Partner Account Manager - Google

AvePoint • New York, NY

1d • $101,000 - $189,000 • Hybrid

About The Position

AvePoint is seeking a Partner Account Manager to own, lead, build, and manage a regional partner ecosystem with a focus on key strategic partnerships that will drive company growth. This role offers an entrepreneurial opportunity within a rapidly growing enterprise infrastructure software company to define and execute a regional partner ecosystem strategy aligned with the go-to-market plan, customer engagement lifecycle, and value-based delivery approach. The ideal candidate will identify and grow strategic partnerships with top Google Value Added Resellers and Systems Integrators, create disruptive go-to-market strategies, and engage with field sellers and executive personnel.

Requirements

• 5+ years of proven track record in building alliance partner programs within enterprise software markets, preferably infrastructure.
• Successful track record of exceeding business development and booking goals.
• Experience in personally managing end-to-end partner enablement plans, including business development and technical product training/knowledge transfer.
• Experience working collaboratively with internal direct sales & services teams in successful closing of deals.
• Ability to develop with partners a quantifiable business case that will establish and drive a strong mutually beneficial partnership, encouraging partner investment of time and money.
• Ability to build strong relationships with senior executives and owners within the partner community.
• Exceptional listener, highly empathetic to partner needs and perspectives.
• Ability to handle multiple tasks simultaneously and prioritize accordingly.

Nice To Haves

• Focus on key strategic partnerships that will drive growth for the company.
• Entrepreneurial opportunity in a rapidly growing enterprise infrastructure software company.
• 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.
• Identifying and growing strategic partnerships with the top Google Value Added Resellers and Systems Integrators.
• Creating disruptive go to market strategies.
• Engaging with field sellers and executive personnel.
• Targeted types of partners include system integrators and value added resellers who are either solely dedicated to the Google technology stack or have a significant portion of their business that is driven by it.
• Partners will provide complementary services and contracting vehicles to accelerate deal cycles.
• Operate in a co-sell environment currently with these partners.
• Leverage partner relationships to accelerate both client and partner wins.

Responsibilities

• Driving and expanding partner relationships.
• Establishing clear and concise partner development plans.
• Integrating multiple lines of business into impactful go-to-market strategies.
• Supporting and nurturing existing partnerships, including working active opportunities, managing pipeline, and leveraging partner customer bases for AvePoint’s products, solutions, and services.
• Identifying and prioritizing relationships with partners that will drive increased sourced pipeline and bookings for AvePoint.
• Ensuring effective and timely co-selling motions with the direct sales force and the partner ecosystem.
• Serving as the point person for day-to-day account management inquiries and performance concerns.
• Being present and available to partners to build customer loyalty and ensure ongoing enablement of 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 teams and key internal partners.
• Leveraging work from and collaborating with other teams.
• Broadening partnership relationships to deliver deployment services around AvePoint products beyond basic migration offerings.
• Increasing the technical enablement of partner consultants.

Benefits

• Competitive market-based compensation (salary, yearly bonus + equity)
• Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC
• Work life balance through hybrid working model of 3 days a week in office
• Unlimited PTO
• Medical, dental, vision, 401(k) with match

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed