Position Purpose

The Partner Alliance Manager (PAM) will focus on the acquisition and management of Referral and Reseller partners in their designated market/region, by creating and executing strategic partner business plans to drive new sales opportunities. The PAM role will drive the achievement of global company revenue goals and/or in their regional marketplace; based on the level of experience and knowledge, the position may require certain engagements, including co-selling with partners, business development and account management.

Key Responsibilities

• Proactively engage in the sales process and drive highly qualified opportunities to achieve revenue targets across assigned territory or named partners.
• Establish and manage relationships with new and existing channel partners in order to create new opportunities for these partners and Phocas.
• Proactively drive activities within channel partners that directly result in generation of pipeline and revenue.
• Identify, recruit and onboard new channel partners; provide product and program training for channel partners through webinars and demonstrations of our product offerings.
• Maintain and encourage effective working relationships across Phocas and partner teams to deliver a positive and mutually shared vision.

o Work with partners’ customer account managers to proactively identify opportunities for further growth and/or attrition risk for Phocas products within their customer base.

o Work with Marketing to develop plans that support the partner network and generate deal flow.

o Collaborate with Phocas Account Executives on closing new business generated through partnerships.

o Attend trade shows and other industry events to showcase Phocas products/ solutions

• Regularly review and measure partners progress to ensure they remain profitable and communicate those reviews with partnership and company leaders; reviews may occur monthly and/or quarterly.
• Provide regular reports on KPIs and/or partner strategy. Maintain accurate prospect, customer and pipeline records within our CRM systems.
• Keep up to date and understand competitive products and pricing strategies to ensure Phocas retains and grow market share.
• Stay current with Phocas software, system information, new features/enhancements and product offerings.