Position Summary:
The Partner Account Manager (PAM) is responsible for managing a partner ecosystem within Greater China, driving new and recurring revenue growth through strategic partnerships. This role works within a virtual team environment and aligns partner efforts with Minitab’s global and regional go-to-market strategies, customer engagement lifecycle, and value-based delivery model.
Key Responsibilities:
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Build and manage relationships with regional partners, including strategic consultants, VARs, distributors, and resellers.
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Drive partner enablement and develop joint annual business development plans with measurable goals.
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Support partners in identifying and closing renewal and new sales opportunities, tracking pipeline activity, and expanding Minitab’s footprint within customer accounts.
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Maintain partner profiles, sales activities, and enablement levels in CRM; prepare quarterly business reviews and scorecards.
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Foster mutual value through business cases, co-marketing efforts, and strong two-way communication.
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Ensure partner participation in Minitab promotions, webinars, events, and customer reference programs.
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Collaborate with Senior PAMs and internal teams to implement territory and account plans effectively.
Qualifications:
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5+ years of experience in indirect/channel business development in enterprise software with partner revenue targets >$1M USD.
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Proven track record of exceeding revenue and pipeline goals; experience with multi-channel sales models.
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Strong collaboration skills with direct sales and services teams.
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Channel and partner experience in the Greater China region is required.
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Industry knowledge in BI, Statistical Analytics, or Manufacturing is a strong advantage.
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Willingness to travel regularly within the region.
Education:
- Bachelor’s degree required.
- Familiarity with structured value-based or consultative sales methodologies.
Additional Requirements:
- Fluency in English and Putonghua is required.
