The Partner Account Manager - Partnerships acquires new channel partners and value-added resellers (VARs), maintains and expands relationships with designated strategic partners, and develops go-to-market strategies to drive growth. You will be responsible for ensuring Nearmap extracts maximum value from all engagements with new and existing partners, including revenue growth, expansion of the partner network, and maintaining strong relationships with partners in the U.S.
This strategic role also involves working closely with internal teams such as Sales, Marketing, and Product Management to support the partner network with sales enablement, market intelligence, and competitive differentiation. Success will require a collaborative and metrics-driven approach to managing partnerships and achieving business objectives.
Key Responsibilities
Achieves Sales Targets
- Drive growth through channel sales by sourcing, enabling, and managing partnerships with VARs and other strategic partners.
- Develop go-to-market strategies for partner expansion, financial goals, and achieving sales KPIs.
- Build and maintain high-level contacts with partners to secure new business opportunities.
- Recruit and onboard new channel partners while maintaining productive relationships with existing ones.
- Manage the channel enablement program to provide resellers with skills, training, and knowledge to succeed.
- Engage decision-makers to articulate Nearmap’s unique value proposition and drive adoption.
- Develop and execute territory and regional partner plans to maximize revenue and value extraction.
- Navigate and resolve channel conflicts while maintaining alignment between partners and internal teams.
Sales Enablement and Reporting
- Collaborate with Sales, Customer Success, and Marketing teams to ensure partners are equipped with the necessary resources, assets, and support structures for successful sales motions.
- Build reseller partner business plans for assigned partners, including product positioning and incentive programs.
- Maintain accurate data in Salesforce, including partner information, opportunity tracking, and customer interactions.
- Provide timely and high-quality reporting, forecasting, and administration to Sales Management and leadership.
Market and Competitive Intelligence
- Be an expert on partner segments, market trends, and competitive offerings, particularly in SaaS and geospatial solutions.
- Utilize market intelligence to drive differentiation and influence partner programs and product strategies.
Develops Highly Effective Relationships
- Foster collaboration with cross-functional teams, including Product, Engineering, and Marketing, to support partner success.
- Act as a bridge between Nearmap’s internal teams and external partners to align goals and ensure mutual growth.
- Build and maintain strong relationships with VP-level stakeholders, including the VP of Partnerships and VP of Sales.
Compliance with Nearmap values, policies and standards, and ensure compliance with all local statutory requirements.
- Act in an ethical way when dealing with company assets and other people
- Adhere to company guidelines and the corporate Code of Conduct