Partner Account Manager

Responsibility
• Partner Strategy and Business Development
• Owns Partner account relationship, strategy and business plan, including forecasting with Partners
• Develops relationships within the Partner account up to the top executive level
• Drives Partner Account Planning / Partner hygiene / Partner Health Check, i.e. coverage, LOBs depth, productivity, cross sell / profitability / ROI for overall business
• Runs regular QBR for partners
• Responsible for all Partner performance on key KPI: e.g., growth, share of PSP, training, certifications, Channel NPS, NNB, services attached, TMU, tier 3 and below growth, LOB mix, cross-sell, deal registration win rate by tier
• Act as central point of contact for Partner, orchestrates support, and issues related to Dell-EMC Partner Program
• Ensures collaboration on account planning between Partners and end-user sales teams
• Deal & Order Management
• Escalates conflict management, ensures SLAs met.
• Ensure partner and end-user team are engaged, where coverage available
• Partner Sales Enablement
• Aligns Dell EMC’s value position with partners’ strength, capability and goals to create Partner preference for Dell EMC
• Works with Channel Marketing team to develop Partner marketing plan and activities
• Coach Partner AEs: how to account plan, track outlook, phase, acquire customers, shape a deal, effectively position and sell Dell-EMC across entire Dell Technologies portfolios, in particular for the Datacenter