Partner Account Manager

Overview:
Cradlepoint was born in Boise and built for wireless. We are a team of authentic, hard-working, and innovative people driven by a shared vision to Connect Beyond the limits of wired networks. We help customers — big and small, across industries and around the world — utilize LTE and 5G cellular technology to connect people, places, and things, anywhere. We’re at the forefront of the Wireless WAN and 5G — the next big waves in networking — and we remain as hungry and humble as the day we started. If you’re hungry to be part of something big, come join us.

**Responsibilities**:
**How Will You Contribute to the Company?**

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The Cradlepoint Sales Organization is looking for a Partner Account Manager who will manage the Partner sales within a designated country, territory, or region and will be primarily responsible for Cradlepoint-led or partner-led selling motions, and ensuring appropriate account coverage. The Partner Account Manager will build business plans that align tactical account or partner plans with corporate strategy, as well as build local business plans that adapt and execute regional priorities and company growth initiatives. They will also ensure that the partner sales force is trained, skilled, motivated, measured appropriately, and rewarded commensurately will provide coaching and mentoring, and will challenge individuals and teams to improve sales performance. They will actively recruit to provide Cradlepoint with superior sales talent, manage pipeline size, shape, and velocity and provide timely, accurate forecasts.

The Partner Account Manager will engage the distribution partners contracted for those territories and manage the execution of the Cradlepoint strategy, maintain executive relationships, and drive sales. The Partner Account Manager will remove obstacles that inhibit team success. In addition to the above, the Partner Account Manager will help train and motivate local cellular carrier representatives to understand clearly our ability to deliver best-in-class solutions across Mobility, IOT & Branch market segments.

Recruit, mentor & enable channel partners to build a Cradlepoint Practice in the Enterprise and Public Sector Markets. Align with the Area Director and Sales teams to develop a GTM strategy and build a pipeline and drive revenue with selected partners. Enterprise and Public Sector are fast-growing segments in our industry and Asia is in the early stages of development for Cradlepoint. We need additional partner manager capacity to meet company revenue expectations and partner growth.

**What Will You Do?**
- Identify prospects and recruit net new strategic channel partners which complement Cradlepoint growth strategy, priority on telco & carrier partners
- Train, coach, and mentor partner sales representatives and sales engineers to ensure and enable optimum selling for Partners
- Travel to channel partner locations within region as needed, while managing ROI of travel costs
- Effectively respond, communicate with and present information to channel partners, co-workers & occasionally customers
- Drive the success of partner-related programs (Reseller & Distribution)
- Manage and deploy co-marketing services and funding against an agreed plan
- Execute clear and timely communications and notifications of major events (product releases, promotions, trade-shows, etc)
- Drive sales force discipline and measurable accountability for meeting or achieving quota
- Contribute to profit and loss within areas of responsibility (e.g., country, region, territories) and all aspects of a deal’s lifecycle
- Drive direct or partner-led sales within territories and regions to ensure linear tracking of targeted revenue, margin, and profitability metrics
- Drive selling higher and deeper into existing accounts
- Drive compliance with or alignment to CradlePoint sales methodology
- Implement sales initiatives to meet or exceed goals
- Ensure alignment of resources to meet account coverage and sales targets, and to maximize the overall effective and efficient use of sales resources
- Drive innovative selling strategies among the sales force in recognition of changing sales dynamics and customer accessibility
- Drive key go-to-market initiatives
- Contribute robustly to the development of sales strategy and align with Distribution partners
- Assist in securing executive contacts for key accounts or partners and Distributors, and facilitates sales at the executive account level
- Manage roll-up and communication of aggregate forecasts
- Exercise strong cost management and control

Qualifications:
**Minimum Qualifications**:

- Bachelor’s Degree and five (5) years of applicable channel sales experience
- Travel to both Partner and Carrier locations, within the region as required and maintain a good ROI on those travel expenses
- Must have skills in building, maintaining, and expanding channel sales relationships
- Must be able to effectively respond, communicate