Partner Account Manager

Partner Account Manager

It's fun to work in a company where people truly BELIEVE in what they're doing!
We're committed to bringing passion and customer focus to the business.
Avid Japan is looking for a new Partner Account Manager to join its Sales team! This role serves as a key liaison between Avid and its channel partners and will be responsible for developing, maintaining and managing partner relationships to ensure proper market coverage and mutual success with partners. The Partner Account Manager will also be responsible for recruiting, onboarding, developing and implementing effective Partner and Partner Account Plans and strategies. In addition, the Partner Account Manager will build in-depth knowledge of partner and partner end-user technical and business priorities, challenges and initiatives in order to uncover opportunities that translate into Avid solutions and revenue/bookings achievement. Acquiring industry, product and program knowledge will be a key success factor to inform and motivate partners to invest time and resources on promoting and selling solutions from Avid to their end-users.
What You'll Do
Partner Prospecting, Recruitment and Onboarding
Identify and recruit partners to fill coverage gaps
Deliver high impact presentations which clearly articulate Avid differentiators and alignment between critical issues of our business partners and Avid's partner program and strategy
Identify key areas for technical, sales methodology and development training to ensure proficiency and success of partners
Oversee the 30-60-90-day channel partner onboarding plan
Partner Account and Business Planning
Define individual partner account strategy to promote growth and profitability of partner and Avid
Create, manage, update and prioritize activities outlined in business account plans
Analyze competitive landscape, use cases, thought leaders and frameworks to demonstrate differentiation and to win against the competition.
Collaborate with Field and Channel Marketing to identify demand generation activities to build and qualify pipeline
Review plans with internal stakeholders and seek agreement
Conduct periodic (quarterly) meetings to review plan with internal stakeholders and partners, adjust as needed to ensure high level of alignment and motivation
Ensure all accounts are accurate and updated in Salesforce.com
Partner Relationship Management
Build trusted, productive and profitable working relationships with partners
Daily ongoing management of business relationship and activities
Ensure partner satisfaction through clear expectation setting and proactive communication with partners
Effectively address partner issues, questions and objections
Identification of appropriate training plans and where appropriate, manage and assist in the delivery of training to ensure maximum productivity and engagement
Partner Forecast | Pipeline Management
Understand business and economic drivers and impact to sales revenue/bookings and profitability reports for selected channel partners
Frequent review, analysis and alignment of channel pipeline and forecasts
Collaborate with partners to effectively configure, price and quote joint solutions
Demonstrates knowledge of key partner forecasted and upside deals
Who You Are
Bachelor's Degree or equivalent experience required
3 to 10 years of relevant experience for Audio or Video Post-Production and Enterprise Broadcast market
Strong business and financial acumen
Proactive individual; strategic business thinker
Works well cross-functionally to coordinate resources
Discipline of measurement and monitoring
Good at establishing shared goals with partners
Experienced in building and managing channel networks
Excellent verbal and written interpersonal, presentation and communication skills
Business level English for internal communication
Work from Home basis but frequent in person engagement with customers and partners
Avid is an equal opportunity employer. We celebrate diversity, equity, and inclusion – an environment we are committed to creating for all employees.
About Avid
From the most prestigious, award-winning productions, to music and movies made at home, Avid creates the technology that people use to make the most listened to, most watched and most loved media in the world. The shows, commercials, and news programs you watch on TV. The entertaining video and film stories you see on the web and on the big screen. The personal audio and video treasures that people make at home to preserve their favorite moments in life. Our innovative digital audio and video solutions continue to revolutionize the art of creative storytelling. If you want to be part of this media industry and think you have what it takes to contribute to our customers' success through this opportunity, send us your credentials. To learn how Avid powers greater creators or for more information, visit www.avid.com.
If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!