What’s the added value of the Partner Manager ?

What’s the added value of the Partner Manager ?:by The Leads Explorer
Many companies in B2B have a Partner Manager who should take care of the partners:
- Signing up new partners without getting conflicts with existing partners in the region
- Nurture partners
- Keep contact with partners for new deals
- Meet partners and be available on trade shows
- Follow-up on deals and projects
- Support partners in their sales cycle
- Solve issues with after sales
- Organizes the yearly Partner Event
In fact he should help partners to generate leads and close deals.
Often in real business the Partner Manager has become an administrator instead of a sales driven person as he:
- Uses qualification sheets and forms for new partners
- Obliges partners to pass tests and exams for certification
- Keeps track of revenue in Excel spreadsheets
- Prefers not to change the current structure of partners
- Isn’t really sales driven anymore
- Organizes the yearly Partner Event similar to all the previous years
In such case the added value of he Partner Manager should be questioned.
How much value does your partner Manager add ?