A good Partner Account Manager is able to fit in different roles, just like a movie star. And let us tell you – our today’s guest is like Robert De Niro among PAMs. Without further ado, meet Maurice Riksen, our channel manager for The Netherlands!
Please describe yourself in exactly 10 words.
Independent team-player, open-minded, helpful, ambitious, always looking for win-win outcomes. Hope the compound words count as a one!
Why did you choose to work as a PAM? Don’t worry, you can pick more than 10 words this time… :)
Well, the Partner Account Manager role is a very interesting one. It comprises of great many things so you can be directly involved with numerous aspects of the business. The first that comes to mind, of course, is partner enablement to make our partners look as strong as they can possibly be in front of their customers. Then there is pipeline building and demand generation, building and executing joint business plans and marketing initiatives, working with both the direct touch sales guys and partner sales folks on opportunities. I think working as a PAM is like being the linking pin, therefore it is really important to get along with all kinds of people, to be at the same time strategic and operational, accessible and flexible.
You’re walking into a bar full of your current, but also potential partners. Everyone seems to be having a great time. What’s the first thing that you do?
I guess it’s in the human nature to first reach out to the people you know, I am no different in that respect. But it is often the case that such circumstances conduce to meeting new partners, you only need to ask people you know to introduce you. IT is really just one ecosystem and people in the industry are generally very accessible and easy-going.