Partner Development Manager - Google

AvePoint  is excited to provide the opportunity for someone who will own, lead, build and manage regionally a partner eco-system with a focus on key strategic partnerships that will drive growth for the company. You will be given an entrepreneurial opportunity in a rapidly growing enterprise infrastructure software company to further define the appropriate regional partner eco-system in support of our go-to-market plan, customer engagement lifecycle and value-based delivery approach and then execute on it.

You should apply for this role if you are interested in identifying and growing strategic partnerships with the top Google Value Added Resellers and Systems Integrators, creating disruptive go to market strategies, and engaging with field sellers and executive personnel.  

What your day to day will look like:

The Partner Development Manager is responsible for driving and expanding partner relationships, establishing clear and concise partner development plans, and integrating multiple lines of business into impactful go to market strategy. They will continue to support and nurture existing partnerships including working active opportunities with them, managing the pipeline and leveraging the partner’s customer base for AvePoint’s products, solutions and services. 

This role will be measured primarily on the amount of sourced pipeline and sourced bookings from the partner eco-system along with achieving the overall booking goals of the regional business unit. The targeted types of partners in the desired eco-system include: system integrators and value added resellers who are either solely dedicated to the Google technology stack or have a significant portion of their business that is driven by it, and will provide either complementary services and contracting vehicles to accelerate the deal cycles. We operate in a co-sell environment currently with these partners. 

Along with your core partner cohort, you must also leverage those relationships to accelerate both client and partner wins. In addition, we do want to broaden our partnership relationships where they can deliver deployment services around our products outside the basic migration offerings and increase the technical enablement of their consultants. 

Your responsibilities will include:

• Identifying and prioritizing the relationships with partners that will ultimately drive increased sourced pipeline and bookings for AvePoint
• Ensuring effective and timely co-selling motions with our direct sales force and the partner eco-system
• Establishing yourself as the point person for day-to-day account management inquiries and performance concerns. Being present and available to partners to continually build customer loyalty and ensuring ongoing enablement of our solutions and value propositions
• Modeling exceptional partner account management that delivers sales and service excellence
• Driving the growth and development of mutually beneficial working relationships with account team and key internal partners, and leverage work from and collaborate with other teams

What you will bring to our team:

We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you.

Other qualities you’ll need to be a fit for this role include:

• 5+ years of proven track record in building alliance partner programs within enterprise software markets, preferably infrastructure
• Successful track record of exceeding, business development and booking goals
• Experience in personally managing end to end partner enablement plans, both business development and technical product training/knowledge transfer
• Experience working collaboratively with internal direct sales & services team in successful closing of deals
• Ability to develop with partners a quantifiable business case that will both establish and drive a strong mutually beneficial partnership that drives the partner’s investment of both time and money
• Ability to build strong relationships with senior executives and owners within partner community
• Exceptional listener, highly empathetic to partner needs and perspectives
• Ability to handle multiple tasks simultaneously and prioritize accordingly

Benefits we offer:

• Competitive market-based compensation (salary, yearly bonus + equity)
• Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC
• Work life balance through hybrid working model of 3 days a week in office
• Unlimited PTO

The on target earnings range for this role is $160,000 - $240,000. Our total rewards package includes base salary, commission, eligibility for sign-on equity, and annual equity (RSUs) and comprehensive benefits (medical, dental, vision, 401(k) with match, unlimited PTO). We welcome compensation discussions-apply even if your expectations fall outside the range. At AvePoint, we strive to offer competitive, fair, and equitable total rewards. The listed on target earnings range represents a good faith estimate, with final offers based on location, experience, skills, and qualifications.

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