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Partner Account Manager
Ref No.: 20-01301
Location: Kansas City, Missouri
As part of a leading IT managed services specialist with more than 12,000 associates worldwide, we rely on the personal relationships we build with our consultants and the clients who depend on them. Join the eXcell team.
This person will report to the Area Sales Manager for the Region and will assist in recruitment, onboarding, business development, partner sales & readiness activities, market planning, and execution with select Learning & Learning as a Service Partners across North America.
The Tele-Partner Account Manager is responsible for driving L&R revenue goals and driving increased satisfaction for IT Pros, Information Workers, Students, and Breadth Developers who engage in skills development and certification.
Typical task breakdown and rhythm:
  • Email support from managed partner(s)
  • Responsible for leading the agenda and monthly business reviews with managed partners
  • Internal readiness program reviews
  • Business development opportunities
Daily breakdown:
  • 40% in meetings
  • 40% email communication
  • 20% internal documentation
  • “Plan and Recruit” phase:
    • Assess Training & Certification market revenue opportunities based on targets, current partners, and software product portfolio
    • Review current partners against sales priorities to determine if the partner mix will sufficiently address the needs of the marketplace
    • Successfully recruit new partners
    • Develop a well-defined business plan for partner portfolios, including: key targets and goals, marketing initiatives, education and enablement activities, satisfaction goals, and feedback mechanisms
  • “Enable” phase of partner business cycle:
    • Create and implement enablement and training plans with assigned managed partners
    • Increase partner familiarity with Learning & Certification Framework
    • Track partner involvement in enablement and training activities
  • “Sell” phase of partner business cycle:
    • Assist partners in defining sales processes
    • Provide leadership, mentorship, and collaboration to managed partners in the areas of sales, revenue achievement, licensing, and so on
  • “Retain” phase of partner business cycle:
    • Maintain and extend strong partner relationships
    • Own partner satisfaction
  • Act as first point of contact to resolve or escalate partner satisfaction issues
  • 3-5 years’ relevant sales experience managing Solution / Services Partners
  • Experience either in large enterprise-level training companies OR technology firms
  • Sales and business development (3-5+ years)
  • Partner management and engagement (5 years) – ideally should be 60% of the resume
  • Understanding of consultative solution selling skills, knowledge of the service industry
  • Ideally would have sold a cloud-based solution sales experience
  • Successful and proven performance in leveraged sales or business development
  • Account management and business planning skills a must
  • Marketing management and marketing communications skills critical
  • History in a partner environment a plus
W2 only, no Corp to Corp. We are unable to sponsor H1B visas at this time. **eXcell™ Supports Equal Employment Opportunity** eXcell™, a division of CompuCom® Systems, Inc., a global company headquartered in Bellevue, Washington, provides IT staffing services and solutions to Fortune 1000 companies as well as small and medium business. For more information, visit