Partner Account Manager II

Company: Eset
Location: San Diego
Posted on: September 24, 2022

Job Description:

Job posting titlePartner Account Manager IIJob summaryThe Partner Account Manager manages ESET MSP Partner relationships and is responsible for accelerating MSP partner business through acquisition while driving incremental revenue to ESET business.Job descriptionThis individual works with the ESET MSP Inside Channel Sales Team to establish, grow, and manage key partner relationships.GOALS and OBJECTIVES:This is a quota-driven sales position which involves travel throughout the United States. The MSP Partner Account Manager will work closely with their assigned Inside Channel Team, Partner Sales Engineer, and MSP channel partners to close business within the United States. The Partner Account Manager is directly responsible for all aspects of pipeline management of their partners within the United States. -DUTIES and RESPONSIBILITIES:

• Achieve/exceed revenue targets/ Partner acquisition
• Partner business planning and development
  • Create a business plan with strategic MSP Partners including metrics and goals.
  • Update and track pipeline activities for partners in ESET CRM.
  • Responsible for understanding, managing, and developing complex partners and difficult-to-close sales, building trusted relationships with partner reps, owners, and stakeholders.
    • Includes creative problem-solving and conflict resolution.
    • Serves as a liaison to MSP partners with regards to any sales-related issues.
      • Spearheads, coordinates, and facilitates appropriate resources for best solutions.
      • Recruit, train, and manage MSPs to sell ESET's product portfolio within the assigned territory.
        • Facilitate access to applicable resources and tools.
        • Delivers partner recruitment presentations to pitch Partner Program and create joint value proposition between ESET and partners
        • Contacts and visits prospective customers to determine technology needs & ESET product fits.
          • Can be with Partner reps or direct prospecting
          • Conduct joint onsite end-user sales calls with partner to ensure timely closure of business.
          • Work with partner marketing to develop partner marketing programs for ESET MSP partners
            • Outline of programs to match and be part of the Business Plan
            • Work in tandem with the territory's inside and technical teams to build & close your pipeline.
            • Conduct Quarterly Business Reviews (QBRs) with select MSP partners.
              • Include updates to business plan, review year-to-date revenue results, and more.
              • Attend lead-generating partner-driven or ESET Corporate marketing events as needed/requested.
              • Remains knowledgeable and current of company's products/services to facilitate sales efforts
              • Other duties as assigned by management.KEY TECHNICAL SKILLS, KNOWLEDGE, and QUALIFICATIONS:
                • Advanced understanding of the basics of business development, with the ability to implement go-to-market strategies with third parties.
                • Excellent presentation, written, and verbal communications kills. Ability to proactively generate leads, nurture and develop opportunities and deals, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact.
                • Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships.
                • Ability to make appropriate decisions balancing and weighing the relative costs and benefits of potential actions to the company, the partner, and the customer.
                • Ability to close business while achieving a high level of customer satisfaction.
                • Extensive Channel Management, Training, and Channel Development Experience.
                • Proficiency in Microsoft Office products (Word, Excel, PowerPoint)
                • 5+ years selling to businesses, 5 - 7 years of channel management experience.
                • Bachelor's degree or equivalent professional experience.KEY SUCCESS FACTORS:Channel Partner Management/Acquisition - - - - - - - - - - - - - - - - - - - - - - - - - - - - -Channel Partner EnablementPipeline Management - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -Ability to create, extend, and maintain trustAbility to work as a team member and independently - - - - - -Ability to communicate effectivelyPERFORMANCE MEASURES:Meet or exceed monthly and annual revenue targetsAnnual Partner Business Planning with quarterly updates for strategic partnersAssist in identification and recruitment of new partnersMaintain partner relationships through in-person, phone, and email communications.COMPETENCIESSales Organization - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -Product - KnowledgeMeeting Targets - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -RecruitingPartner Account Management - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -Selling ActivityCustomer Account Management - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -Territory ManagementDetail-oriented - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -Pipeline ManagementJOB FIT:This role requires an individual with extensive channel development & MSP experience. The successful individual will be skilled in pipeline development and management, partner management, prospecting and qualifying partners, as well as end-user interactions and basic selling techniques.CAREER PATHWAYS:
                  • Channel Sales ManagementJob requisitionJR-03155 Partner Account Manager II (Open)Primary locationSan DiegoAdditional locationsTime typeFull time

Keywords: Eset, San Diego , Partner Account Manager II, Executive , San Diego, California