Partner Account Manager

Lighthouse Academies ,
London, Greater London
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Job Description

Description The Partner Account Manager owns the end to end relationship with assigned Partners and executes to create breakthrough opportunities for Lighthouse and its Partners. This role will promote, upsell and cross-sells the Lighthouse products & services focusing on the business benefits of each area of offerings. This role is expected to develop a strong relationship with Partners and deliver an industry leading Partner experience maintaining a consistent sense of satisfaction for the Partner to ultimately lead to sales growth. The Partner Account Manager understands the organization, structure, and business model of Partners and develops relationships with decision makers, and technical/sales operatives to ensure efficient communication and productivity. MAIN RESPONSIBILITIES * Drives the full breath of Lighthouse products, services and solutions through one or more strategic Partners to indirectly influence and deliver incremental business to sales teams to close * Cooperates closely with the Lighthouse Sales Teams in all selling activities (sell with/sell through/ sell to initiatives), when partners are involved * Establishes and fosters management relationships and secures buy-in regarding the assigned Partners * Leads and manages Partner initiatives and identifies new strategies & incentives for field engagement and business success * Established full data accuracy in Salesforce and associated internal systems related opportunity pipeline * Creates and manages a governance structure for projects and initiatives owned * Deals with questions, issues, escalations and responds quickly and efficiently, maintaining positive communication at all times and providing a regular flow of information which adds value to the overall Partner experience * Acts as a strategic advisor to Lighthouse Partners, Sales Teams and Business Groups * Positions, communicates and presents the Lighthouse's Channel strategy to internal/external stakeholders SCOPE * Ability to influence, listen to, and partner with range of CxOs and senior executives with different styles and cultures in multiple companies * Exceptional problem-solver and influential collaborator that can conceptualize winning strategies, formulate strategic initiatives, and execute under tight timelines * Works closely with key stakeholders to execute on Lighthouse offerings, creating a unique and differentiated value propositions for Lighthouse, its partners and customers IMPACT DECISION MAKING * Manages the relationships and executes program & project plans for the assigned Partners * Contributes to and executes on the Partner business plan (with focus on Partner Development, Partner Enablement, Partner Experience and several Sales & Marketing initiatives) * Contributes to a Partner Organization business plan for Partners solutions and initiatives * Organizes monthly progress meetings and quarterly business reviews for the assigned Partners * Provide input into the LIghthouse Partner Program strategy, monthly operations reviews, QSMs and other senior management briefings Qualifications POSITION REQUIREMENTS * 3+ years of experience within technology and/or eDiscovery industry, with proven experience in building and managing relationships in a channel * Proven ability to manage relationships in a $100M + company in an emerging market facing significant disruption * Experience in participating in multi-national virtual teams and applying the Partner Program governance structure and framework * Strong ability to interface effectively with key stakeholders, strong communication and presentation skills * Creative thinker willing to challenge status quo with new ideas, new approaches, and new solutions, while deeply understanding and respecting what works today * Experienced in building long lasting relationships with multiple Partners * Capable of travel extensively to key operations, Partners and customers across the world * Participate successfully in virtual teams and is very familiar with different cultures and ways to solve problems on a global basis * Deep understanding of opportunities leveraging technology- and business-disruption in a transformative approach * Deep knowledge of eDiscovery and related technologies and proven ability to identify sources of value from partnerships * Experience from working, and successfully navigating cultural differences, in key regions around the world * Experienced in managing virtual teams to new objectives and has an ability to work effectively at all levels and cross-functionally with proven communication and management skills * Bachelor's degree in Management or Business Administration - Masters Preferred

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