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(Archived) Partner Account Manager

Last Updated: 6/30/20

Job Description

The Partner Account Manager (PAM) drives revenue through comprehensive business planning and the execution of action plans which drive sales, marketing and brand elevation efforts within a defined set of channel partners. Responsibilities include recruiting, managing and developing partners through collaborative selling, marketing and channel program execution.
• Responsible for the overall long-term & short-term business planning, sales strategies and revenue goals in line with corporate objectives for the targeted channel partners.
• Responsible for leadership, sales and engineering engagements and relationship development within both the internal sales teams and the targeted channel partners.
• Responsible for forecasting, marketing, prospecting, training and channel business plans for targeted channels.
• Partner value-add development activities focused on building partner effectiveness requiring in depth knowledge of wired and wireless network technologies.
• Partner market development activities focused on sales program & initiative development, roll-out and effectiveness tracking & reporting to ensure a positive ROI against revenue growth.
• Co-Selling activities include internal & external partner events, trade-shows, sales & proposal development, RFP responses and end-user sales presentations to ensure lead-generation.
• Communication, coordination and collaboration activities both internally & externally with sales, distribution and alliance partners to ensure partner execution and success.
• Operational support activities ranging from sales and product forecasting, distribution product allocation management, shipping and implementation support may also be needed. Qualifications The ideal candidate has a minimum of 5-7 years selling experience in the high tech (IT) market with 3-5 years selling experience working with direct market resellers (DMRs). This individual should have a proven, successful track record in end user selling and channel management. Demonstrable sales experience and related business acumen for developing, articulating and executing go-to-market action plans that minimally meet or exceed defined corporate goals and objectives are required.
• Accomplished presentation, written and verbal communication skills
• Experience selling IT products to high-level management and other decision makers.
• A highly motivated self-starter with the ability to work independently.
• Ability and track record of working collaboratively with a team.
• Ability to overcome adversity and objections.
• A proven, consistent over achievement of sales quotas – exceeding customer expectations.
• Ability to manage multiple objectives, tasks and clients.
• Ability to prospect and qualify potential partners and customers.
• Previous experience selling through distribution and VAR partners, and a good knowledge of channels/distributors in the territory is essential.
Basic Qualifications:
• 4 year college degree is required
• 4+ years competitive IT sales, direct and/or channel
• A specific preference will be given for experience working with direct market resellers (DMRs)
As an EOE/AA employer, ARRIS will not discriminate in its employment practices due to an applicant’s race, color, religion, sex, national origin, and veteran or disability status.

Company Details

CommScope, Inc.

Hickory, North Carolina, United States