Partner Account Manager
National Instruments
Beijing Shi, CN, CN

The Partner Manager (PM) isresponsible for delivering NI revenue growth through collaboration with aportfolio of system integration companies found in our Alliance Partner Networkwith the highest growth potential.

The PM must ensure the collaboration resultsin maximum tri-lateral value; realized by the customer(s), partner(s) and NI,and drive the partner(s) towards highly value-based direction for serving the global partner strategy Leveragingpartner value to maximize profitable market share and customer value .

Toachieve this, the PM must successfully navigate all the complexities inherentin a framework that combines a variety of personalities, business models,business goals, and technical IP / acumen, all culminating in value for allparties.

Thus, this role requires asenior level business professional able to manage these highly complexengagements.

Keyresponsibilities :

  • Maintain strongrelationships between partners and NI to insure successful connections :
  • Connect partners to accountmanagers, opportunities and customers with maximized tri-lateral value throughcoaching and influencing of all stakeholders.
  • Connect the partners withNI to address their needs to operate efficiently- contracts, training, resourcedevelopment, setting expectations.
  • Measure effectivenessthrough goal achievements, pipeline reviews, opportunity advancement, andrevenue growth.
  • Manage complex, yetinevitable, channel conflicts- including ability to influence a commonunderstandings and behavior between numerous parties with different interestsand needs (discount management, procurement issues, poaching / recruiting,project challenges, technical challenges, competition from other partners,etc.)
  • Manage expectations andunderstanding across geographies, cultures, and politics when managing globalAlliance Partner(s)
  • Key Performance Objectives

  • As a sales, consistentlyachieve business goals and meet sales quota.
  • Demonstrate in-depthknowledge of partner(s) to impact revenue by proactively utilizing salesprocess / tools and providing accurate forecasts.
  • Develop and drive theexecution of partner development plan and demand identification.
  • Learn NI offering andrelevant value proposition and apply into partner development.
  • Qualifications

    Basic qualifications :

    Bachelors of Engineering Degree in Electrical / Electronics / Software Engineering or equivalent.

    10 years or above work experience in indirect sales channel for test & measurement or electrical & electronics industry

    High sales managementacumen, prior record of salesmanagement

    Strong business acumen : necessary to clearly understand partner businessmodels, the connections with NI’s business models as well as the customer’sneeds to maximize tri-lateral value.

    Exceptional communication skills, able to articulate in transparent,clear, concise and direct ways to address complex issues during difficult times.

    Preferred qualifications :

    High level ofself-motivation : required when workingprimarily as an influencer.

    Quick learner withopen-minded


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