---
title: Watch the July webinar on the evolving role of PAMs
description: Watch our July webinar on the evolving role of Partner Account Managers.
---

<https://www.partner-path.com/watch-the-july-2016-webinar-pam-role#offscreen-menu>

[![PartnerPath-logo-white.png](https://www.partner-path.com/hs-fs/hubfs/PartnerPath-logo-white.png?width=318&name=PartnerPath-logo-white.png "PartnerPath-logo-white.png")](https://www.partner-path.com/)

# What's a PAM to Do?

## The Evolving Role of the Partner Account Manager

Most vendors are stuck in the traditional Partner Account Manager (PAM) role, as their job expectations center around pipeline/forecasting, co-selling and developing the partner business plan. Those are all very traditional activities assigned to the PAM way back when we were stuffing sales through VARs.

The future of the channel includes individualized partner models, individualized enablement and individualized experiences for the partner. Solution providers now have the power because they own the customer relationship. Vendors need to fit in to the solution, relying on the channel relationships to deliver on the customers’ business needs. The role of the PAM is shifting to ensure partner success, rather than managing pipeline and forecasting numbers.

Listen to our active discussion on the evolving role of the PAM featuring** Hank Humphreys** (Channel Chief at Dropbox) and a special PAM guest, **Cindy Bechtel** (Sr. Channel Sales Executive at Intacct).  Topics covered include:

- Roles vendors expect their PAMs to play
- Expectations from the partners
- PAM as primary connecting point
- Measurements and metrics of awesome PAMs

| ![Hank-Humphreys-120.jpg](https://www.partner-path.com/hs-fs/hubfs/webinars/Headshots/Hank-Humphreys-120.jpg?width=120&name=Hank-Humphreys-120.jpg "Hank-Humphreys-120.jpg") | Guest Panelist **Hank Humphreys**, *Head of Global Channels at Dropbox* |
| --- | --- |
| ![Cindy-Bechtel-120.jpg](https://www.partner-path.com/hs-fs/hubfs/webinars/Headshots/Cindy-Bechtel-120.jpg?width=120&name=Cindy-Bechtel-120.jpg "Cindy-Bechtel-120.jpg") | Guest Panelist **Cindy Bechtel**, *Sr. Channel Sales Executive at Intacct* |
| ![Diane-Krakora.jpg](https://www.partner-path.com/hs-fs/hub/361854/file-1967661191-jpg/webinars/Headshots/Diane-Krakora.jpg?width=150&name=Diane-Krakora.jpg "Diane-Krakora.jpg") | Host **Diane Krakora**, *CEO at PartnerPath* |

### I want to listen!

![Emily-Narkviroj-120](https://www.partner-path.com/hubfs/Emily-Narkviroj-120.jpg)

## The Help We Needed

> “Working with the PartnerPath team on this project not only helped us speed up our route to program launch but helped us implement best practices across our industry. We would not be in the position we are in today, without the support from PartnerPath."

Emily Narkviroj** | **Director, Global Channel Programs

©2026 PartnerPath [Privacy Policy](https://www.partner-path.com/privacy-policy) | [Terms of Service](https://www.partner-path.com/watch-the-july-2016-webinar-pam-role#)