The Partner Account Manager (PAM) is responsible to achieve the global Cloud, Channels and Community group objectives with a regionalized priority, focus and strategy. These objectives include:
1. Lighthouse customers and conversions: Place a dedicated effort on identifying and engaging customers and partners with our emerging technologies with a specific focus on PI Edge and PI Cloud.
2. Managed Partners: Establish an improved partner approach that elevates the partnerships that drive both value to the customer as well as value to OSIsoft and offer specific benefits to these relationships. The regional strategy will determine what engagement type is applicable (e.g. Value-Added Reseller-VAR, System Integrator-SI, Independent Software Vendor-ISV).
3. Connected Services and OEM new logo wins: Leverage relationships with our customers to identify and engage with their vendors/suppliers who can expand the value of data either by adding more to our ecosystem (OEM) or provide high-added value services around to the data the customer already has (CS).
The PAM supports sales engagements with partners and activates company resources on demand to help partners to win OSIsoft business.
The role takes ownership of the key System Integrator (SI) partners in the region building a trusted, well qualified and loyal Managed Partner base.
The Partner Account Manager works in close alignment with the RSM and the Account Managers (AM) in the given region.
The following key objectives are included:
Achieve the annually defined individual objectives in the assigned region ensuring an RSM aligned and balanced approach for the key engagement areas outline above.
Weekly, monthly, quarterly forecast and progress report for the regionally defined scope of work (Lighthouse, Managed Partners, CS/OEM). Attend and prepare material for the weekly forecast review based on CRM opportunities, pipeline review, monthly business review and quarterly business review on demand.
Build, manage and maintain an efficient network of well qualified and trusted Managed Partners that can deliver OSIsoft pre-project work and project implementations in the region.
Systematically recruit, enable and grow new partners and manage an annual business plan with Managed Partners with a dedicated RSM approved end-customer list for the partner sales engagement. Maintain an up-to-date partner funnel of opportunities and manage its transparency in the CRM system on demand. Work in close alignment with the RSM to coordinate the sales engagement with the Account Managers. Update the business plan actuals with a monthly cadence in coordination with the central support team.
Drive a co-marketing plan with the Managed Partners to generate new business from the partner network. Work with OSIsoft Event Group and stakeholders within the Partner to coordinate activities around related events. This includes OSIsoft events that may be sponsored by the partner, OSIsoft participation within partner events, and external industry/market events where OSIsoft and the partner may participate together.
Establish and grow high level, quality relationships with key stakeholders of the partners. Relationships at the director level and higher are required. Coordinate with the Partner Program Manager all aspects of the partner engagements including partner assessment, pre- onboarding and post-onboarding process, contracts, budgets, personnel and technology requirements. Implement, maintain and control partner benefits.
Work with the Partner Program Manager to document partner information and partner solution showcase and ensure that content is current, and that information is communicated to customers (internal and external).
Support the partner in all aspects of business operations to ensure that OSIsoft is easy to do business with. Assist with issue resolution (facilitate) and manage required escalations within the organization. Identify areas were more technical integration may be required. Document and present to business and engineering for consideration to add to business/engineering plans.
Review OSIsoft related content of the partners. Examples include website, case studies, and public presentations.
Maintain always up-to-date CRM sales activity and meeting records. Activity benchmarks (e.g. number of calls, meetings, quotes, opportunities) are based on the managers guideline and can be adjusted quarterly.
Verify quarterly and on demand that OSIsoft low touch engagements (email, newsletters, partner portal, banners etc.) are reaching the partner accounts. Identify individual OSIsoft champions in the partner accounts and assign training plans. Create a network of relations within the partner to ensure multiple contact points (e.g. sales, purchasing, engineering and management contacts).
Educate Partners of the value of the OSIsoft products in the context of their market goals. The role must be fluent delivering the key value propositions of the focus portfolio and adopt extensions/changes within a 3-month period. On request the role must present the sales pitch to the manager or higher managers in the organization chain for validation. Develop and sustain a culture of mutual benefits and accountability.
The role must be fluent in the key value propositions and tools (e.g. databases, configurators, reporting repositories) available in the current Partner Program (or any successor/additional sales program). On request the role must present the current Partner Program to the manager or higher managers in the organization chain for validation.
Regional responsibilities for pro-active and self-sufficient engagement are across region West (France, Belgium, Netherlands, Luxembourg). Business travel required +50%. French and English language skills business fluent are mandatory.
It is expected that the role extends/adopts its responsibilities in a flexible fashion in order to react timely and pro-actively to any changing business conditions. The list of objectives above is therefore only a guideline and the responsibilities are not limited to the list.