Partner Account Manager

About AvePoint:

Beyond Secure. AvePoint is the global leader in data security, governance, and resilience, going beyond traditional solutions to ensure a robust data foundation and enable organizations everywhere to collaborate with confidence. Over 25,000 customers worldwide rely on the AvePoint Confidence Platform to prepare, secure, and optimize their critical data across Microsoft, Google, Salesforce, and other collaboration environments. AvePoint’s global channel partner program includes approximately 5,000 managed service providers, value-added resellers, and systems integrators, with our solutions available in more than 100 cloud marketplaces. To learn more, visit www.avepoint.com.

At AvePoint, we are committed to investing in our people: we believe agility, passion and teamwork sets us up to do our best work and fosters a culture where you feel empowered to take initiative, learn from others and craft your career with the intention to unleash the power of you!

About the position:

As the Partner Account Manager,  you will be responsible driving partner enablement programs along with the development of partner business development plans. He/she will continue to support and nurture existing partnerships including working active opportunities with them, managing the pipeline and leveraging the partner’s customer base for AvePoint’s products, solutions and services. This role will be measured primarily on the amount of sourced pipeline and sourced bookings from the partner eco-system along with achieving the overall booking goals of the regional business unit. The targeted types of partners in the desired eco-system include: system integrators and managed service providers who are either solely dedicated to the Microsoft technology stack or have a significant portion of their business that is driven by it, and will provide either complementary services and contracting vehicles to accelerate the deal cycles. We operate in a co-sell environment currently with these partners.

In addition, the Microsoft partnership is the most significant partnership that needs to be developed and focused on as it can drive the highest growth trajectory for AvePoint. In addition we do want to broaden our partnership relationships where they can deliver deployment services around our products outside the basic migration offerings and increase the technical enablement of their consultants.

Key responsibilities:

• Identifying and prioritizing the relationships with Partners that will ultimately drive increased sourced pipeline and bookings for AvePoint
• Ensuring effective and timely co-selling motions with our direct sales force and the partner eco-system
• Establishing yourself as the point person for day to day account management inquiries and performance concerns. Be present and available to Partners to continually build customer loyalty and ensuring ongoing enablement of our solutions and value propositions
• Modelling exceptional partner account management that delivers sales and service excellence
• Driving the growth and development of mutually beneficial working relationships with account team and key internal partners, and leverage work from and collaborate with other teams

What you will bring to our team:  

• 5+ years of proven track record in building alliance partner programs within enterprise software markets, preferably infrastructure
• Must be fluent in both German and English, including excellent written skills
• Successful track record of exceeding, business development and booking goals
• Experience in personally managing end to end partner enablement plans, both business development and technical product training/knowledge transfer
• Experience working collaboratively with internal direct sales & services team in successful closing of deals
• Ability to develop with partners a quantifiable business case that will both establish and drive a strong mutually beneficial partnership that drives the partner’s investment of both time and money
• Ability to build strong relationships with senior executives and owners within partner community
• Exceptional listener, highly empathetic to partner needs and perspectives
• Ability to handle multiple tasks simultaneously and prioritize accordingly

AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.

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