The PAM owns a named book of partners end-to-end program rules, pipeline, co-sell, operations, GTM, cross-functional alignment and the partner relationship. You are the single throat-to-choke for your partners’ revenue contribution and their experience .

Key Responsibilities

Program & Partner Mechanics

• Own program rules tier criteria, certifications, MDF usage, branding, incentives, rebates and commissions.
• Maintain clean partner data in CRM/PRM ( certifications, contacts, opportunities); Oversee deal registration, contract renewals, SLA and MDF claim validation.

Pipeline, Co-Sell & GTM

• Drive pipeline creation, co-sell support, negotiation, margin discussion and conflict resolution with each partner.
• Build partner sales plans, joint customer-success plans, reference-customer development and upsell/cross-sell motions.
• Run joint GTM campaigns, key plays, enablement milestones, co-marketing strategy and execution.

Operations, Reviews & Cross-Functional

• QBR / MBR / weekly reviews, forecasting accuracy, pipeline hygiene and partner scorecard management.
• Coordinate Sales, Marketing, Ops, Finance, Legal, CS, Presales and Channel Leadership on partner needs.
• Resolve commercial, operational and support escalations; manage budgets and deal-desk for partner investments.

Strategic Relationship & Lifecycle

• Executive alignment with VP/C-level at top partners; annual business reviews and multi-year growth roadmaps.
• Partner health-score monitoring, journey mapping, NPS, advisory-board participation.
• Voice-of-partner programs, partner community building, and clean exit/offboarding when required.

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