Partner Account Manager

2 weeks ago

Riyadh, Ar Riyāḑ, Saudi Arabia Eminence Talent Group Full time
Company Description

Our joint venture provides premium cloud and digital transformation products and services in the Middle East and North Africa. Our digital solutions enable customers to achieve greater efficiency, sustainability, and profitability throughout their digital transformation journeys.

Job Summary

Partner Account Manager is a key role in the channel organization. PAM will be responsible for managing the relationship between the Company and the assigned T2 partners to grow the partnership that will result in increasing the company /Google Cloud consumption and to maximize the company/ Google Cloud market share and also to increase the annual new logos. The PAM will have a target of consumption that needs to be achieved through T2 channel partners. The PAM needs to drive structured pipeline reviews with the assigned partners to ensure having predictable business. PAM need to corporate with other functions within the company such as marketing, sales, engineering, service delivery, and finance to make sure he/she can achieve the targets

Principal Duties

  • Manage the set of partner assigned and have close relationship with the partner at all levels (executives, sales, presales, finance, delivery)
  • Set targets and agree with it for each partner
  • Develop partner account plan for the assigned set of partners that would include but not limited to:
    • Partner information: their 2023 total revenue and revenue distribution across verticals and amount of GCP business in 2023. Distribution of the business acres verticals
    • Partner planned revenue for 2024 and planned GCP revenue in 2024 (booking / consumption).
    • Key partner initiatives to achieve the target
    • Partner SWOT analysis
    • Marketing activities
    • Partner learning and certifications
    • Top 20 partner opportunities for 2024
  • Manage and supervise deal registration process
  • Manage and supervise partner execution
  • Governance and compliance on the partner overall engagement and adherence to the laws and regulations
  • Conduct structured weekly pipeline review with the partners
  • Engage to support partners whenever required either directly or by coordinating with engineerings, executives
  • Support partners with pricing, quotes, for the solution designed by the partners
  • Coordinate partner enablement sessions (either onsite or webinars)
  • Work with the partners to make them co-sponsor the company / Google cloud events
  • Support partner to co-sponsor certain customer events
  • Support partners to facilitate POC's, pilots, demo's
  • Coordinate order processing between the company Partner Ops and partners procurement team.
  • Coordinate with the company finance to regularly and timely check on the credit / collection status with the partners and make sure no hold in place proactively to guarantee smooth order processing
  • Follow up with partner ops quarterly for partners rebate
  • Provide reporting on partner performance on individual level and as a set of partners with revenue distribution across partners across verticals and number of transactions, consumptions ratio to booking,..etc
  • Follow up on executing the partner initiatives agreed upon in the PAP and support if required
  • Work with the partners to grow the pipeline for GCP in Saudi at least 3 times the target
  • Coordinate with the company cloud team whenever the partner services capabilities can be leveraged in a co-deliver, subcontract services engagement mode
  • Classify the set of partners in terms of their services capabilities and domains (infrastructure, APP Modernization, Data, AI & ML)
  • Conduct a structured QBR with the company leadership quarterly

KPI

  • Target booking / consumption target achievement
  • Number of new logos
  • Quality of reporting (PAP, business reporting, structured QBR and pipeline reviews)
  • Partner services engagement with the company
  • Partner GCP business growth
  • Qualified Pipeline development
  • Frictionless engagement between partner, the company, Google

Requirements

  • Bachelor's degree in business administration, computer science, or a related field (or equivalent experience)
  • Proven experience in account management, channel management, or partner management is highly desired. Ideally, candidates should have a proven track record of managing partner relationships and driving revenue growth. Experience in the technology industry or a related field, particularly in cloud services or software, is often preferred
  • Familiarity with the partner ecosystem, including an understanding of various partner types (such as resellers, system integrators, ISV's), their business models, and how they contribute to sales is essential. Understanding partner program structures, incentive models, and joint go-to-market strategies is also valuable
  • Relationship Management Skills. Strong sales and account management skills are crucial for success in this role. Candidates should have the ability to build and maintain relationships with partners, negotiate contracts, and drive revenue growth through effective partner engagement. Excellent communication, presentation, and negotiation skills are essential
  • Technical Acumen. While not always required, having a solid understanding of cloud technologies, software solutions, and IT infrastructure will be advantageous. This knowledge enables effective communication with technical teams, understanding of partner needs, and the ability to articulate the value proposition of the company's offerings to partners and customers
  • Strategic Thinking and Business Acumen. Partner Account Managers should possess strategic thinking abilities, with the capacity to identify growth opportunities within the partner ecosystem and develop plans to capitalize on them. Strong business acumen, including financial analysis, market research, and competitive analysis skills, can contribute to developing effective partner strategies
  • Result oriented. Candidates should be highly motivated and target-driven. The ability to set and achieve revenue targets, monitor KPIs, and drive partner performance is essential. Effective problem-solving skills and the ability to work in a fast-paced, dynamic environment are also important
  • Caress-Functional collaboration. Partner Account Managers will often work closely with cross-functional teams such as sales, marketing, operations, and product management. The ability to collaborate effectively with internal teams, influence stakeholders, and facilitate teamwork is crucial for success in this role
  • Excellent experience in creating dashboards & reporting.
  • Exceptional communication skills, both written and verbal, with the ability to articulate complex concepts in a clear and concise manner
  • Ability to thrive in a fast-paced, dynamic environment and adapt to changing business needs

Benefits

  • Competitive Pay
  • Educational Assistance
  • Relocation Assistance

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