Partner Account Manager

  

Basic Scope & Primary Objectives

This position is responsible for developing, managing and expanding relationships with identified partners. The Partner Account Manager (PAM) is responsible for achieving sales quotas and assigned partner objectives on a quarterly and annual basis. Initial number of partners will likely be five, determined by individual experience and partner location.

The PAM will represent the entire range of the company products and services for customers and prospects available to Indirect Channel, while leading the customer planning cycle and ensuring existing and new customers’ needs and expectations are met.

Key Responsibilities

· Grow assigned partners through cross and upselling existing accounts, notably through driving migration to subscription

· Advise and guide partners in acquiring new target schools, preferably through subscription sales

· Utilize the sales process to manage and guide partners to close partner identified opportunities 

· Manage/Update opportunities in CRM/ sfdc

· Manage and resolve partner concerns and issues, developing robust feedback loop

· Assist with identifying business development growth opportunities with existing schools

· Represent partners internally by participating on initiative teams as needed 

· Accountable for achieving sales targets based on partner performance

· Aggregate (if needed) and analyze metrics to assess performance on a weekly basis in advance of weekly status meetings with partners

· Manage development and application of partner scorecards monthly

· Develop and cultivate partner relationships through monthly in-person interactions 

· Interface with internal departments creating strong working relationships/ efficiencies 

· Forecast demand for partner accounts

· Plan and host Agency Advisory Board events biannually 

· Review and execute segmentation model to determine partner eligibility every 6 months

· Assist Partner personnel in selling Tes portfolio, including on-site visit at schools when and as required 

Person Specification

Essential Skills/Qualifications

· Degree qualified or equivalent experience

· Prior experience in field sales

· Prior experience in agency sales

· Prior experience in program management preferred

· Strong knowledge of educational market, targeted focus on teacher vacancy and instruction tools recommended

· Ability to work in a fast-paced team environment to accomplish mutual tasks and goals

· Selling skills: track record of success, handling different sales scenarios, following sales processes, active listening, closing ability, negotiating, handling objections, retaining customers, capitalizing on marketing programs

· Character: Intelligence, tenacity, judgement, strategic skills, data analysis, pragmatic, conceptual ability, creativity

· Personal: Integrity, resourceful, independence, self-awareness, adaptability

· Interpersonal: oral communication skills, written communication skills, assertiveness, politically savvy, persuasive

· Results oriented: experience driving results and delivering real improvements

· Organizational Skills: experience prioritizing and managing multiple tasks/issues simultaneously

· Negotiating skills: experience finding the most profitable way to complete a deal that works for both sides, while building strong, trusting relationships

Experience

· Minimum three years’ experience in Sales in the education sector or relevant industry

· Minimum of four years’ experience demonstrating the ability to positively interact with internal/ external customers and establish relationships

· Systems: proficient with PC applications, MS office applications, virtual meeting software, sfdc; able to gather and interpret data from separate systems