system will align and be in full support of Minitab’s global go-to-market plan, the regional geographical operating plan, Minitab’s customer engagement lifecycle and value-based delivery approach. In addition, they will drive agreed partner enablement programs along with the development and execution of annual partner business development plans. They will provide sales support to the partners on key renewal sales opportunities, understand and track their pipelines and leveraging the partner’s customer base for Minitab’s products, solutions, and services. The types of partners in the desired eco-system include strategic consultants, value-added resellers, distributors, and resellers.

1. Responsibilities:
   
   A. Territory Management

• Develop an extensive knowledge base of regional partners, including their business profile, ownership structure & key decision makers, competitive landscape, their respective product and service offerings and overall owner/company level goals and strategies.
• Proactively manage all assigned partner accounts with a franchise ownership mentality while balancing both short term and long-term goals and objectives within the geographic region.
• Maintain an up-to-date inventory of all partners, including overall pipeline and key opportunities, appropriate contacts, including training enablement levels and other sales, service, and support activities within CRM.
• Develop multiple customer accounts across the partner eco-system that are willing to provide Minitab references, case studies and speaking participation in Minitab events and webinars.
• Ensure maximum and proactive support by the partners for all global and regional Minitab promotions and events.
• Develop an annual business plan for your territory including timely and accurate quarterly business review reports and updates.
• Develop quantifiable business cases for existing partners that will drive commitment, investment and a strong mutually beneficial partnership.
• Engage with Sr Partner Account Managers in overlapping regions to ensure successful implementation of territory business plans.

          B.  Account Management

• Implement and execute effective end to end partner enablement programs (marketing to sales to deployment to support) to ensure maximum market penetration for both new and recurring revenue within their assigned geography/industry/market segment penetration.
• Establishing yourself as the point person for day-to-day account management inquiries, concerns and/or needs.
• Building effective relationships with partners that promote strong two-way communication of knowledge transfer, sharing of best practices, market needs and competitive intelligence.
• Utilize the Minitab Account Plan for key partner accounts within his/her territory, keeping it constantly up-to-date and sharing its content with virtual account team members.
• Within each partner, seek to expand and strengthen Minitab’s presence by establishing proactive relationships with influential people including ownership if private.
• Established and agreed upon annual partner business plans with quarterly scorecards and business reviews.

          C. Opportunity Management

• Proactively and effectively minimize any channel conflict, by ensuring partners compliance with pre-defined rules of engagement and co-selling motions with our direct sales teams, where appropriate.
• Effectively enable and assist partner as necessary to win new business within their pipeline that are based on customer-specific value propositions by teaching for differentiation and tailored for resonance.
• Utilize the Minitab Opportunity Plan as appropriate with your partner to routinely discuss and collaborate the sales strategy with other members of the virtual account team, as well as Minitab Partner management.
• Maintain an accurate and timely pipeline of renewal and new business opportunities (both monthly run-rate and key larger dollar value opportunities) within the CRM system with full adherence to the CRM opportunity guidelines either directly or by ensuring Partner Portal adoption.
• Provide Minitab Sales management with accurate and timely partner forecasts within the CRM system to ensure proper visibility for effective resource planning and expense management within Minitab.
• Continuously gather, document, and share competitive intelligence on how to position Minitab solutions more effectively against them.
• Leverage and effectively communicate to the partners Minitab’s full solution portfolio and services to broaden Minitab’s presence, increase average deal size, and create new opportunities.
• Effectively position and ensure deployment services are part of the solution for new logo customers to ensure higher customer satisfaction and maximum utilization.

          D.  Personal Development

• Fully engage and absorb all Minitab provided sales & partner enablement content with the approach that you will never know everything you need to know.
• Seek out sources, content, knowledge outside of Minitab provided enablement regarding general business trends, career advice, etc. that will increase your overall business acumen as a professional Indirect Channel Partner executive.
• Successfully complete all Lessonly assigned courses and achieve Black Belt Certification across the product portfolio.
• Continue to build and grow personal knowledge foundation as detailed below for success within Minitab’s market.
• Develop an Individual Business Plan that will include your business and personal goals and objectives for growth within Minitab and your overall career. Discuss, confirm, and review on a regular basis with your manager.

          E.  Administrative Management

• Fully comply with all published Minitab personnel, security and partner contract policies.
• Ensure all information within CRM is updated accurately and timely in full compliance with Minitab’s CEL, pipeline and forecasting guidelines.
• Accurately complete in a timely manner expense reports in compliance with Minitab’s documented travel and expense policy.
• Maintain appropriate levels of involvement in partner and related customer issues requiring resolution, including invoices, billings and accounts receivables.

1. Measures:
   
   A. Territory Management

• Well prepared and accurate Annual and Quarterly Partner Business Review presentations.
• Positive feedback from Sr. Partnership Account Manager and Virtual team members on execution of territory business plans.
• Minimum of 5-10 Customer Reference Accounts per Partner based upon size
• Minimum of 5 Customer accounts willing to participate in Minitab events, webinars, case studies, etc.
• Rolling 12-month Pipeline and Weighted pipeline coverage of 3x and 1.5x respectively for new business.
• Minimum Quarterly Revenue Booking quota achievement of 85%
• Cumulative Quarterly Scorecard > 3.0

          B.  Account Management

• General satisfaction level of Customers as represented thru Customer Satisfaction Survey and Net Promoter Score managed by the partners.
• General satisfaction level of Partners as represented thru Partner Satisfaction Survey and feedback from QBR meetings
• >90% Renewal Rate Success
• >100% New Business Annual quota achievement
• Updated and current Minitab Account Plans in place for all VAR partners.
• Cumulative Quarterly Scorecard > 3.0

          C.  Opportunity Management

• Successful execution of CEL and adherence to CSF completion for key large renewals and new business opportunities
• Quarterly Forecast Accuracy > 90%
• > 90% Sourced Pipeline Quota achievement as appropriate
• > 90% Sourced Revenue Quota achievement as appropriate
• Cumulative Quarterly Scorecard > 3.0

           D.  Personal Development

• Positive feedback from Partner community executives
• Positive feedback from new and existing employees for mentoring and coaching.
• Demonstrated growth of professional knowledge: Minitab, Solutions, Partner Eco-System, Minitab Customers, Competition, and Industries, including presentations to internal teams.
• Successful completion of training and enablement objectives.
• Achievement of goals outlined in your individual business plan, as well as objectives defined in your quarterly scorecard.
• Black Belt Certification achieved across all products.
• Cumulative Quarterly Scorecard > 3.0

          E.  Administrative Management

• CRM information updated no later than end of week, Friday 5pm EST.
• Less than 10% partners with AR status > 30 days outstanding.
• All expense reports submitted by end of month.
• Within 24 hours of P.O. receipt and signed contract, all necessary paperwork submitted to order desk and finance.
• Cumulative Quarterly Scorecard > 3.0

1. Knowledge:

• Minitab’s Market
• Minitab’s Solutions (all products and services)
• Key Industries Served by Minitab and their Drivers
• Minitab’s Competitive landscape
• Partner’s Annual goals and objectives and unique value propositions
• Partner Regional Landscape
• Minitab’s Customer Engagement Lifecycle (CEL)

1. Skills:

• Ability to “Connect the Dots” (Aligning how the technology drives value at the business level)
• Teaching for Differentiation
• Tailoring for Resonance
• Qualification
• Orchestration
• Negotiation
• Closing
• Planning and Time Management
• Team Leadership
• Relationship Building at all levels, Executive, Technical and Business User
• Strong Verbal and Written Communication Skills in Japanese and English

1. Attributes:

• Accountability
• Sense of Urgency
• Collaborative
• Knowledge Driven
• Passion
• Goal & Results Oriented
• Highly Competitive
• Political & Business Savvy
• Strong Work Ethic & Discipline
• Strong empathy to partner needs and perspectives

1. Experience: 5+ years of indirect channel business development experience within enterprise software markets required with average annual partner revenue targets > 1M USD. Consistent achievement of 100%+ revenue and sourced pipeline quotas. Multi-channel experience and experience working collaboratively with internal direct sales and services team along with partner to close deals is strongly desired. Multi-lingual, English, Korean and Japanese is required. Business Intelligence and or Statistical Analytics experience is a plus.
   
   
2. Education: Bachelor’s degree required, general familiarity with structured value based and/or consultative selling methodologies and processes required.
   
   
3. Career Path: Following successful performance, this position may be considered for promotion to the role of Senior Partner Account Manager.

Supervision Given: This position has no supervisory responsibilities but will work closely with virtual account team members, including Solution Architects / Solution Engineers.