Partner Account Manager

Location: Tokyo   Industry: IT-Software   

English Ability: None   Japanese Ability: None   Position ID: 10640

As a Partner Account Manager, your primary focus will be to coordinate engagement with partners within your specified region, including alignment with Regional sales account management, Channel management, field service, customer technical support, industry and marketing principals, and back office areas such as purchasing and finance.

Your main objective will be to identify, close (with support of sales account execs as needed), and assist your named Channel accounts to increase revenue, provide a centralized point of contact and, increase channel partners’ satisfaction as a business partner. You will be required to have periodic business reviews with partner to ensure that the mutual business goals and objectives are being met. Additionally, these business reviews should include verification of previously set goals, expectations for next review period and period to period pipeline performance (includes forward looking pipeline as well as deals closed since last review). These reviews apply to all partners in the region.

For existing global Channel relationships you will be accountable for:
• Understanding and aligning global strategy locally
• Managing local governance, relationships, and rules of engagement
• Aligning field sales on prioritized activities/accounts

For local Channel relationships you will be accountable for:

• Developing local partner ecosystem in alignment with agreed local and global strategy to drive new market growth
• Managing local governance, relationships, and rules of engagement
• Aligning field sales on prioritized activities/accounts

For both local partners directly and global partners aligned to the global leader you will be accountable for:

• Building trust with key members of the Channel account
• Be an expert on the partnership
• Helping the Channel partner understand positioning and technical use of our product
• Increase the portfolio of PI options in their solutions
• Increasing activity level measured in sales revenue: o Joint opportunities/pipeline
o Direct revenues driven from partner accounts
o DevClub and event participation
• Removing obstacles to business
o Managing channel conflicts
o Handling technical escalations
• Ensuring a consistent and cohesive partner experience for the Channel Account
• Promoting partners and actively report partner value

You will be responsible for controlling:

• Development and execution of the Partner Account plan and strategy
• Communication across teams
• Work with APAC Marketing & Partner Director to develop marketing plan to drive revenue from channel account
• Manage leads as appropriate
• Visibility into pipeline (situation awareness)
• Ensure that training is kept up to date
• Investment (cost to doing business). You will utilize resources and participation in events appropriately and have the responsibility to influence these decisions.

Partner Account Manager experience
University Degree

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1-4-2 Minami Aoyama, Minato-ku, Tokyo, Japan 107-0062
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