Managing and Growing Partnerships
- Qualify new partners and onboard them as required
- Work closely with alliance partners towards pipeline creation, co-selling revenue, and development of solutions, where required
- Execute, manage, and deliver APAC pipeline and revenue in close alignment with internal and external stakeholders.
- Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
- Conduct regular cadence between alliance team key stakeholders (Partner Sales, Sales, and Technical Teams, etc.) and company’s leadership team
- Communications: Ensure effective and timely internal & external communication and coordination of select alliance partners ecosystem strategy & execution results.
- Develop GTM plans and develop industry-specific practice development plans, driving certification growth, and working with the delivery teams to ensure customer success
- Take partner sales plays, offerings, and industry assets/solutions to specific markets for local execution and engagement with field sales teams across APAC
- Leverage the Global Reseller agreement guidelines as needed
Management Skills
- Sales Skills - Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
- Managerial Skills – Will be an individual contributor, would have to work with virtual team from multiple departments to achieve end goal; provides input to policies and practices
- Business Acumen - Develops business solutions and directly addresses financial issues resulting in profitable revenue growth for Telstra; able to coordinate and present complete, complex solutions that meet customer needs and beat competition
- Market/customer Knowledge - Acts as a resource to customers based on intimate knowledge of relevant industries and needs
- Technical Skills - Uses advanced domain/solutions knowledge to competitive advantage
Freedom to Act
- Level of Guidance - Demonstrates wide latitude for decisive action which could impact business initiatives/programs; exercises independent judgment within broadly defined practices/policies in selecting approach and technique
- Takes Direction From - Manager and Business Unit heads
Accountability
- Business and Financial Impact - Responsible for revenue attainment, margins where appropriate, and personal expenses
- Develop and execute against a strategic plan that leads to the creation and maintenance of a robust sales pipeline including opportunities in existing accounts of Telstra as well as driving net new business in untapped customers
- Manage numerous partners of Telstra concurrently & strategically create & articulate compelling value propositions around Telstra services
- Analyse sales revenue /metrics data from your accounts to help evolve your strategy Accelerate customer adoption through education and engagement
- When appropriate, work with partners to manage joint selling opportunities, assist customers in identifying use cases for priority adoption of Telstra Services as well as best practices implementations
- Develop long-term strategic relationships with key partners of Telstra; Manage complex contract negotiations and serve as a liaison to the legal group.
