T. D. Williamson, Inc.

Channel Partner Manager

Posted Date 3 weeks ago(2018-01-28 4:46 AM)
City
Singapore
Position ID
Position-16501
Country
Singapore

Overview

Manage the overall achievement of indirect channel across the region by developing appropriate account management and strategic alliances/partnerships, ensuring achievement of revenue and margins objectives.

Responsibilities

Overview

 

Manage the overall achievement of indirect channel across the region by developing appropriate account management and strategic alliances/partnerships, ensuring achievement of revenue and margins objectives.

 

Responsibilities

 

Strategic development (25%) 

 

  • Identifies, formalizes & nurtures clear routes-to-market with the Regional Director, Regional Sales Managers and Business Development Managers – developing, maintaining & monitoring a network of distributors, co-operation partners & representatives, and recommending adjustments to 3rd Party sales/marketing strategies and action plans as necessary,
  • Build market intelligence in the territories by interfacing with customers and industry organizations in order to provide direction to the Channel Partners,
  • Provides support to Channel Partners to segment the market, target customers, package solutions to increase our market share;       

     

Program development (25%)

 

  • Works with Senior Management to establish objectives for the Channel Partner Program and define/refine the program to optimize the success of identifying and closing sales opportunities, 

  • Designs training, enablement and certification programs tailored to local markets, 

  • Defines and assists in the development of required support materials for the program, 

  • Works closely with Marketing to develop localized demand generation campaigns and monitor effectiveness, 

  • Measures and reports success of program including KPI’s on deal registrations and deal conversion rates; 

 

Program management (50%)

  • Is accountable for the performance of Channel Partners in the assigned geographic area, in terms of revenue, margin and partner and customer attrition,

  • Identifies potential partners which are influential in the decision making process of TDW prospects or bundle TDW Services as a key component of their offering,

  • Identifies and selects target Partners, negotiates and approves Partners agreements in close collaboration with the Legal department,

  • Maintains a regular schedule of field visits in each market to visit partners and local market leadership, and lead partner roundtable discussions,

  • Implements measuring and monitoring tools that track daily, weekly, monthly, and annual activities for Channel Partners, coaches them on how to effectively grow account base and recruit new Sales resources,

  • Upon reviewing each markets forecasts and sales activity reports, provides timely feedback to the Channel Partners, ensuring that each market’s monthly sales goals are achieved,

  • Works with each market’s Channel Partners to gain a thorough understanding of best practices, obstacles, and needs, ensuring that the Indirect Sales Program is competitive and successful in the marketplace,

  • Provides input to Corporate on the current and future development of tools that promote and drive sales, as well as, participate on projects and initiatives to address specific operational, financial, legal, and support issues impacting Indirect Channel sales and marketing.

 

Qualifications

 

  • Bachelor degree with at 8 years of related sales and sales management experience, including experience with indirect channel sales.
  • Proven ability to forge and manage business development relationships,
  • Excellent communication, presentation, and interpersonal skills,
  • Proven ability to implement action plans and meet goals
  • Strong analytical skills,
  • Ability to influence people and businesses without direct authority
  • Willing to travel extensively,
  • Fluent in Mandarin, any other language is an asset.

 

Qualifications

  • Bachelor degree with at 8 years of related sales and sales management experience, including experience with indirect channel sales. 
  • Proven ability to forge and manage business development relationships, 
  • Excellent communication, presentation, and interpersonal skills, 
  • Proven ability to implement action plans and meet goals 
  • Strong analytical skills, 
  • Ability to influence people and businesses without direct authority 
  • Willing to travel extensively, 
  • Fluent in English, any other language is an asset. 
  • Geographical scope: North Asia and Australia.

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