Download the Career Progression Playbook. In this article. . A number of resellers work with more complicated, ever evolving software programs like HubSpot for example - and really lean on their CAM to help them navigate product changes and keep up with new capabilities and updates. Learn about the key requirements, duties, responsibilities, and skills that should be in a Business Manager job description. Fratiannes partner, Beverley Barnes from Media Junction shared, Jill works tirelessly. This means four things. Knowledge of online and offline techniques is important. Full-Time. A managing partner is responsible for handling the day-to-day operations of a business partnership. How to assign roles within a partnership. A partnership manager is always looking for new connections and asking for an introduction. Additionally, there is a reluctant but growing appreciation that skills and competencies can be developed across the management /leadership spectrum, from a base level through an intermediate level to an advanced state of leadership. These responsibilities include: a duty of loyalty and care, equal profit sharing (unless there's an agreement that says otherwise), and. A Channel Advocate - communicating highly valuable information back to the vendor about: - The impact of programs and policies on the partners' various business models - " explaining how the effect of decisions hits the partners' top and bottom lines ". Great managers have the ability to form new relationships and manage old ones. Being a great salesperson and sales coach. Sometimes, companies will hire an outside professional or service to mediate and arbitrate the partnership as a strategy that can avoid deadlocks and otherwise ease the formation of the partnership. Given many SaaS companies are growing at a rapid rate, changes to things like organizational structures, pricing and packaging, and commission structures must be communicated too. Monitoring the overall budget of the business as well as departmental budgets. The lead generation and closing stages are associated with partnerships. Leadership training programs can help you get your talents noticed. Project Partner Roles and Responsibilities. . I have found that the beginning of any partnership is the most critical part. They have to be accountable for their actions and decisions and ultimately they have to be responsible for their own autonomy in areas where they have to maintain independence. For example Kathleen Booth at IMPACT told us she felt that Vidyards Rob Sale truly cares about the health of their partner marketing relationship because he goes above and beyond for them, proactively making sure they have what they need to achieve their aggressive sales and marketing objectives., Greg Kelly, Manager of Partner Programs at Vidyard, commented A successful Channel Account Manager is someone that understands both the opportunity and costs of a partnership for each side. Contributing creatively to the strategic planning of the firm and its implementation. Determine each partner's liability. Assisting in the development of leading edge Knowledge Management and high level technical know-how. The role of Delivery Manager is more technical, ensuring that technology is applied in the most efficient way. , The role was also summarized well by one of my proteges and the current VP Global Partner Programs at HubSpot, Katie Ng-Mak. Breaking the project into tasks and assigning them to team . The partner account manager acts as a liaison between the vendor and its channel partners and is responsible for building, maintaining and managing relationships with . Top 5 managing director interview questions with detailed tips for both hiring managers and candidates. Search for jobs related to Partner management roles and responsibilities or hire on the world's largest freelancing marketplace with 21m+ jobs. due to location constraints or workflow requirements). The creation of a Balanced Scorecard is not however the end of the story. The underlying skills and characteristics to meet the firms outcomes and goals in the key areas of performance then tend to become rather vague and undefined. They need to be the industry experts, being a resource for knowledge and connections., Lee continued, The ecosystem of partners is crowded. is great advice from Adrienne Coburn of Uberflip. Austin, TX. - Local market conditions . For example, Jake Fisher from Bridges Strategies commented that his HubSpot CAM Katie Carlin is extremely helpful when it comes to staying on top of Hubspot: Katie does an amazing job of keeping us up-to-date with HubSpot's myriad product updates. The chances of a successful partnership will be improved by training partners' teams how to identify, initiate and maintain sales relationships. Manager, HRBP role. Pat Ahern of marketing agency Junto told us how SEMRushs John Carsia does everything he can to help their team grow - even acting as a hybrid sales and account manager and making prospect introductions to help Junto grow. She goes above and beyond. Technical Expertise. The partner who was promoted should have a strong technical expertise but may not have developed broader management expertise, which is why his or her T will be more in the shape of an I or a hammerhead. They typically handle a handful of accounts, and serve as the primary point of agency contact for their clients. These six areas correspond roughly both with the concepts of Intellectual Capital which I have covered in other articles and The Balanced Scorecard (suggested by Balanced Scorecard authors Kaplan and Norton)[1]. Key responsibilities cover data management plus some of the duties of the DIT, including workflow and camera setup, basic color management and OCF color grading. The development of the firms disciplines, structures, decision-making and profit-sharing are all matters on which partners need to agree but which the firms leaders need to drive through. 00:00 00:00. 2021 Partnership Leaders. Sales, marketing and business development skills come in handy, of course. They may be part of a project board or steering committee for the project and . Some SaaS companies go so far as closing contracts and handing them off to their partners for implementation. Clients want to see firms deliver a consistent and not a patchy service. We dont want a program that is a one-sided transactional partnership based on partner commissions. He's constantly available as a resource and is proactive about it. Strategically, a partner manager might determine which partnerships to prioritise, as entering a partnership involves an investment of time and effort. He does this by really understanding how both of our businesses work, so that we can maximize collaboration.. Developing and implementing organizational goals, procedures, and policies. Responsibilities. Peter Caputa is the CEO of Databox, an advisor of multiple startups, and the ex VP of Sales at HubSpot. Appropriate roles: Account admin | Global admin | User management admin. After surveying 24 resellers and 10 channel leaders, we rounded up the activities of the best Partner Relationship Managers. 3. This is especially true when the reseller must learn a new sales process. We have bi-weekly meetings with our partners. While product knowledge is key to reselling products, it is often done by others besides Partner Relationship Managers. Some Firms prefer not to define these responsibilities too closely but they can often include the following responsibilities, [1] Robert S Kaplan and David P Norton The Balanced Scorecard (1996) HBS Press, Nicks book on Partner Profit Sharing (WIP). Thats what Jonathan Aufray from Growth Hackers liked best about his HubSpot CAM, James Desmond. Partner Manager Job Description Template. Mike Schiemer from Bootstrap Business appreciated the product training and implementation support he received from his Mailchimp Partnership Manager Courtney Perry. Of course, we werent the first company to hire CAMs often called Partner Relationship Managers or just Partnership Managers and many companies afterwards have created the role too. Video on-demand has become a bigger part of training. They will need to build capability and competence in a number of areas. Partner Managers don't need previous . Acquiring new expertise and skills valuable to the firm. Helping to create demand and refer leads. Proficient in handling the most complex of technical development concepts, latest software tools and technologies, strong database concepts and designing techniques. Responsible for recruiting managing and developing employees for the following roles: Partnership Manager (IB) Key Account Manager (IB, Customer Success Role) Client Retention Manager For established partner teams, Partner Manager hires are tied to growth and expansion into new verticals or territories. Therefore, they prioritize hiring CAMs who can build big networks and foster connections within the network. The HR Business Partner also provides project leadership for . It's another matter where and how partners impact sales. In figure 7a, the project-level roles (Business Sponsor, Business Visionary, Technical Coordinator, Project Manager and Business Analyst) are the directors, managers and coordinators of the work for the project, where necessary. The HR Business Partner collaborates with management in order to enable measurable difference in employee focus and increase productivity. There are two flavors of partnership software. In addition they will need to build capability and competence in four or five key areas. You really do need to have a good understanding of so many disciplines. In addition to any liability for being a general partner, the managing partner has additional liability for . We are always thinking about ways to include the partner and make sure they are up to date on all things Drift. Calculate annual and cumulative program benefits in terms of ozone depleting substance (ODS) and greenhouse gas (GHG) emission savings and equivalents and, as available, potential cost savings. The Balanced Scorecard helps to define the skills, competencies and contributions in general which the firm needs to develop within the firm. Partners are not employees and therefore, dont see the day-to-day of the business. Have their back the same way you would an internal teammate is great advice from Adrienne Coburn, Director of Partnerships at content personalization software company Uberflip. Contributing to the development of a homogeneous culture and esprit de corps. A partner marketing manager is responsible for planning and managing marketing-initiated activities within the allocated budgetary guidelines and deadlines. The imperative therefore is for firms to be run as businesses with well-designed systems and processes. We are seeing the development of a one-firm approach where consistently applied and agreed methodologies and processes are brought to bear upon clients matters. Many successful Partner Managers will go beyond their direct agency relationship and connect partners together where they can learn, grow, and often even scale their offerings through other agencies (whether through service offerings, global coverage, etc)." As HubSpots first Channel Account Manager (CAM), I quickly realized that creating alignment between our partners growth goals and ours was the first and perhaps the most critical step of creating a successful partnership. 7.2.2.1 Project-level roles. Success builds success. The best CAMs invest time in training and coaching their resellers to be able to independently resell their software. Reviewing and overseeing all financial activities, performance, and documentation. Educate partners on the BRM mindset (e.g., powerful communications, approaches, roles, and capabilities). At the risk of stating the obvious, we are witnessing right across the globe a trend towards firms that attempt to be well coordinated rather than just loose groups of individuals. How to Begin & Advance a Career in Partnerships. When they dont, things dont usually work out. The partnership managers should be in constant contact with their partners and be the ones to lead new projects. Heres how to drive revenue this shopping season. The horizontal bar shows the breadth of the professionals overall contribution as a manager and an owner. A limited liability company with several members is taxed like a partnership and has the same structures as a partnership. It's free to sign up and bid on jobs. Client partners advise and support clients, offering solutions and tactics to help achieve their business goals while also increasing company revenue. Top 5 managing partner interview questions with detailed tips for both hiring managers and candidates. With so many objectives in a partnership, it can sometimes be difficult to stay on task without nagging. As they do, they should be making connections that deliver mutual value." Project Management . All rights reserved. Partners in more firms are beginning to work more closely in teams. Roles of the Partners. Average Salary (US): $199, 563/ year Roles: Executive. I have found that it leads to more predictable revenue down the road., The second most common answer to our multiple choice question, What support do you value most from the partnership manager(s) you work with? was, Answering our questions., John Serrantino, our HubSpot CAM, is so responsive that we've never felt like a sale was at risk because of a lack of response. said Kenny Lange from The PHNX21creative Agency. . The CAMs that stand out are the ones who bring people together, which drives a bigger ecosystem for the partner, company and its community., As the checklist below shows, there are a large number of activities a successful Partner Relationship Manager must master. It is the central repository for tracking productivity and conversations, and it is important for turning qualitative day-to-day of partner management into qualitative outputs and Key Performance Indicators. Also, the sales process, when done well, allows resellers to establish their own credibility. Send Jobs to 100+ Job Boards with One Submission. However, experience in other departments like sales, marketing, customer success, and product development can help an individual interface more effectively internally. These are: People Management, Leadership and Team/Skills Development. When you do business with another company, you are dealing with a group of people, not a single corporate entity. Mark helps us win opportunities. To effectively guide a resellers high-level strategy, its critical to know what they want to accomplish. When we recently asked HubSpot resellers what the greatest benefit of partnering with HubSpot has been, many said that the community of partners was the most valuable resource for them. Hence, the difficult task facing former managing partners and senior partners is to re-build their technical skills or to face leaving the firm. In the automation space, these are primarily IT and Business. Partner Roles and Responsibilities. In the second place partners need to understand that they cannot be involved in every decision. Product knowledge is important to resell products, but it is done by other people besides partner relationship managers. Besides joining calls, he also works with me on improving my ability to sell.. 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The managing partner will be responsible for setting strategic goals and objectives, supervising daily activities, monitoring performance, and driving business growth. Jill Fratianne, a HubSpot CAM, is a perfect example. According to LinkedIn, there are over 100,000 Partner Managers across the globe today and companies like Google, Microsoft, and Amazon Web Services employ 1,000-2,000 Partner Managers each. The most experienced and skilled individual should be selected to be the managing partner, and . Developing the profile of the firms people, their skills, abilities and strengths/weaknesses in depth and skills. I wasnt surprised to see Product training at the high end of the CAM activities that resellers value. Here are the steps to determining partnership roles: 1. Develop deep domain knowledge of each partner's organizational functions. The horizontal bar shows the professional's contribution as a manager and an owner. Managing, monitoring, and reviewing business operations. Partner management is about establishing a structured system that helps an organization choose and manage . When interviewing CAMs, Blair Beckwith from Shogun evaluates whether they will act like an extension of the team by asking himself, Would a partner hire this person for their team after working with them across the table? when interviewing future CAMs. Actively helping build the firms processes and systems which contribute to the firms ability to grow its business including quality control/improvement, governance and management structure. So, this list should be aspirational for any single partner manager. Contract Manager Roles and Responsibilities. Most crucial to the position, Partner Managers should be empathetic, curious, and confident with strong abilities in communication, relationship building, negotiation, and critical thinking. Also ensure you are doing this in reverse so your partners have exposure into your company and can build clout internally." Every time we ask her for support, she steps up to the plate. For example, it is sometimes a struggle to convince our partners to stop using the batch and blast methods of email marketing theyve been using for decades and adopt segmented and personalized marketing instead. Send jobs to 100+ job boards with one submission. It is usually dependent on the committee's role within the organization. The role is responsible for the net profit of the business unit, as such, it is responsible for managing expenses effectively. Responsibilities. Prepare and analyze video and content performance data. Our agency maintains high-quality service by growing at a deliberate and manageable rate. The partnership agreement and the managing partner's specify describe the duties and responsibilities and additional compensation for this role. The truth is, though, Ive never hired or employed a CAM that does all this extremely well. It is however also vital to define the various roles and responsibilities within firms which partners may have from the senior partner downwards. There are six typical Critical Areas of Performance which we often see in law firms. Law firms have at last accepted the importance of developing management and leadership skills in their partners. Where the best ones separate from the pack seems to be in taking it a step further and building a deeper relationship. At the same time partners need to have an ambition to develop leadership skills and should be willing to work with those where leading. A standing meeting helps you to be patiently persistent. In these meetings, make sure to have multiple contacts from across the partner organization present so you see objectives beyond one stakeholder. Our company is looking for a Partner Manager to join our team. The function of the company is similar to partnerships, with members and an operating agreement. Although reselling infers that one party is selling the others product, business flows both ways in the best partnerships. They maintain a large network by getting to know the needs and strengths of a larger number of partners. Through years of weekly coaching during his time at HubSpot and Databox, he taught us how to sell to higher quality customers, how to hire A-players and ensure customer fit goes both ways., Likewise, Dan Sitton from WSOL highlighted Mark Greco at HubSpots help. In other words, your HR Business Partner will thrive if the person in this role can manage teams and time, think critically and lead projects . It's free to sign up and bid on jobs. The ultimate goal of a partnership manager is to increase the skills of the businesses in the partnership to the point that they are no longer needed to maintain the partnership. . For law firms, I have suggested changing the basic model in three ways. management rights and responsibilities; union rights and responsibilities; owner's responsibilities; alps' responsibilities; parent clauses. "The connections that the Partner Managers foster for the partner community extend well beyond the individual relationships they maintain. The role of vendor management within an enterprise could include a variety of tasks. Partner Managers dont need previous experience in partnerships to be successful. From working directly with our sales team, to working with prospects alongside us, Jill has always been there.. Role. Be in the mindset that your partners are an extension of your team, ensuring they are embedded into company strategy and objectives. And he remembers our birthdays., Then there are the Partnership Managers who just roll up their sleeves and become part of the team. Travis joins us to dig into how he became an Alliance Manager at Tipalti, along with some of the lessons hes learned along the way. These professionals take on two significant roles, as both an owner and a manager. Let's unpack the different roles of product management and their responsibilities from more junior to most senior, as well as looking at a couple of other roles that fit into the product world: Junior / Associate Product Manager. Dig deeper into the career journeys of Partner Managers: Travis Bradley, Alliance Manager at Tipalti, Barrett King, Enterprise Channel Partner Manager at HubSpot. Achieving cooperation from team members out of respect rather than fear; Setting the right example throughout the firm in term of work ethic, personal conduct and crisis management. Some of them are: Working closely with vendors on a daily basis. Non chargeable efforts also need to be made on client relationship management, team and human capital management and the partner's contribution to the firm as an institution. Partner management is the process (and related framework) by which organizations guide and manage partnerships, so they prove effective and profitable. Martins has become a true mentor of ours as his coaching has helped us close many deals said Ismail Aly from IDS Growth Agency. As we determined what made a reseller successful, we refined the role further as we scaled the team to 100+ CAMs worldwide. The development of skills and capabilities within the firm is one area where all partners have a responsibility. Once a partnership is up and running, and partners have a few sales wins under their belt, their success becomes contingent on the partnership. It is rare for a Partnership role to be a first position for someone out of college, as the role often draws skills and relationships from other areas of business. Leverage this Partner Manager sample job description when hiring for your partnerships team for the first time. Within this timeframe it should be possible for the nonchargeable activities to be carried out even within the context of a large client portfolio. Taking responsibility in an effective manner for the management of the firm, its various management functions (eg marketing, IT, compliance), its departments and its sub-groups. A good paper about Staff Manager career guide. All that said, some Channel Account Managers provide quite a bit of product training, especially as it relates to implementing and selling the product. Reports to: Management. pricing. She and her team work with Partner Relationship Managers everyday, helping them leverage PartnerStacks platform. They get to know their partners and the companies they represent and personalize their approach to each partner and reseller.. Achieving sustained value by originating (or playing a key part in originating) clients of the firm. Work closely with the HR and recruitment teams to help implement goals set by upper management. 75. Non chargeable efforts also need to be made on client relationship management, team and human capital management and the partners contribution to the firm as an institution. This is when keeping up to date with changes in the software they are reselling and using is critical. Roles And Responsibilities Legal responsibilities apply to all members of every partnership. But, it was certainly not the only one. 2.3. This leads to the third point that partners do have to be supportive of their management and should avoid wherever they can opposing and undermining decision making. Download the Partnerships Career Progression Playbook to learn how to land your first role in partnerships and advance through the ranks into a leadership role. The question of alignment and mix how many lawyers are needed, the ratios of support staff to lawyers and non-partners to partners and recruitment are all more strategic questions and may be (depending on the size and type of the firm) the responsibility of the firms managing partner, human resources partner, practice groups heads and professional management staff. In order to achieve consistency of service and for the firm to be run as a business we are seeing firms embracing sounder management practices than ever before. As we determined what made a reseller successful, we refined the role further as we scaled the team to 100+ CAMs worldwide. Strong presentation skills amongst small, medium and large audiences and comfortable on camera. equal control and no salary (unless there's an agreement). In this article, we discuss managing . Fulfilling the on-going requirement to deliver excellent service to clients in the context of their particular needs. Partner Success Managers keep the customer - and the agency - satisfied. These include: Estimating the time and resources required to fully deliver the targets set for the project. For example, if your business is a Cloud Solution Provider (CSP) business, your users need roles specific to the CSP . Liaison. In the first place any partnership must take time to agree management roles, to select the right people and then to allow those people to get on with the job of managing. Clients do not usually want to pay for the wheel to be reinvented. Performing an ambassadorial role to assist in the building of networks and profile. In thisSee this and similar jobs on LinkedIn. The tendency of many law firms is to confuse management skills with the context in which those skills operate. In other words, backbench partners, if I may call them that, should act as colleagues and companions but not as sheep. Desired experience for channel partner manager includes: Comfort leading through ambiguity and partnering with leaders when navigating through it.