The key responsibility is to ensure revenue growth and increase market penetration by be responsible for achieving the overall sales revenue and profitability targets for the Channel sales sector.
Job Responsibilities: • To be responsible for developing new business accounts with agreed Channel strategy. • To develop new opportunities in the Channel sector, qualify, negotiate, and close business accounts. • To build, maintain and grow strong client relationships; grow the business with existing clients by identifying/ creating new service/solution offerings, • To work on developing and implementing Sales and Account Management Plan. • To attend to customers sales enquires understanding of different customer vertical segments and their requirements and proposing the appropriate sales plans to partners/customers. • Maintaining the relationship with all existing channel partners in China - Development of new partners in new territories/verticals - Major account management - Development and implementation of strategic plan to improve market penetration - Overseeing sales forecast / targets, annual budgets for channel business • Review coverage model and provide feedback to GC/AP leadership team on improvements to ensure that the distribution model is aligned to regional business requirements. • Enhance existing partner relationships via continuous engagement/training/promotion at all levels including the C-Level. • Lead in order forecasting and achieving linear patterns of order placement, monitoring of management of channel inventory to ensure ensuring appropriate levels of stocking to meet forecasted demand • Enable partners via specific enablement programs, continuous communications, promotions and demand generation programs that are aligned with marketing/business initiatives. • Facilitate margin setting and pricing to motivate partners driving more business • Drive Quarterly Business Reviews with partners to ensure that all goals are met and define recovery actions as necessary via business plan, distribution forecast / actuals and rebates to achieve revenue quota Qualifications: • 3-5 years experiences in IT channels • Multi-years on solution-based selling • Strong network of contacts amongst key channel partners in relevant industry, at both management and working level • Strategic thinker and yet also hands-on • Good communication skills, influencer and professional • Experience in complex negotiations and problem solving • Results driven • Candidate must thrive in a fast-paced, ever-changing environment.
Personal Skills: • Flexibility – adaptable to changing corporate environment and manage adversity and stress in a professional manner • Persuasive – Able to skillfully communicate with and influence GC/AP stakeholders. Comfortable with using face-to-face, telephone and presentation skills to influence others in a persuasive manner. Fluency in English is essential • Acumen – Good understanding of channel motivation, financials and operations. Intuitive sense of channel partners’ challenges and opportunities. Customer-oriented, with a sense of urgency to respond to and satisfy internal and external customer needs • Analytical – Intuitive grasp of key business drivers in any channel partner’s business. Comfortable with analyzing business metrics using spreadsheets and other tools to surface insights and trends • Work Ethic – Goal-oriented, focused on results, works hard to meet objectives on time and on target. Takes pride in producing quality work • Team player – Integrates well with co-workers at all levels in country, without compromising own objectives. Willing to stretch outside of job scope to support colleagues appropriately • Creative – Able to think creatively at all times, finding imaginative solutions to issues and obstacles • Integrity – unquestionable integrity, strong moral compass.