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Partner Account Manager
1 month ago
Role Overview:
The Partner Account Manager (PAM) is responsible for leading our client's mission through managed partners by delivering SME-focused cybersecurity solutions. The role ensures partners and their end organisations realise the full value of our clients offerings, driving business growth within a defined territory. The PAM must align partners to their value proposition and integrate their solutions into their clients sales and service strategies.
Key Responsibilities:
1. Partner Growth & Business Development
- Drive revenue growth by managing a portfolio of strategic partners.
- Identify and onboard new partners with a focus on alignment to our clients value
- proposition.
- Integrate their offerings into partner sales strategies to drive adoption and
- increase revenue.
- Support partners in executing joint marketing campaigns and leveraging Marketing
- Development Funds (MDF).
- Ensure complete adoption of their cybersecurity offerings in partner ecosystems.
2. Revenue Expansion & Upselling
- Position "Complete Cyber Confidence" as the default package for new organisations.
- Encourage upsells from Cyber Essentials (CE) to Cyber Essentials Plus (CEP) and bundle or complete solutions.
- Ensure partners promote their cyber insurance policy to all end organisations.
- Leverage data insights to identify and act on revenue opportunities within the partner’s customer base.
- Engage directly with large-scale deployments and high-value accounts to drive growth.
3. Partner Enablement & Product Adoption
- Ensure partners remain knowledgeable on their offerings through ongoing training and engagement.
- Provide partners with key insights, product demos, and enablement sessions.
- Support new offering adoption, ensuring maximum partner participation at launch.
- Facilitate early adopter programs and gather feedback for product teams.
4. Customer & Partner Retention
- Maintain a quarterly churn rate of less than 5% within managed partner accounts.
- Implement mitigation strategies to retain at-risk organisations and partners.
- Provide tailored solutions to increase value and ensure long-term customer engagement.
- Assist partners in ensuring end organisations maintain strong cybersecurity postures.
- Execute proactive outreach to prevent churn and drive continued engagement.
5. Partner Management & Relationship Building
- Act as the primary liaison between partners and the CX team.
- Address technical or service-related issues by coordinating with internal teams.
- Ensure partners meet the minimum criteria for their assigned tier within the partner programme.
- Review partner performance quarterly, ensuring alignment with joint action plans.
- Ensure all partners complete their own Cyber Essentials/CEP certification and mandatory training.
6. Performance Metrics & Reporting
- Achieve Monthly Recurring Revenue (MRR) targets.
- Meet Net New Organisation Acquisition goals.
- Achieve a minimum 35% penetration rate within managed partners.
- Drive 20% of quarterly MRR from new offering sales.
- Grow revenue from existing organisations by at least 20%.
- Ensure 100% cyber insurance uptake for new organisations.
- Maintain at least 95% retention of end organisations.
7. Supporting Activities
- Conduct product demos, onboarding sessions, and dashboard training.
- Assist in CAP deployment, working closely with CX for large-scale rollouts.
- Engage in follow-ups to ensure successful adoption of solutions.
- Provide insights and recommendations to partners based on data analytics.
- Support partners in registering deals over £1,000 ARR for pipeline visibility.
8. Engagement Cadence & Communication
- Conduct weekly scheduled calls with partners.
- Hold monthly face-to-face meetings.
- Lead quarterly performance reviews involving internal stakeholders.
- Maintain a structured agenda, including action plan updates, revenue tracking, insurance
- adoption review, and product feedback.
- Directly communicate latest announcements, events, and promotional activities.
