The Partner Account Manager (PAM) will identify, recruit, enable and manage a regional
partner eco-system within a geographic region. His/her focus will be fostering key
strategic 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, the PAM will be driving the necessary partner enablement programs along with
the development and execution of annual partner business development plans. He/she
will provide sales support on key active partner driven 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: system integrators, technology providers, complementary solutions providers,
strategic consultants, value-added resellers, OEMs, distributors and resellers.

 

Responsibilities:

  1. Territory Management
  • Develop an extensive knowledge base of both the current regional partners and prospective partner candidates, 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. Proprietary and Confidential Partner Account Manager
  • 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 both existing and prospective partners that will drive commitment, investment and a strong mutually beneficial partnership.

 

  1. 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.

 

  1. Opportunity Management

 

  • Proactively and effectively ensure co-selling motions with our direct sales teams and the partners based upon pre-defined rules of engagement minimizing any channel conflict.
  • 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 run-rate and key larger dollar value opps) within the CRM system with full adherence to the CRM opportunity guidelines.
  • 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 more effectively position Minitab solutions 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 onboarding and deployment services are part of the solution for new logo customers to ensure higher customer satisfaction and maximum utilization

 

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 6.

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

 

 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[1]lingual is required in some regions. Business Intelligence and or Statistical Analytics experience is a plus

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