Partner Account Manager (PAM)
The Partner Account Manager (PAM) is an inside partner account manager role focused on working with small managed services partners who have relationships and sell to small businesses in an assigned territory. This role has the primary goal of sales growth through pipeline generation with partners. The role involves small partner recruitment, enablement, and on‑going partner management from an inside motion. The role will facilitate partners co‑selling into end‑customer organizations with MSPs and will be a primary contact for territory partners. The PAM will be responsible for pulling resources from a shared pool of resources, including vertical specialists, partner systems engineers and partner marketing, to help drive sales for their partners. This individual must excel at influencing and coordinating with cross‑functional teams to meet and exceed sales targets. The role will hold a unique sales quota, so experience selling to customers from an inside sales motion would be helpful.
Egnyte is expanding its MSP channel organization, and this is an opportunity to put your existing MSP relationships to work for an industry‑leading company that is transforming its GTM to a partner‑first mentality.
Responsibilities
- Own a Managed Service Provider sales territory and unique quota and drive sales through MSP partners within that territory.
- Build, maintain, and manage relationships with current and prospective partners, managing day‑to‑day and strategic efforts with the partners.
- Develop partners' capabilities to facilitate the sell‑through of Egnyte solutions through managed service partners.
- Establish productive, trust‑based relationships with key personnel in assigned partner accounts.
- Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
- Coordinate the involvement of Egnyte's personnel, including support, service, and management resources, to meet partner performance objectives and partners' expectations.
- Drive joint pipeline generation with and for key partners to meet pipeline and revenue goals for the territory.
- Process a high volume of partner orders and facilitate partner success by understanding partner usage and consumption.
- Drive business planning with key partners that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
- Work cross‑functionally with Egnyte key stakeholders and build a "one‑team" attitude across all extended team members.
- Build capacity, capability, and collaboration within a portfolio of partners to achieve partner loyalty and drive partner wallet‑share.
Qualifications
- 5+ years' experience building and managing partnerships ideally within the territory with strong existing partner relationships.
- Experience managing partner relationships based on developing and delivering service offerings tied to vendor products.
- Strong record of quota over‑achievement and indirect/influence revenue drive.
- Highly organized operational competence; ability to understand Egnyte systems and ensure partners understand usage and consumption.
- Strong communication, influence, strategy, and tactical implementation skills.
- Ability to listen, recommend, and influence partner executives.
- Effective interpersonal and relationship‑building skills with partners and Egnyte teams.
- Strong personal network within the industry.
- Knowledge of Egnyte platform and interest in its solutions.
- Demonstrated progressive B2B sales experience.
- Prior channel sales and partner management experience, ideally within the data security/cloud storage sector.
Benefits
Salary Range: £54,000 to £60,000
Commission: £21,600 to £24,000
Car Allowance: £400 per month
Holiday Leave: standard and bank holidays
Sick Leave
Family Leave (maternity, paternity, shared paternity, adoption)
Private Healthcare
Life Insurance
Employee Assistance Programme
Pension Plan
Phone Reimbursement
Gym Reimbursement
Travel Insurance
Equal Employment Opportunity
Egnyte is an equal opportunity employer and values diversity at our company. We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to gender, age, disability, religion, gender reassignment, sexual orientation, marital status, race, or any other characteristic protected in the United Kingdom. At Egnyte, we celebrate our unique differences and thrive on our diversity for our employees, our products, our customers, our investors, and our communities. Our global Egnyte Employee Communities (EECs) support representation and inclusion across our diverse workplace. Egnyters are encouraged to bring their whole selves to work and to appreciate the many differences that collectively make Egnyte a higher‑performing company and a great place to be.
