Behind great technology is an even greater company

HYPERVSN is looking for a Partner Account Manager who will be responsible for the overall channel sales strategy and development for the targeted geography thru Partners.

Main responsibilities:

• Lead channel business development and partner segmentation and selection across entire geography or new market.

• To account manage a portfolio of Partners that drive revenue, strategic wins and deployment.

• Drive the business by developing quality Business, Marketing and Technical Plans with key C-level executives within the Partner business.

• Grow the business and ensure that all Partners have a plan in place to focus on driving Company products along with their current business model (where applicable).

• Ensure the Partners are equipped to Compete effectively to win deals and gain Company share.

Key functional responsibilities:
Business Planning and Development:

• Business Development: Enhance and evolve local channel strategies and tactics to deliver desired revenue results

• Business Planning: develop and execute Partner Business Plans (PBP) that include 2 years partnership plan and 1-year business objectives, account specific conditions of satisfaction (COS) and Rhythm of Business (ROB) and joint strategies (Partner Solutions Plan) (PSP) for specific goals which are agreed upon and documented by Company and the Partner

• Quality Partnerships: Develop and maintain strong business relationships with key executives within sales, marketing and operations (CxO level).

• Transition to the Value-Added model: lead planning with the partner focusing on shift to Value Added company products and services along with their current business model and product portfolio.

Orchestrate Sales Execution:

• Sales: act as the “sales manager” to support sales operational excellence around licensing for agreement renewal and annuity. Support partners to track pipeline in CRM to achieve revenue goals outlined in PSP.

• Readiness & Practice Building: act as “business advisor” and evangelize areas of next logical practice that are appropriate for the partner.
Work with Technology Specialists and Value-added Distributor (if applicable) model to ensure the partner is engaged in the right technical support from Company (example: training) to grow their business with Company.

• Marketing: act as “marketing manager” and support proposed marketing goals including the proper use of channel incentive Coop funding on the right set of activities.

• Compete: ensure the partners are equipped with the right tools and resources to compete effectively against every competitive scenario they encounter.

• Channel Incentive Programs: Ensure that the partner can participate in channel incentives programs (if any) in order to receive rebates/Coop funds and use it for joint business development

Performance Management:

• Predictable Rhythm: Engage in quarterly rhythm with partner to ensure joint business objectives are being met and the partner is satisfied with our partnership.

• Increase Partner Satisfaction: – Attainment of conditions of satisfaction established in Partner Business Plan (PBP) -Provide partner with sales support and engagement within Company sales and marketing organization to enable partner business growth

• Competency Attainment: Drive relevant Partner Competency alignment to ensure customer recognition and ability to compete effectively in marketplace.

Successful candidate will:

• Demonstrate superior communication skills,

• Possess excellent cross-group collaboration skills,

• Have a proven track record of delivering high quality presentations