Partner Account Manager

Position Summary

The Channel Manager at Pivotree is responsible for fostering strong partnerships and driving new revenue growth within the channel ecosystem. This role involves proactively engaging with ISV’s and other commerce-focused organizations to establish and nurture mutually beneficial relationships. The Channel Manager will excel at qualifying leads, researching potential partners, and educating prospects on Pivotree's offerings, ensuring a seamless onboarding process for new partners. Integral to this position is the ability to convert leads into qualified opportunities by leveraging marketing and sales initiatives to generate inbound leads and execute targeted campaigns.

Roles & Responsibilities:

• Enable and engage channel partners in effectively selling and deploying Pivotree solutions to maximize revenue per partner.
• Collaborate with strategic accounts to develop tailored marketing plans aimed at mutual success.
• Develop a deep understanding of the organizational structure and needs of strategic accounts.
• Build credibility, brand value, and trust with partners and their clients.
• Gather insights from key decision-makers to better understand customer needs and challenges.
• Contribute to sales and channel development strategies by providing industry insights and customer feedback.
• Coordinate with the Marketing team to communicate Pivotree products, programs, and promotions to partners.
• Maintain comprehensive records in Salesforce.com, ensuring accuracy and compliance with company policies.
• Achieve quarterly sales targets and strategic objectives by acquiring new customers and resellers within the assigned territory.
• Cultivate professional relationships with key personnel in partner accounts and provide ongoing support and feedback.
• Lead solution development efforts to address end-user needs, involving necessary company and partner personnel.
• Ensure partner compliance with agreements and drive adoption of company programs.
• Educate prospective partners on program requirements and benefits.
• Proactively prospect and recruit new partners within assigned territories.
• Conduct account mapping and engage customers throughout the sales cycle.
• Provide detailed partner discovery assessments in Salesforce.com and recommend relevant programs.
• Develop opportunities from prospecting and marketing leads.
• Collaborate with sales and marketing teams on strategic sales approaches.

Key Skills and Competencies:

• Proven track record of meeting direct sales quotas.
• 5+ years of experience in channel sales or business development.
• Experience selling Commerce solutions, such as Security Awareness, Phishing Simulation, and Human Risk Management.
• Preferred experience working with ISV’s in a channel capacity.
• Salesforce experience
• Strong selling skills with effective communication and interpersonal abilities.

Pivotree is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive and accessible workplace.