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Partner Account Manager

2 weeks ago

Melbourne, Australia Qlik Full time

What makes us Qlik
- Qlik helps enterprises around the world move faster, work smarter, and lead the way forward with an end-to-end solution for getting value out of data. A Gartner Magic Quadrant Leader for 13 years in a row Our platform is the only one on the market that allows for open-ended, curiosity-driven exploration, giving everyone - at any skill level - the ability to make real discoveries that lead to real outcomes and transformative changes. We are a Values-Driven organization, operating over 100 countries with 38,000 customers around the world. If you think we are interesting, please read on - we may be looking for you

The Partner Organisation
Qlik offers a fast paced, high-energy, innovative, global, and team-oriented culture, with a flexible and exciting work environment, as well as plenty of opportunities for you to grow as a professional and as an individual.

As the Partner Sales Manager and team member of our rapidly growing international team, you will have significant impact on our company’s growth and success, and you will be working with leading edge technology. We focus on helping partners reach their full potential through strategic planning and execution to plan. Our mission is to inspire and empower our partners with simple tools that expedite the ability to gain the knowledge and skills needed to effectively position, demo, sell, implement and support Qlik solutions.

The Partner Account Manager Role

A Partner Account Manager (PAM) is responsible for driving revenue through assigned Partners. The PAM supports, motivates & drives partners to accelerate pipeline growth & quality, leading to increased Qlik revenue. They must exert control, visibility & influence over Partner pipeline & opportunities through demonstrating credibility, expertise & value. There will be a focus on opportunities in both the Enterprise & Commercial segments with incremental business primarily driven from the latter. Effective collaboration with regional/country sales to build strategy & execution plans is a core requirement of the role.

The role is responsible for every facet of the partner experience & relationship with Qlik including building the partner eco-system & partner capabilities, generating demand & pipeline, supporting key partner sales cycles & ensuring customer success & business value to secure renewal & expansion. The PAM must provide guidance & structure to the Partner, overseeing effective enablement with the purpose of increasing the self-sufficiency of the partner. Robust, collaborative planning is necessary at both the macro (territory) & micro (partner) level & PAM must ensure that plans are effectively executed. Individuals need to develop & expand relationships with key decision makers & demonstrate relevance & value.

When successfully executed, the PAM will be seen a highly valued & key business partner by the partner & an aspirational role for employees within Qlik.
- Responsibilities include, but not limited to:

- Attain quarterly & annual sales targets for Qlik solutions.
- Partner sales support on a limited number of strategic opportunities.
- Demonstrable control & influence over pipeline & key partner opportunities.
- Build a sustainable pipeline with Partners with identified goals & actions.
- Develop & execute collaborative Partner Business Plans to achieve mutual goals.
- Conduct QBRs to review performance & course correct, as necessary.
- Provide visibility to partner pipeline.
- Support & participate in Qlik pipeline & opportunity management processes (QSMS).
- Collaborate with regional/country sales to build strategy & execution plan.
- Identify, develop & drive solution offerings for key vertical & horizontal solutions.
- Ensure partners support end customers success & value realization to secure renewal & expansion.
- Demonstrate a clear understanding of partner’s value drivers, economics & business models.
- Establish, maintain & orchestrate the Executive/Owner relationship with partner.
- Cultivate & own relationships with the primary sales & technical leads in the Partner.
- Develop & execute partner education / enablement plan across Sales, Technology & Marketing.
- Ensure partner attains & maintains necessary certification level.
- Work with presales to identify & develop technical champions in partners.
- Initiate & conduct sales readiness training events.
- Responsibility for partner recruitment, onboarding & development.
- Own Qlik Partner Program alignment with partners. Understand & consistently communicate program structure & value proposition to drive program adoption.
- Responsible for the Partner enablement journey by being the coordinator of resources as well as an evangelist of Qlik solution portfolio.
- Carry the overall responsibility for managing partner success across the assigned territory or set of partners in balancing revenue growth for Qlik and at the same time manage the predictability and profitability of the ecosystem.
- Skills