Job Description

Partner Account Manager – Enterprise Business Group (B2B sales, channel development)

Job location:
Helsinki

Job Description:

Reporting to the Director of Finland partner team, the Partner Account Manager is responsible for the business development and sales engagement with the partner and ensuring joint initiatives are executed. The PAM is the primary point of contact for mainstream partners on business development and key projects. The position is mainly for Finish market and potentially for some Nordic partners as well.

Responsibilities:

• Partner Account Manager must engage and influence at all levels within the Partner organization, including Executive management, Sales, Technical and Solution creation areas.
• Work with the team to maintain the channel policy. Keep improving on partner satisfaction in terms of process, support, channel selection fairness etc.
• Drive partner joint business plan that results in achieving revenue goals and agreed KPIs
• Build up engagements between partner & Client sales
• Enable and utilize partner sales force and capability to approach end customer and win opportunities.
• Engages partners on joint business planning and activities including: partner-driven marketing, events, sales promotion, partner enablement etc.
• Maintain and monitor partner pipeline and key opportunities via Deal Registration, pipeline management etc.
• Liaise with marketing team to align partner marketing activities and monitor follow up
• Annual performance management with direct manager based on focused business target, individual and development goals
• Regular meetings with partner Sales Mgmt team to monitor joint business plan review, pipeline, key projects, marketing and partner capabilities
• Quarterly business review (QBR) with management upon annual partner business plan.


Requirement
• Around 5-10 years Enterprise B2B sales / channel development experience toward Business customers in indirect sales Business Model, with a proven sales track record and digging of new business opportunities with an international ICT infrastructure/solutions vendor on either.
• Must have strong relationship selling skills within the channels community
• Evidence of long-term relationships with mainstream ICT partner or telco partners in Finland at CxO/VP level for enterprise business domain.
• Excellent collaboration skills with a wide variety of stakeholders (product management, marketing, sales), driving internal and external forces to reach and overachieve assigned sales targets
• Have a good working knowledge of at least one or more of the following products & solutions: Enterprise Networking, IT Infrastructures, Security and etc.
• Ability to show creativity and a different way of thinking will be essential. Must welcome challenges, be self motivated and capable of working under own.
• Ability to establish brands, explore product opportunities, work out competitive analysis.
• Detailed knowledge of Finish and Nordic Enterprise market and business models.

Contact info:
Please send your detailed Resume/CV in English