Partner Account Manager

What makes us Qlik

Qlik helps enterprises around the world move faster, work smarter, and lead the way forward with an end-to-end solution for getting value out of data. A Gartner Magic Quadrant Leader for 11 years in a row Our platform is the only one on the market that allows for open-ended, curiosity-driven exploration, giving everyone - at any skill level - the ability to make real discoveries that lead to real outcomes and transformative changes. We are a Values-Driven organization, operating over 100 countries with 38,000 customers around the world. If you think we are interesting, please read on - we may be looking for you

The Sales Organization/Team
The Sales Organization in Qlik is the primary connection to our customers and prospects; focusing on driving revenue in new accounts and expanding our presence in the territory's existing customer. The teams work geographically or are industry focused.

The Partner Account Manager role:
The Partner Account Manager recruits, enables and manages partners (predominantly Solution Providers, GSI’s and Master Resellers) in order to ensure a successful and profitable partnership. This position will work closely with our Regional Alliance Directors (AD)/Regional Sales Directors (RSD), Partner Enablement Managers (PEM) and Partner Marketing Managers (PMM) to build and execute partner business plans that will include training, enablement, marketing, rules of engagement and go-to-market strategy. In addition, the role will be responsible for tracking and reporting the progress to the plan.

As the Partner Account Manager for region and team member of our rapidly growing company, you will have significant impact on our company’s growth and success. As Partner Manager you will report directly to Partner Sales Leadership of the region

Role Responsibilities:
In alignment with the Partner Sales Leadership, develop a Coverage & Capacity plan and gap analysis to drive targeted recruitment and drive sales with the existing partners.
- Recruit, onboard and enable new partners, driving them to success in their relationship with Qlik.
- Work with regional leadership team to build and nurture close relationships with assigned partners.
- Develop business plans in conjunction with Partner Marketing Manager (PMM) and Partner Enablement Manager (PEM) for each assigned partner and support the business planning process in general.
- Manage the regional implementation, roll out and execution of the Qlik Partner Network Program.
- Support marketing panning owned by the PMM of assigned partners.
- Drive and execute enablement programs for partners and with partners in cooperation with the PEM.
- In cooperation with the regional Sales Operations Team, enable partners with regard to the Partner Portal and PRM (Lead and Opportunity registration) usage for them to manage their pipeline.
- Prepare and present quarterly “state of partner” presentation for all assigned partners, Quarterly Business Reviews (QBR) and assessments.
- Perform as go-to resource for partner questions, concerns or issues.
- Take ownership of partner-related requests and own it until the solution.
- Participate in marketing events with partners when requested.
- Target, recruit and develop new partners within assigned territory.
- Manage and follow up the inbound “become a partner” requests.
- Manage and process contracts and renewals with partners.
- Assist partners in developing and managing small deals
- Work closely with partners and sales for their sales forecast
- Work closely to the Sales Team within your assigned territory

You must have the following skills and qualifications to be considered for this role:

- Strong business acumen on tactical and strategic level.
- Excellent communication, listening, presentation, and writing skills.
- Experienced in providing workshops, training and presenting.
- Ability to prioritize activities.
- Strong negotiation skills.
- An outgoing, personable and organized person with a strong will to succeed.
- Ability to thrive in a fast-moving environment.
- Strong problem/conflict solving skills
- Ability to manage and deal with channel conflicts in a professional manor.
- Demonstrated ability to work with and deliver for multiple stakeholders.
- Demonstrated ability to successfully maneuver in a matrix environment.
- Demonstrated ability to build and nurture executive level relationships among our partners.
- 7+ years of experience working with partners, resellers and system integrators in Latin America.
- Strong record of achieving revenue with resellers (focus on Data Management, BI or Vertical Solutions highly preferred).
- Knowledge of Data Management, BI or vertical solutions partners within the territory, highly preferred.
- Understanding of Partner Programs and contracts associated with them.
- Must be self-starter and able to work independently within a matrix organization.
- Highly engaged with partner manager organization and pre-sales team.
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