Tele Partner Account Manager (TPAM)

TPAM ISVs

Drives the Client relationship with key ISV partners not managed by a PAM. This role principally focuses on driving adoption of the Client platform and alignment of Client’s Go-to-Market priorities with their accounts.

 

TPAM ISVs

• Drive relationship with tele-managed ISVs:

·         Responsible for tele-management of key ISVs not managed by a PAM.

·         Ensure partners are properly supported in selling solutions.

·         Drive engagement in Client programs and offerings.

·         Drive partner support of GTMs.

 

• Execute joint demand generation activities:

·         Drive partner participation in appropriate demand generation vehicles Opportunity pipeline.

• Drive partner readiness:

·         Ensure virtual team of sales agents are equipped to motivate partners.

·         Train virtual team of sale agents on new offerings.

·         Train virtual team of sale agents on how to “sell” offerings to partners.

·         Coordinate and collaborate with appropriate programs team to insure proper engagement of partner in readiness and marketing activities.

• Opportunity pipeline (select cases):

·         Prospect and identify opportunities ensuring the pipeline is sufficient to ensure quota attainment.

·         Review pipeline and coach partner with recommendations to shorten sales cycle on identified opportunities.

·         Ensure partners are using pipeline tools to effectively track leads.

• Drive partner readiness:

·         Drive partner utilization of training activities and resources supporting product launches and GTM campaigns.

·         Promote and drive demand generation for all available training events and resources, including the eLearning Center.

• Partner development:

·         Drive development of, and execution against, a technology adoption plan for each tele-managed ISV.

·         Drive adoption of new technologies by partners.

·         Develop and deliver value propositions to partners.

 

• # opportunities mapped with partners
• # opportunities closed with partners
• # partner engagements in programs/offerings
• Growth in partner program participation – target # of renewals
• Increased partner satisfaction
• Number of partner certifications
• % Increase in partner revenue

 

• 2 –3 years account management experience preferably in IT
• Fluent oral and written English
• Organizational, communication, negotiation, and problem solving skills
• College degree – preferably in Business or IT
• Experience and understanding of the IT industry preferred