Partner Account Manager (Individual Contributor)

About AvePoint:

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!

AvePoint is excited to provide the opportunity for someone who will develop and drive a partner eco-system with a focus on creating plans and mutually beneficial business that will deliver growth and opportunities for all parties. You will work closely with the UK leadership team in a rapidly growing enterprise infrastructure software company to further develop our resale channel and support our go-to-market plans and value-based delivery approach.

You should apply for this role if you are interested in identifying and growing strategic partnerships with the top Microsoft Value Added Reseller and Systems Integrators, creating disruptive go to market strategies, and engaging with field sellers and executive personnel.

What your day to day will look like:

The Partner Account Manager is responsible for driving and expanding partner relationships, establishing clear and concise partner development plans, and integrating multiple lines of business into impactful go to market strategy. This person will continue to support and nurture existing partnerships including working active opportunities with them, managing the pipeline and leveraging the partner’s customer base for AvePoint’s products, solutions and services.

This role will be measured primarily on the amount of sourced pipeline and sourced bookings from the partner eco-system along with achieving the overall booking goals of the regional business unit. The targeted types of partners in the desired eco-system include: system integrators and value added resellers who are either solely dedicated to the Microsoft technology stack or have a significant portion of their business that is driven by it, and will provide either complementary services and contracting vehicles to accelerate the deal cycles. We operate in a co-sell environment currently with these partners.

Your responsibilities will include:

• Identifying and prioritizing the relationships with partners that will ultimately drive increased partner 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. Being present and available to partners to continually build customer loyalty and ensuring ongoing enablement of our solutions and value propositions

• Modeling 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

• Commitment from key partners for a signed annual partner success plan, to be reviewed and updated at least quarterly in the format of a quarterly business overview (QBO)

• Strategic investment of marketing development funds (MDF) to align with specific sales teams and/or go to market (GTM) propositions, not including sales kick off (SKO) or sales enablement sessions which are standard expectations

• Forecast management (deal reg leads and deal reg opportunities)

• Multi territory growth (UK & I)

What you will bring to our team:

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 for our customers, partners, team, and you.

Other qualities you’ll need to be a fit for this role include:

• 3+ years of proven track record in building alliance partner programs in development accounts within enterprise software markets within Europe.

• Successful track record of exceeding business development and booking goals

• 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

What’s in it for you?

• HMO coverage from day 1 of employment (plus 2 free dependents)

• Group life insurance (upon regularization)

• Paid annual and sick leaves (convertible into cash)

• Paid compassionate leave (5 days)

• Employee Dedication Award (years of service)

• Employee Referral Bonus Program

• Promoting diversity and inclusion

• Business Travel Opportunity (Top Performers)

• Hybrid Working Arrangement (3 days onsite & 2 days work-from-home)

• Competitive compensation package, Performance bonuses/incentives

• Career growth & advancement opportunities

*Terms and conditions apply

AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.

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