Job Title: Partner Account Manager – Cloud and Managed Service (ISV & Resellers)
Reports To: VP Global Partners and Alliances
Location: Remote
Date: April 2023

For 40+ years, Meridian IT has been helping medium and enterprise businesses solve their complex technical IT problems. Through a unique strategic perspective, deep expertise, and a personalized proactive approach, Meridian IT is the top IT solutions provider in the industry.

Offering best-in-class cloud, hybrid, and on-premises data storage solutions, backup and recovery solutions, security solutions, hyperconverged infrastructure, contact center solutions, flexible pricing models and award-winning managed services, Meridian IT works with each client to create a customized plan to help solve their IT obstacles.

Meridian IT is part of Meridian Group International. Meridian Group International is a privately held organization headquartered in Deerfield, IL. Operating since 1979, Meridian Group International is a leading IT service provider and equipment leasing and finance company across 4 continents.

Position Summary
The Partner Account Manager focuses on selling Meridian’s Power cloud and managed services (mPower) into prospective ISV’s and reselling partners and their accounts. This solution area targets owners of IBM Power systems (IBM i and AIX), as well as Meridian Enterprise Cloud and Public Cloud. This sales position involves joint selling with ISV account managers and resellers. The position will involve positioning Meridian Cloud Services and liaising with marketing, business development, business partners, and through direct selling efforts.

Duties and Responsibilities

• Strategic selling to mid and large enterprise client (>$1B annual Revenue);
• Achievement of assigned quarterly sales quotas (Pipeline and Total Contract Value) by performing sales activities including lead development, sales cycle management and deal closing;
• ISV partner development via networking, LinkedIn, cold calling, etc.;
• Actively participate in business development and marketing activities;
• Engage and efficiently utilize Meridian center of excellence (CoE) resources to progress and close transactions;
• Deeply understand and communicate Meridian IT’s value proposition for cloud and managed services;
• Maintain in-depth understanding of competitive conditions, industry practices, market opportunities, and partner requirements;
• Maintain and manage ISV and reselling partners direct sales efforts and their targeted accounts;
• Adhere to partner territories and Meridian deal management and reporting systems;
• Maintain high partner and customer satisfaction ratings;
• Participate in identified training programs and certification exams;
• Keep all systems (CRM, expense reporting, calendar) up to date and complete at all times;
• Develop and create sales proposals for direct sales activities to existing accounts, as well as prospective accounts;
• Share any developed materials and documentation which can be used by others as references or templates in support of the practice overall;
• Provide professional, timely and accurate updates on activities, in relevant IT systems, and keep sales leaders well informed;
• Perform other duties as assigned.

Qualifications & Requirements

• Bachelor’s Degree (MBA a plus);
• 10+ years of experience with selling cloud infrastructure with ISVs and channel partners;
• Experience selling IBM Power or Cloud solutions to enterprise customers;
• Proven track record of consistently exceeding sales targets;
• Knowledge of data center, data backup, and disaster recovery a plus;
• Proven Cloud and Services sales skills including partner management skills and business development;
• Strong analytical, problem solving, and conceptual skills;
• Excellent customer relationship management skills;
• Ability to write professional, articulate, and compelling business letters and proposals;
• Excellent formal presentation skills before small and large groups;
• Proven ability to solve problems and negotiate contracts;
• Highly motivated, self-driven, and results oriented;
• Must be proactive and able to work with minimal supervision;
• Ability to work on cross-functional teams;
• Ability to work in pressure situations;
• Occasional travel for training, client meetings and/or conferences (est. at 10-25%)

Meridian Group International, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.