POSITION OVERVIEW
The Channel Sales Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Sales Manager is responsible for achieving sales, profitability, and partner recruitment objectives.
The Channel Sales Manager represents the full range of company products and services to assigned partners but may concentrate on specific solutions or product sets when aligned with a partner's vertical market focus. The Channel Sales Manager reports to the Regional Sales VP.
JOB RESPONSIBILITIES
· Establishes productive, professional relationships with key personnel in assigned partner accounts.
· Coordinates the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations.
· Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
· Interact with (large) End Users as a company Single Point Of Contact (SPOC) and coordinate projects deployments and Partner selection for these projects.
· Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner
· relationship.
· Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
· Sells through partner organizations to end users in coordination with partner sales resources.
· Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
· Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
· Ensures partner compliance with partner agreements.
· Drives adoption of company programs among assigned partners.
· Achieves assigned sales quota in designated partner accounts.
· Meets assigned expectations for profitability.
· Completes partner account plans that meet company standards.
· Maintains high partner satisfaction ratings that meet company standards.
· Completes required training and development objectives within the assigned time frame.
Organizational Alignment:
· Reports to the Regional Sales VP.
· Closely coordinates company executive involvement with partner and end-user customer management as appropriate.
· Works closely with Presales and Post sales to ensure customer satisfaction and problem resolution.
Work Experience:
- Previous experience as a Regional Channel Sales Manager and member of a local team.
- Experience in selling Voice Solutions to Channels, service providers and enterprise.
· Experience is selling managed services and SaaS/UCaaS/CCaaS/CPaaS.
- Ability to engage on all levels. Ability to address customers from the technology level and all the way up to the strategic & telecom trends level.
- Proven ability to identify the key decision makers in each opportunity.
- Experience in managing sales and management of a network of distributors/partners.
· Good presentation skills and speaking in front of a large audience in conferences.
- Minimum university education or equivalent, Electrical Engineer/Computer Science/Telecommunications degree. Master’s degree in business administration is an advantage.
- VoIP experience is a must.
Other Requirements
- Dynamic, self-starter with a hunger for sales and winning business. Strong business acumen and entrepreneurial spirit.
- Team player, working effectively in a multinational environment.
- Strong understanding of telecommunications industry, customer requirement and market dynamics.
- Full command of the English language.
- Hybrid Work and regular travel to visit the customers and partners throughout the region.
- Location: Singapore / Malaysia / Hong Kong
