Partner Account Manager (PAM) is responsible for managing and nurturing relationships with a channel partners, such as resellers, distributors, and VARs (Value-Added Resellers).
The PAM's role is crucial for driving channel sales, expanding market reach, and ensuring partner success.
Detailed job scope of a Partner Account Manager role:
Key Responsibilities
Partner Relationship Management:
· Develop and maintain strong relationships with channel partners.
· Act as the primary point of contact between Extreme and partners.
· Regularly communicate with partners to understand their needs, challenges, and opportunities.
Sales and Revenue Growth:
· Achieve assigned annual sales targets and management plans.
· Set and achieve sales targets through channel partners.
· Working with Channel to drive funnel creation to meet sales targets.
· Provide accurate forecast & updates through the forecasting process & tools.
· Collaborate with partners to develop sales strategies and business plans, execute to plan and deliver the desired outcomes.
· Monitor and analyze sales performance and provide regular reports.
Partner Enablement and Training:
· Provide training and resources to partners to help them effectively sell the Extreme's products or services.
· Ensure partners are up-to-date with the latest product information, promotions, and incentives.
· Conduct regular training sessions and webinars.
Marketing and Promotional Support:
· Collaborate with the marketing team to develop joint marketing campaigns, initiatives and marketing qualified leads with partners.
· Support partners with co-marketing funds and resources.
· Assist in the creation of marketing materials tailored for channel partners.
Program Management:
· Manage partner programs and incentives.
· Ensure partners adhere to program requirements and guidelines.
· Evaluate and enhance partner programs based on feedback and performance.
Business Development:
· Identify and recruit new channel partners to expand the partner network & coverage.
· Assess potential partners’ capabilities and align them with the Extreme's strategic goals.
· Execute on Business plans to drive growth and net new businesses.
Market and Competitive Analysis:
· Identify trends and opportunities within the channel.
· Analyze competitors’ strategies and adjust the channel approach accordingly.
· Provide insights and recommendations to the management team based on market analysis.
Internal Collaboration:
· Work closely with the sales, marketing, product development, and customer support teams to align strategies and ensure cohesive execution.
· Share partner feedback and market insights with internal teams to influence product development and business strategies.
· Work with internal stake holders to get the support to enable the channel to deliver their goals.
Reporting and Analysis:
- Track and report on key performance metrics, such as sales revenue, partner performance, and program effectiveness.
- Use all internal tools and systems to manage partner information and activities. Providing timely updates on progress with partners, opportunities and activities.
- Provide regular updates to senior management on channel activities and performance.
CORE SKILLS
Confidence to manage and influence multiple stakeholders either directly or indirectly with our channel.
Extensive channel business and account planning skills
Capability to handle multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative and team-oriented environment
Excellent data analysis skills with the ability to make great decisions using both data, instinct, knowledge
Strong presentation skills with capability to position and articulate Extreme’s and the channel’s unique value proposition in front of a wide type of audiences
Sales skills for Extreme solutions with deep knowledge of available tools and programs for channel
Assist with Partner Program, Extreme Development Funds, Enablement, business development & Sales, lead generation & funnel creation etc.
Identification of high growth channels
Managing expectations between partners and Distribution
Leverage internal tools ( Clari, SFDC, Tableau..) to analyze data and track consistency with the plan.
CORE SKILLS METRICS
Partner Performance: Revenue achievement as per Partner AOP (product, subscriptions & services booking and renewal performance)
Named and Pursuit partners total funnel growth: Funnel creation per partner
Marketing Excellence: MDF Usage, Pipeline creation, Nurturing and reporting
Training and Enablement: Certification and cross-sell
Autonomous Partner: DR level, Quote from partners (Iris), Channel Self-Service tool usage (CSS)
Personal Development: Training academy points/achievement
Forecasting: Working with Channel to provide accurate and latest forecast update through the forecasting process.
Governance of Partner: QBR with partners, annual business plan (ensure partner compliancy)
Partner Enablement: (organize workshops, navigate through portal/platforms/tools/dashboards)
Partner Community development: Increase number of IgniteSales and IgniteTech members
