Partner Account Manager

Your Role as a Partner Account Manager:

The Partner Account Manager (PAM) manages commercial relationships with our most strategic partners, including resellers and technology partners.   This individual will be responsible for driving organizational alignment with assigned partners to deliver on quarterly and annual revenue quotas.   

The PAM will report to the Director of Partnerships as part of the Appspace Partner Organization.  The PAM will work closely with and support the Appspace Go to Market (GTM) team, including strategic alignment with Appspace Sales and Customer Success Teams. 

The preferred candidate will have a strong track record of success in partner management or commensurate experience in the AV or IT channel.  The preferred candidate will demonstrate a documented track record of meeting and exceeding sales quotas.  The candidate must possess a strong background in developing and executing business plans with preferred experience in developing and managing executive relationships.  This position requires approximately 35% travel across multiple regions and time zones.  

A Day in the Life of a Partner Account Manager:

• Drive organization alignment with assigned partners, including executives, sales, marketing, and business operations
• Develop and execute annual business plans that detail specific sales and tactical strategies to meet or exceed the assigned revenue target.
• Continually educate partners on Appspace product/services portfolio, partner programs, and enablement tools.  This includes providing sales and technical presentations to Partner AMs, SEs, Solution Architects, Product teams, and Marketing teams.
• Build partner account plans and drive regular internal and external account reviews to ensure success against a predefined set of KPIs.
• Provide clear updates every week and report revenue forecasts, sales pipeline, and closed sales.
• Develop complete mastery of sales acumen, partner enablement, operations, and industry knowledge.  
• Determine creative ways to differentiate Appspace from the competition and ensure a dominant position in assigned partner accounts. 
• When necessary, work with Appspace Sales Operations and Finance to resolve order placement problems and aging payment issues.
• As needed, onboard and manage new partnerships.  

What You’ll Need:

• Bachelor’s degree or equivalent experience in business or sales management is required.
• 2+ years of channel sales or commensurate experience in the AV or IT channel.
• Demonstrated track record of meeting or exceeding goals and objectives.
• Ability to work in a fast-paced environment and manage multiple tasks efficiently 
• Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships.
• Advanced understanding of the basics of business development, with the ability to implement go-to-market strategies with 3rd parties. 
• Ability to proactively generate leads, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact. 
• A team player who is capable of high performance and flexibility working in a dynamic environment.
• Excellent selling and interpersonal skills.
• Excellent presentation, written and verbal communication skills.
• Must be well-organized and attentive to details.
• Ability to handle multiple projects simultaneously, prioritizing work to meet competing deadlines. 
• Proficiency in the use of Salesforce or other similar CRM systems.

Remuneration Package:

• Salary range:  100K-135K AUS/ Annum
• OTE:  125K-170K AUS/ Annum

The Perks of Working for Appspace:

For all our AUS based team members, we offer a variety of benefits from competitive salaries, employer paid medical, dental and vision coverage, disability coverage, employer paid life insurance, mental health resources, and superannuation plan.

Additional perks include:

• Generous PTO
• Personal/Carer’s leave
• Flexible work schedules
• Remote work opportunities
• Paid company holidays
• 1/2 Day Fridays
• Appspace Quiet Fridays (No non-essential internal meetings scheduled)
• A casual dress work environment