Inside Partner Account Manager

Fast Lane is a global IT education and consulting services company, providing advanced IT training and professional services for technical vendors such as Cisco, NetApp, Gigamon, Google, VMware, Microsoft, AWS and more. We enable our customers to execute their digital business strategies through our comprehensive portfolio of authorized training courses focused on emerging technologies as well as through our custom professional services. Our core competency is the outsourced delivery, development, management and marketing of vendor authorized technical training on advanced technologies including Cloud Computing, DevOps Deployment, IoT, Big Data, Security and Mobility.

Reports to: Director of Sales

Meeting frequency: Weekly

Position Classification: Salary Exempt

Compensation: Competitive Base Salary and Commission (Bonus)

Performance review: 90-day performance review and weekly/monthly Partner review

Job Description

Fast Lane is looking for a qualified Inside Partner Account Manager (IPAM) to work virtually in North America or out of our Morrisville, NC headquarters. This position is a mid-level sales role requiring 3-5 years of previous experience in a business-to-business (B2B) sales (quota attainment) role. Channel sales experience is not required but preferred. The IPAM will be given a territory in the form of named accounts consisting of Learning Partner and Channel Partners. These accounts will be managed in partnership with the Learning Partner Account Executive and Channel Partner Management (CPM).

The IPAM will play a critical and fundamental role in achieving Fast Lane annual revenue and strategic goals, increasing brand awareness while adding and growing the Fast Lane Partner relationships.

This person must be comfortable with and have proven (strong) experience with the following activities:

  • Understanding of hardware/software Vendor Learning Partner (LP) ecosystems
  • Understanding of training Channel Partner (CP) ecosystems
    • (Distributors, Value Added Resellers (VARs), Licensing Solutions Partners (LSPs) / Cloud Solution Providers (CSPs))
  • Understanding the role of Vendor Representatives aligned Fast Lane
  • Identify and understand the core mission of each Partner account assigned
  • Develop a game plan to expand the reach into each Partner account assigned
  • Activity reporting: calls, emails sent and meetings held per day
  • Manage opportunities via an opportunity management tool
  • Develop relationship plans for assigned LP and CP Sales teams
  • Develop relationship plans for (aligned) Vendor reps for LP and CP accounts
  • Assess customer needs & closing sales around FL Services and Learning

Specific responsibilities include:

  • Research LP and CP accounts
    • Identify key players within each account
    • Create interest (demand generation) strategy within each account type
  • Achieving daily call, email and quote (where applicable) metrics
  • Prospect and close training business within assigned opportunities and accounts
  • Identify and understand customer needs along with LP and CP reps
  • Effectively communicate benefits and opportunities of training to FL Partners
  • Respond promptly (within 24 hours of receipt) to all incoming customer inquiries
  • Follow up with customers after deliveries purchased by LP and CP
  • Identify Reseller call campaigns based on specific FL marketing promotions / initiatives
  • Establish relationship with FL Vendor reps and share LP and CP associated channel to help identify and support key customers
  • Staying current on the competitive landscape
  • Effectively utilize Fast Lane’s CRMs to track pipeline and develop rich customer database
  • Maintain Vendor data and correct Partner contact information of Customer in FL CRM
  • Generate leads by calling prospect lists provided by Partner Sales (where applicable)

Product Knowledge

  • Complete understanding of value propositions for relevant FL Vendor offerings
  • Understands certification and certificate tracks of relevant FL Vendor offerings
  • Remain current with FL Vendor offerings (to include Exam, Course and Certification data)
  • Understand and be able to recognize consulting and services opportunity/need within an account

Quality Course Delivery

  • Review and follow up on class evaluations
  • Speak with product managers and operations about delivery issues
  • Complete full circle follow up on customer satisfaction issues and resolution

A successful candidate will have the following characteristics:

  • 3-5 years successful track record in B2B quota carrying sales role
  • Channel Sales Experience or deep knowledge and understanding of the Channel environment
  • Understanding of the concepts surrounding Solutions and/or Challenger Selling
  • Skills using productivity and collaboration tools including:
    • World Wide Web (research accounts)
    • Windows 10 Operating System
    • Microsoft Excel, Word and Outlook
    • Microsoft Teams
    • Skype for Business
    • Cisco Web Ex
    • Zoom
  • Possess a can-do, people-orientated positive attitude
  • Ability and enthusiasm to work within a team network
  • Open to feedback and ability to show feedback has been implemented
  • Possess strong organizational, verbal, and written skills
  • Ability to multi-task, priorities, and manage time effectively with minimal supervision
  • Strong listening and presentation skills using Excel and PowerPoint
  • The ability to present and articulate an Account plan aligning to personal Sales quota
  • Act independently as a self-motivated worker requiring little supervision to attain assigned metrics
  • The ability to handle multiple clients simultaneously in a fast-paced environment

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