Position Summary
- The Partner Account Manager (PAM) is responsible for managing a partner ecosystem within Greater China, driving new and recurring revenue growth through strategic partnerships. This role works within a virtual team environment and aligns partner efforts with Minitab’s global and regional go-to-market strategies, customer engagement lifecycle, and value-based delivery model.
Key Responsibilities
- Build and manage relationships with regional partners, including strategic consultants, VARs, distributors, and resellers.
- Drive partner enablement and develop joint annual business development plans with measurable goals.
- Support partners in identifying and closing renewal and new sales opportunities, tracking pipeline activity, and expanding Minitab’s footprint within customer accounts.
- Maintain partner profiles, sales activities, and enablement levels in CRM; prepare quarterly business reviews and scorecards.
- Foster mutual value through business cases, co-marketing efforts, and strong two-way communication.
- Ensure partner participation in Minitab promotions, webinars, events, and customer reference programs.
- Collaborate with Senior PAMs and internal teams to implement territory and account plans effectively.
- Build and manage relationships with regional partners, including strategic consultants, VARs, distributors, and resellers.
- Drive partner enablement and develop joint annual business development plans with measurable goals.
- Support partners in identifying and closing renewal and new sales opportunities, tracking pipeline activity, and expanding Minitab’s footprint within customer accounts.
- Maintain partner profiles, sales activities, and enablement levels in CRM; prepare quarterly business reviews and scorecards.
- Foster mutual value through business cases, co-marketing efforts, and strong two-way communication.
- Ensure partner participation in Minitab promotions, webinars, events, and customer reference programs.
- Collaborate with Senior PAMs and internal teams to implement territory and account plans effectively.
Qualifications
- 5+ years of experience in indirect/channel business development in enterprise software with partner revenue targets >$1M USD.
- Proven track record of exceeding revenue and pipeline goals; experience with multi-channel sales models.
- Strong collaboration skills with direct sales and services teams.
- Channel and partner experience in the Greater China region is required.
- Industry knowledge in BI, Statistical Analytics, or Manufacturing is a strong advantage.
- Willingness to travel regularly within the region.
- 5+ years of experience in indirect/channel business development in enterprise software with partner revenue targets >$1M USD.
- Proven track record of exceeding revenue and pipeline goals; experience with multi-channel sales models.
- Strong collaboration skills with direct sales and services teams.
Industry knowledge in BI, Statistical Analytics, or Manufacturing is a strong advantage.
- Willingness to travel regularly within the region.
Education
- Bachelor’s degree required.
- Familiarity with structured value-based or consultative sales methodologies.
Additional Requirements
- Fluency in English and Putonghua is required.
