Partner Account Manager

As our Partner Account Manager, you will win, maintain, and expand relationships with assigned NEXTDC Partners as well as being responsible for achieving sales, profitability, and partner objectives.

This opportunity will be to focus on both “selling to” ICT partners as well as “selling through” to end customers and government accounts. You will develop appropriate strategies, business relationships, and work on the enablement of the assigned channel partners to achieve joint sales outcomes.

You will be responsible for:

• Ensuring right portfolio of partners for territory needs - both current and future. This may include development of new partners, as well as new business practices with existing partners
• Defining and obtaining agreement from the partners for the overall partner strategy
• Leading the overall engagement and relationship with named existing and new partners who are headquartered in your territory
• Developing and managing the overall partner pipeline to drive growth through business development and marketing initiatives and assist in the closing of all sales business through your assigned channel partners including participation in joint customer meetings.
• Working collaboratively with our functional areas such as Marketing, Engineering, Facilities, Service Delivery, Legal, Finance as necessary, to develop and execute strategies to meet your channel partners business needs.

Requirements

• Experience in the management of business relationships with partners or alliances in a customer-facing role.
• At least 3-5 years selling experience to organisations that utilise IT Infrastructure as a major component of their business model
• At least 3-5 years selling experience within industries that deal with Information Technology, Software, Hardware, Solutions and associated Services
• A strong understanding of the indirect channel sales model including key financial, marketing and operational KPI’s
• Proven track records in selling within a complex selling environment with quotas exceeding $5M and an average sales cycle of at least 3 months.

What you’ll bring:

• Proven experience with developing and driving growth outcomes through channel partners
• Be sales focused, coupled with the ability to manage our goals in conjunction with partner goals to obtain the best outcome for both
• A strong background in managed services and solutions markets (or similar)
• Strong negotiation skills, persuasive ability, relationship building skills, communication and interpersonal skills, and the ability to interact at a strategic level
• Excellent presentation skills and the ability to tailor presentations according to the varying levels of technical understanding of different audiences
• Ability to educate and mentor channel partner sales representatives