Partner Account Executive

Added: January 30, 2024
Precisely is the leader in data integrity. We empower businesses to make more confident decisions based on trusted data through a unique combination of software, data enrichment products and strategic services. What does this mean to you? For starters, it means joining a company focused on delivering outstanding innovation and support that helps customers increase revenue, lower costs and reduce risk. In fact, Precisely powers better decisions for more than 12,000 global organizations, including 99 of the Fortune 100. Precisely's 2500 employees are unified by four company core values that are central to who we are and how we operate: Openness, Determination, Individuality, and Collaboration. We are committed to career development for our employees and offer opportunities for growth, learning and building community. With a "work from anywhere" culture, we celebrate diversity in a distributed environment with a presence in 30 countries as well as 20 offices in over 5 continents. Learn more about why it's an exciting time to join Precisely!

Intro And Job Overview

As a Partner Account Manager at Precisely Software Company, you will play a vital role in driving the company's channel strategy and maximizing revenue growth through effective management and expansion of our channel partner network. You will be responsible for establishing and nurturing strategic (which includes resell, referral and co-sell) partners, driving channel enablement initiatives, and ensuring the overall success of our channel ecosystem.

Responsibilities And Duties

  • Channel Strategy Development:
  • Develop and execute the overall channel strategy aligned with Precisely's business objectives and revenue targets.
  • Identify and evaluate potential partners, assessing their alignment with Precisely's market segments, customer base, and product portfolio.
  • Define market segmentation and channel coverage models to optimize partner engagement and market reach.
  • Partner Acquisition and Onboarding:
  • Identify, recruit, and onboard new channel partners to expand Precisely's global presence and market penetration.
  • Collaborate with the Sales and Marketing teams to establish effective partner acquisition programs, including joint marketing initiatives, referral programs, and incentive structures.
  • Via the partner onboarding processes, ensure partners are equipped with the necessary knowledge, tools, and resources to effectively represent Precisely's products and services.
  • Channel Enablement:
  • Identify the required capabilities to Implement a comprehensive channel enablement programs to educate and empower partners to effectively sell and support Precisely's solutions.
  • Collaborate with the Training and Development team to create training materials, sales playbooks, and certification programs for channel partners.
  • Conduct regular training sessions, webinars, and workshops to enhance partners' understanding of Precisely's value proposition and enable them to articulate it to customers.
  • Partner Relationship Management:
  • Build and nurture strong relationships with channel partners, acting as a trusted advisor and ensuring their success.
  • Collaborate closely with partners to develop joint business plans, sales forecasts, and go-to-market strategies.
  • Proactively engage with partners to drive revenue growth, resolve conflicts, and provide ongoing support.
  • Performance Tracking and Reporting:
  • Define and track key performance indicators (KPIs) for channel partners, regularly monitoring their sales performance and effectiveness.
  • Provide accurate and timely reporting on channel partner activities, revenue contributions, and pipeline development.
  • Analyze market trends, competitor activities, and partner feedback to identify areas for improvement and recommend strategic adjustments.

Requirements And Qualifications

  • Bachelor's degree in Business Administration, Marketing, or a related field (MBA preferred).
  • Minimum of 5 years of experience in channel management, partner development, or a related field within the software industry.
  • Demonstrated success in building and managing a channel partner network.
  • Proven track record of driving revenue growth through strategic channel initiatives.
  • Strong understanding of software sales and the dynamics of channel partnerships.
  • Excellent leadership skills with the ability to inspire and motivate high-performing partners.
  • Exceptional communication and interpersonal skills to establish and maintain strong relationships with partners, stakeholders, and internal teams.
  • Strategic thinker with the ability to analyze market trends and develop actionable insights.
  • Results-oriented mindset with a focus on achieving measurable outcomes.