Partner Account Manager
Job Description
As a Partner Account Manager at Density, your success will be accomplished by establishing professional working relationships and
collaborating with Density teams internally as well as channel partners.
Your mission will be to drive net new revenue by helping our partners develop a core understanding of Density’s value proposition, and how to position our platform to large enterprise customers in the Fortune 1000 and the world’s fastest growing tech firms.
The Partner Account Manager will onboard, activate, manage and lead the relationships within assigned partners. In this role, your primary responsibility will be to manage go-to-market programs focused on partner contribution to both pipeline and bookings.
Responsibilities:
- Execute business plans with clear goals, objectives, and metrics
- Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
- Provide regular governance, reporting, and management of indirect and joint/co-selling activities.
- Achieve assigned booking quota for partner-sourced revenue within assigned partners.
- Achieve intermediate metrics for partner-driven sales activity, customer meetings, partner training, deal registrations, pipeline opportunity creation, or other management by objective (MBOs) as assigned during ramp period or post ramp.
- Develop and execute customer-facing and internal partner activities with the goal of increasing awareness about Density and uncovering net new opportunities
- Help manage the on-boarding, enablement, and development of Density Solution Provider partners
- Establish and promote regular communication cadence with partner stakeholders and ensure continued education around Density solutions and value prop.
- Conduct quarterly partner business reviews
- Report on partner achievements and metrics as needed.
- Gain mindshare and coach internal Density teams on how to work successfully with channel partners.
- Make recommendations regarding channel partner program tools, incentives, and go-to-market messaging
What we bring:
- A team hailing from places like Apple, LinkedIn, Stripe, Cisco Meraki, Hashi Corp, WeWork, NASA, & beyond. $227 million raised from investors like Kleiner Perkins, Founders Fund, and Upfront Ventures.
- A work environment full of fun, smart, talented, dedicated, and truly kind teammates.
- Our values are be humble, seek feedback, and always solve the fundamental problem. These values are hard to achieve but we aspire to them daily.
- Excellent benefits including medical, dental, vision, mental and reproductive health, 401K, equity, Flex Fridays, Remote Friendly, unlimited and mandatory PTO and more.
Qualification and Skills Required:
- Bachelor’s degree with technical focus from an accredited university required or equivalent work experience.
- Minimum of 5 years (ideally 7-10 years) of channel management experience with record of exceptional performance and over achievement by leveraging 3rd-party companies to achieve quota
- Experience with connected hardware, SaaS and solution selling inside the corporate workplace. Solution-selling experience (vs. product- centric sales)
- Ideally, the individual has an existing network of solution provider partners with both sales and professional services capabilities.
- Experience working with multiple types of partners including Distributors, VARs, consultants, and agents.
- Ability to develop relationships and engage at all levels within partners (Sales to C-suite)
- Engaging personality, polished verbal and written communication skills and meticulous attention to detail
- Track record of results-oriented sales and partner management that sets and achieves metrics for partner recruiting, enablement, opportunity generation, and revenue.
- Analytical thinker with the ability to leverage data to drive business decisions.
- Self-starter that is highly motivated, willing to work in a fast-paced environment with high expectations, and enjoys defining and driving successful outcomes.
- Fluency in Salesforce, Excel, Google business applications and other business software
- Experience working inside the rapid growth startup world
- Ability to travel ~50%.
