Partner Account Manager, AUS/NZ

Cradlepoint (Sydney NSW, Australia) 13 days ago

Recruit, mentor & enable channel partners to build a Cradlepoint Practice in the Enterprise and Public Sector Markets. Align with the Area Director and Sales teams to develop a GTM strategy and build pipeline and drive revenue with selected partners. Enterprise and Public Sector are fast growing segments in our industry and Australia and New Zealand are in early stages of development for Cradlepoint. We need additional partner manager capacity to meet company revenue expectations and partner growth.


The Cradlepoint Sales Organization is looking for a Partner Account Manager who will manage the Partner sales within a designated country, territory, or region and will be primarily responsible for Cradlepoint-led or partner-led selling motions, and ensuring appropriate account coverage. The Partner Account Manager will build business plans that align tactical account or partner plans with corporate strategy, as well as build local business plans that adapt and execute regional priorities and company growth initiatives. They will also ensure that the partner sales force is trained, skilled, motivated, measured appropriately, and rewarded commensurately and will provide coaching and mentoring, and will challenge individuals and teams to improve sales performance. They will actively recruit to provide Cradlepoint with superior sales talent, manage pipeline size, shape, and velocity and provide timely, accurate forecasts. The Partner Account Manager will engage the distribution partners contracted for those territories and manage the execution of the Cradlepoint strategy, maintain executive relationships and drive sales. The Partner Account Manager will remove obstacles that inhibit team success. In addition to the above, the Partner Account Manager will help train and motivate local cellular carrier representatives to understand clearly our ability to deliver best in class solutions across Mobility, IOT & Branch market segments.

Key Roles and Responsibilities include:

  • Identify prospects and recruit net new channel partners which complement Cradlepoint growth strategy
  • Train, coach, and mentor partner sales representatives and sales engineers to ensure and enable optimum selling for Partners
  • Travel to channel partner locations within region as needed, while managing ROI of travel costs
  • Effectively respond, communicate with and present information to channel partners, co-workers, customers, clients, and general public
  • Drive the success of partner-related programs (Reseller & Distribution)
  • Manage and deploy co-marketing services and funding against an agreed plan
  • Execute clear and timely communications and notifications of major events (product releases, promotions, trade-shows, etc)
  • Drive sales force discipline and measureable accountability for meeting or achieving quota
  • Contribute to profit and loss within areas of responsibility (e.g., country, region, territories) and all aspects of a deal’s lifecycle
  • Drive direct or partner-led sales within territories and regions to ensure linear tracking of targeted revenue, margin, and profitability metrics
  • Drive selling higher and deeper into existing accounts
  • Drive compliance with or alignment to CradlePoint sales methodology
  • Implement sales initiatives to meet or exceed goals
  • Ensure alignment of resources to meet account coverage and sales targets, and to maximize the overall effective and efficient use of sales resources
  • Drive innovative selling strategies among the sales force in recognition of changing sales dynamics and customer accessibility
  • Drive key go-to-market initiatives
  • Contribute robustly to the development of sales strategy and align with Distribution partners
  • Assist in securing executive contacts for key accounts or partners and Distributors, and facilitates sales at the executive account level
  • Manage roll-up and communication of aggregate forecasts
  • Exercise strong cost management and control

  • Bachelors Degree and 5 years applicable channel sales experience
  • Travel to both Partner and Carrier locations, within region as required and maintaing a good ROI on those travel expenses
  • Must have skills in building, maintaining, and expanding channel sales relationships
  • Must be able to effectively respond, communicate with and present information to channel partners, co-workers, customers, clients, and general public
  • Must have exceptional social skills and ability to get along well with others
  • Must be able to travel and be able to stand for hours at a time in Cradlepoint or partner booth at trade shows
  • Must have excellent phone communication etiquette and be able to drive weekly call volume goals
  • Prioritize and adjust to the changing demands of the position
  • Meet and exceed monthly/quarterly/ and annual channel sales revenue goals as assigned
  • Proactively manage channel sales pipeline
  • Must be able to coordinate channel partner, inside sales, outside sales engagements
  • Serve as a liaison between the channel partner and other internal Cradlepoint departments
  • Assist channel partner marketing team with demand generation campaigns

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Cradlepoint is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, sex, marital status, national origin, age, sexual orientation, handicap, disability, or any other protected class status pursuant to applicable law.

Partner Account Manager, AUS/NZ

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