Function

Partners

Job description

Position Overview

The Partner Account Manager (PAM) is responsible for recruiting, developing, managing, and growing strategic channel partner relationships throughout the New York Metro and Norther New Jersey Territory. This role serves as the primary liaison between the company and its reseller, systems integrator, and alliance partners, driving revenue growth, pipeline creation, and joint go-to-market initiatives.

The ideal candidate is a highly collaborative sales professional with experience working across channel organizations, field sales teams, technical resources, and partner leadership to accelerate business outcomes. The Partner Account Manager will focus on building partner-led opportunities, increasing partner engagement, and ensuring alignment between partner investments and regional sales objectives.

Key Responsibilities

Partner Relationship Management

• Develop and maintain executive-level relationships with strategic partners throughout New York Metro / Northern NJ Territory.
• Create and execute joint business plans with key partners to drive revenue growth and market expansion.
• Identify, recruit, and enable new partners where strategic gaps exist.
• Conduct regular business reviews with partner leadership teams to measure progress against objectives.

Revenue & Pipeline Growth

• Drive partner-sourced and partner-influenced pipeline generation activities.
• Collaborate with field sales teams to identify, develop, and close opportunities through the channel.
• Align partner resources with regional sales priorities and customer initiatives.
• Meet or exceed assigned revenue, pipeline, and partner engagement targets.

Partner Enablement & Collaboration

• Educate partners on company solutions, programs, incentives, and competitive differentiation.
• Coordinate training, workshops, and enablement activities for partner sales and technical teams.
• Foster strong collaboration between partner sellers, field account executives, solution engineers, and marketing teams.
• Promote joint account planning and opportunity management processes.

Marketing & Demand Generation

• Work with field marketing and partner marketing teams to execute regional campaigns, events, and demand generation activities.
• Support partner-led customer events, executive briefings, and solution workshops.
• Track and measure the effectiveness of joint marketing investments and activities.

Territory Coverage

• Serve as the primary Partner Account Manager for the New York Metro / Northern New Jersey region, including:
  • New York City
  • Long Island
  • Norther New Jersey
  • Westchester County

Required Qualifications

• Bachelor's degree or equivalent experience.
• 5+ years of experience in Channel Sales, Partner Management, Alliance Management, or Enterprise Technology Sales.
• Proven track record of driving revenue through indirect sales channels.
• Experience working with VARs, solution providers, systems integrators, and strategic alliances.
• Strong business planning, forecasting, and pipeline management skills.
• Excellent presentation, communication, and executive relationship-building abilities.
• Ability to travel throughout the New York Metro / Norther New Jersey region as required.

Preferred Qualifications

• Experience in enterprise infrastructure, storage, cloud, data management, cybersecurity, or related technology solutions.
• Existing relationships with key New York Metro / Northern New Jersey channel partners.
• Experience with State, Local and Education Market, included NYC Agencies and Contracts tied to SLED business in Territory.
• Experience developing and executing partner business plans.

Success Measures

• Achievement of regional revenue and pipeline objectives.
• Growth in partner-sourced and partner-influenced opportunities.
• Increased partner engagement and enablement participation.
• Development of strategic partner-led initiatives and joint go-to-market activities.
• Strong collaboration with field sales, marketing, and technical teams.

As required by the equal pay and transparency acts, the expected base salary for this position is: $150K to $170K. The expected on-target earnings for this position is: $200K to $250K

The expected pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. Employees are eligible to participate in Hitachi Vantara's bonus/variable/commission pay programs,

where applicable, and are subject to the program's conditions and restrictions.

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