Company Description

Our joint venture provides premium cloud and digital transformation products and services in the Middle East and North Africa. Our digital solutions enable customers to achieve greater efficiency, sustainability, and profitability throughout their digital transformation journeys.

Job Summary

Partner Account Manager is a key role in the channel organization. PAM will be responsible for managing the relationship between the Company and the assigned T2 partners to grow the partnership that will result in increasing the company /Google Cloud consumption and to maximize the company/ Google Cloud market share and also to increase the annual new logos. The PAM will have a target of consumption that needs to be achieved through T2 channel partners. The PAM needs to drive structured pipeline reviews with the assigned partners to ensure having predictable business. PAM need to corporate with other functions within the company such as marketing, sales, engineering, service delivery, and finance to make sure he/she can achieve the targets

Principal Duties

• Manage the set of partner assigned and have close relationship with the partner at all levels (executives, sales, presales, finance, delivery)
• Set targets and agree with it for each partner
• Develop partner account plan for the assigned set of partners that would include but not limited to:
  • Partner information: their 2023 total revenue and revenue distribution across verticals and amount of GCP business in 2023. Distribution of the business acres verticals
  • Partner planned revenue for 2024 and planned GCP revenue in 2024 (booking / consumption). 
  • Key partner initiatives to achieve the target
  • Partner SWOT analysis
  • Marketing activities
  • Partner learning and certifications
  • Top 20 partner opportunities for 2024
• Manage and supervise deal registration process
• Manage and supervise partner execution
• Governance and compliance on the partner overall engagement and adherence to the laws and regulations
• Conduct structured weekly pipeline review with the partners
• Engage to support partners whenever required either directly or by coordinating with engineerings, executives
• Support partners with pricing, quotes, for the solution designed by the partners
• Coordinate partner enablement sessions (either onsite or webinars)
• Work with the partners to make them co-sponsor the company / Google cloud events
• Support partner to co-sponsor certain customer events
• Support partners to facilitate POC’s, pilots, demo’s
• Coordinate order processing between the company Partner Ops and partners procurement team. 
• Coordinate with the company finance to regularly and timely check on the credit / collection status with the partners and make sure no hold in place proactively to guarantee smooth order processing.
• Follow up with partner ops quarterly for partners rebate
• Provide reporting on partner performance on individual level and as a set of partners with revenue distribution across partners across verticals and number of transactions, consumptions ratio to booking,..etc
• Follow up on executing the partner initiatives agreed upon in the PAP and support if required
• Work with the partners to grow the pipeline for GCP in Saudi at least 3 times the target
• Coordinate with the company cloud team whenever the partner services capabilities can be leveraged in a co-deliver, subcontract services engagement mode
• Classify the set of partners in terms of their services capabilities and domains (infrastructure, APP Modernization, Data, AI & ML)
• Conduct a structured QBR with the company leadership quarterly.

KPI

• • Target booking / consumption target achievement
  • Number of new logos
  • Quality of reporting (PAP, business reporting, structured QBR and pipeline reviews)
  • Partner services engagement with the company
  • Partner GCP business growth
  • Qualified Pipeline development
  • Frictionless engagement between partner, the company, Google