Senior Partner Account Manager

Description

• Collaborate cross-functionally with internal teams, including Sales, Marketing, Product Development, and Legal, to ensure alignment and support for partnership initiatives.
• Lead negotiations to establish partnership terms, including agreements, contracts, and service level agreements (SLAs).
• Serve as the end-to-end account owner, managing partner satisfaction, providing technical guidance, and overseeing the co-selling journey.
• Lead quarterly business reviews (QBRs) and executive sessions to review performance, align roadmaps, and identify new opportunities for deeper collaboration.
• Cultivate and maintain strong relationships with existing and prospective partners, engaging with stakeholders at all levels, including C-level and Executive personnel.
• Develop and execute strategic account plans for a portfolio of key partners to ensure sustainable growth and achieve or exceed annual revenue and pipeline targets.
• Drive incremental revenue by actively converting partners and prospects into long-term strategic relationships, managing the sales cycle from outreach through close.
• Maintain accurate pipeline management, forecasts, and partner information within CRM systems (e.g., Salesforce), tracking conversion and identifying areas of opportunity/risk.
• Orchestrate and deploy appropriate internal and partner teams to ensure successful sales outcomes, embodying a "One-Team" approach.
• Proactively conduct white space analysis to identify and execute up-sell and cross-sell opportunities within existing partner relationships.
• Conduct market research and competitive analysis to identify trends, opportunities, and potential partners in the industry landscape.
• Develop, document, and execute comprehensive partnering strategies to ensure mutual success.

Requirements

• Minimum of 5-7 years of progressive experience in Partner Account Management, Channel Sales, Alliances, or Business Development within the technology or software industry.
• Communication: Excellent written and verbal communication skills, including the ability to communicate effectively with internal and external executive stakeholders.
• Negotiation: Proven ability to lead negotiations and finalize partnership terms and agreements that benefit all parties involved.
• Experience with Salesforce or other major CRM platforms is preferred.
• Demonstrated experience handling large transactions, managing lengthy sales campaigns, and driving renewals, expansions, and up-sells of subscription-based solutions.
• Analytical: Strong analytical skills with the ability to interpret data and metrics to drive decision-making and optimize partnership performance.
• Proven track record of consistently meeting or exceeding individual and team revenue/pipeline goals through strategic partnerships and co-selling motions.
• Strategic Thinking: Ability to think strategically and identify partnership opportunities that align with core business objectives and growth strategies.
• Adaptability: Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities and requirements.
• Bachelor’s degree in Business, Marketing, Computer Science, or a related field, or equivalent practical experience.

Benefits

• An attractive salary and benefits package.

Training + Development

Interview process

Visa Sponsorship

Security clearance