IS Decisions, based in Biarritz on the Basque coast, is a software publisher specializing in cybersecurity solutions to protect access to networks, data, and the cloud.
With 93% of our turnover from exports, more than 3,000 customers in 144 countries rely on IS Decisions software, including the FBI, US Department of Justice, Barclays Bank, South Wales Police, and Teleperformance.
In support of our fast and steady growth, we are looking a Partner Account Manager (PAM) to reinforce our Sales Team.
OVERVIEW:
The role will focus on recruiting & developing strategic business partners to build & execute successful go-to-market plans. The role will report to the Sales Manager.
BENEFITS:
When you work at IS Decisions, you benefit from:
- Joining a fast-growing company, that does intellectually stimulating work and positions itself in an extremely dynamic global market.
- A unique geographical location, on the Basque Coast, 5 minutes from the beaches of the Atlantic Ocean, 20 minutes from Spain, and one hour from the ski resorts of the Pyrenees
- An exceptional workplace environment, in a bright bioclimatic building overlooking a protected forest, with private parking, a 100 m² raised terrace, and a fully equipped relaxation area with shower, fridge, freezer, dishwasher, cooking area...
- The possibility of teleworking up to 3 days a week (depending on your responsibilities)
- Lunch vouchers (employer contribution: 60%), as well as annual gift & holiday vouchers
- An employee savings scheme (Inter-Company Savings Program and/or Inter-Company Collective Pension Savings Program)
We offer hybrid (office and remote working) options but please note that physical attendance at our Bidart Head Office in France is still required on a weekly basis.
REQUIREMENTS:
To be seriously considered for this role, we expect the following:
- Fluent in English & French
- A consultative and solution/value selling approach (creativity & autonomy are a must-have)
- Previous experience as a Partner Executive/Manager
- Building, managing & leveraging key Partner relationships
- Closing high-value contract negotiations in complex environments
- Proven ability to recognize, analyze, and act on go-to-market approaches & marketing programs
- A great team player, humble & challenge eager
- Experience and comfortable working with C- level executives.
- Experience in working with software field sales organizations
- Experience in orchestrating people and resources outside of his/ her reporting lines to achieve business objectives.
- Strong business acumen and negotiation abilities.
- Preferably 7+ years in enterprise SaaS sales
- Solid reporting skills (structured & synoptic mind)
- A good track record and some references
- A consultative and solution/value selling approach (creativity & autonomy are a must-have)
- Previous experience as a Partner Executive/Manager
- building, managing & leveraging key Partner relationships
- closing high-value contract negotiations in complex environments
- Proven ability to recognize, analyze, and act on go-to-market approaches & marketing programs
- A great team player, humble & challenge eager
- Experience and comfortable working with C- level executives.
- Experience in working with software field sales organizations
- Experience in orchestrating people and resources outside of his/ her reporting lines to achieve business objectives.
- Strong business acumen and negotiation abilities.
- Preferably 7+ years in enterprise SaaS sales
- Solid reporting skills (structured & synoptic mind)
- A good track record and some references
RESPONSIBILITIES:
As Partner Account Manager, you will:
- Take Accountability & Ownership to recruit strategic business partners to build & execute successful go-to-market plans to enable consistent & sustainable growth through the Channel.
- Act as the Middleman between the Partners and IS Decisions (collecting partners' feedback, analyzing market & competition trends…)
- Build a plan with Partners to generate, forecast, accelerate & close pipeline on a consistent & predictable basis
- Represent IS Decisions during defined events in France & abroad
- Act as a Partner Enablement Manager to identify Partners skills gaps & drive better adoption of IS Decisions Solutions, especially with Managed Service Providers (MSPs)
- Closely work with Partners on defining & following the right activities to drive to generate pipeline (aligned and/or supported by Marketing)
- Define a Territory Heatmap & assess where “to”, “through” and “with” Partners will better fit.
- Identify and advise Sales Teams on new opportunities & facilitate engagement with strategic Partner client teams to leverage sales.
- Effectively update in a consistent manner our CRM tool to provide clear visibility to Management.
- Build & share success stories & best practices
- At a later stage elaborate an Alliance Strategy
SALARY
1st year OTE up to 64K euros, depending on experience.
