Partner Account Manager

AvePoint; City of Westminster; On-site; GBP 60,000 - 80,000; Full time

Job summary

A leading enterprise software company is seeking a Partner Account Manager to develop and manage a partner ecosystem across the UK. You will enhance existing partnerships and drive new business through collaborative efforts, focusing significantly on the Microsoft partnership. The ideal candidate will have a strong background in business development and partner management, with proven skills in relationship building and strategic planning. Join us to make an impact in the data security industry.

Qualifications

• Proven track record in building partner programs in enterprise software markets.
• Successful history of exceeding business development goals focused on partner revenues.
• Experience in managing partner enablement plans.

Responsibilities

• Drive partner enablement programs and business development plans.
• Manage relationships with named re sellers to increase deal registration.
• Collaborate with internal sales teams to close deals.

Skills

Relationship Building

Business Development

Sales Excellence

Empathy

Agility

Education

Background in Enterprise Software

Job description

Are you looking for a job where you can develop, enable and grow successful Strategic Partner relationships? AvePoint is seeking a Partner Account Manager who will own, lead, build and manage a partner eco-system of named re seller partners across the UK. Taking the lead to support an existing book of business focusing on annual recuring revenue (ARR) growth based on annual contract value (ACV) bookings. You'll work closely with sales, marketing and customer success teams where you will be given an entrepreneurial opportunity in a rapidly growing enterprise infrastructure software company with a goal to be 100% indirect and further define the appropriate regional partner eco-system in support of our go-to-market plan, customer engagement lifecycle and value-based delivery approach and then execute on it.
What will you be doing?
The Partner Account Manager is responsible for driving partner enablement programs along with the development of partner business development plans to drive new logo acquisition and cross sell into joint led accounts. He/she will continue to support and nurture existing partnerships including supporting active opportunities with named partners in collaboration with sales, managing the deal reg pipeline and leveraging the partner's customer base for AvePoint's products, solutions and services.
This role will be measured solely on the amount of ACV sourced pipeline accepted via the AvePoint partner portal (deal reg) and ACV sourced bookings (deal reg) from the partner eco-system along with achieving the overall booking goals of the regional business unit. The targeted named partners in the desired eco system are named UK re sellers of which there is an existing AvePoint relationship. We are now looking for an individual to take ownership of the ARR growth aligned to regional goals.
In addition, the Microsoft partnership is the most significant partnership that needs to be developed and focused on as it can drive the highest growth trajectory for AvePoint. In addition we do want to broaden our partnership relationships where they can deliver deployment services around our products outside the basic migration offerings and increase the technical enablement of their consultants.
Your responsibilities will include:

Identifying and prioritizing the relationships with named re sellers that will ultimately drive increased deal reg sourced pipeline and bookings for AvePoint
Ensuring effective and timely co-selling motions with our direct sales force and the partner eco-system
Establishing yourself as the point person for day to day account management inquiries and performance concerns. Be present and available to Partners to continually build customer loyalty and ensuring ongoing enablement of our solutions and value propositions
Modelling exceptional partner account management that delivers sales and service excellence
Driving the growth and development of mutually beneficial working relationships with account team and key internal partners, and leverage work from and collaborate with other teams
Identifying new engagement models based on the partner focus to ensure AvePoint can effectively scale across the organisation

OK, I'm interested... is this the job for me?
We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best at for our customers, partners, team, and you.
Other qualities that will make you a fit for this role include

Proven track record in building alliance partner programs within enterprise software markets, preferably infrastructure
Successful track record of exceeding, business development and booking goals solely focused on partner sourced (deal reg) revenues
Experience in personally managing end to end partner enablement plans, both business development and technical product training/knowledge transfer
Experience working collaboratively with internal direct sales & services team in successful closing of deals
Ability to develop with partners a quantifiable business case that will both establish and drive a strong mutually beneficial partnership that drives the partner's investment of both time and money
Ability to build strong relationships with senior executives and owners within partner community
Exceptional listener, highly empathetic to partner needs and perspectives
Ability to handle multiple tasks simultaneously and prioritize accordingly

Beyond Secure. AvePoint is the global leader in data security, governance, and resilience, going beyond traditional solutions to ensure a robust data foundation and enable organizations everywhere to collaborate with confidence. Over 25,000 customers worldwide rely on the AvePoint Confidence Platform to prepare, secure, and optimize their critical data across Microsoft, Google, Salesforce, and other collaboration environments. AvePoint's global channel partner program includes approximately 5,000 managed service providers, value-added resellers, and systems integrators, with our solutions available in more than 100 cloud marketplaces. To learn more, visit www.avepoint.com.
At AvePoint, we are committed to investing in our people. Agility, passion and teamwork set us up to do our best work and foster a culture where you are empowered to craft your career, make an impact, and own (y)our future. Unleash the power of you!