JD of Channel Sales Manager

POSITION:    Channel Sales Manager

LOCATION:    Shanghai, China

JOB TYPE:     Channel Sales

COMPANY:     Global Top ERP Company

INTRODUCTION/OBJECTIVE:

  • Responsible for solution sales to the Discrete Manufacturing Industry which includes: –
  1. Industrial Machinery
  2. Automobile spare parts production
  3. Hi Tech Electronics
  • Achievement of assigned sales target in the assigned segments;
  • Recruit, develop and manage for a specific target market segment;
  • Achievement of significant partner license growth through the development of specific Company partners assigned;
  • Promote partner self-sufficiency and structured ongoing business growth, through effective business planning and partner management.

KEY RESPONSIBILITIES:

  • Understand Company’s products, company messages and Go-To-Market positioning;
  • Have a thorough understanding of the Company regional channels objectives and policies;
  • Develop long term relationships with designated channel partners;
  • Develop an Annual Business Plan with each partner that leverages on the partner’s strengths and business goals to meet annual sales target;
  • Become the partner advocate and assist partner to be self-sufficient for sales and implementation;
  • Assist partner in developing micro-verticals to maximize sales potential. The partners’ micro-vertical must be driven from the partner’s current subject matter expertise and best practices from their current clients and implementation experiences;
  • Perform Quarterly Business Reviews (QBRs) with partner to ensure that they perform according to the annual business plan;
  • During the QBRs, review the partners’ performance to-date, assist partner in developing the marketing plan and training plan, plus identifying resources that will assist partners in meeting their business objectives. Leverage internal cross LOB resources, incl. PSO, presales, marketing, Company executives to execute the Go-To- Market Initiatives or sales activities.
  • Communicate the latest Company product directions, and assist partners in certifying for the latest set of products.
  • Work with partners on marketing events to ensure maximum return on Company’s investments
  • Assist partners in prompt pipeline registration and management, support sales activities, including assisting winning the deals;
  • Work closely and regularly with partners to assess opportunities and communicate pipeline in accordance to Company Sales Methodology;
  • Effective use Company’s sales tools and proficient knowledge of internal sales paperwork.
  • Extensive understanding of the assigned business environment, potential market and focus area of activities with the assigned partners;
  • Assist partners in solving their issues with Company;
  • Regular communication with partners on Company strategies and policies and obtain feedback;
  • Manage the contractual and business processes to ensure partners doing business smoothly with Company.
  • Promote partner self-sufficiency and structured ongoing business growth, through effective business planning and partner management.

QUALIFICATIONS:

  • Integrity and team spirit will be necessary
  • University graduate, preferably with MBA, in Computer Science, Finance, Business Management or other relevant areas.
  • Good slides presentation ability
  • Have a good understanding for the discrete manufacturing process
  • Degree a minimum of 5 years’ commercial experience in sales/channel with global IT leader in particular business application solutions area (ERP, SCM, etc.).
  • Proven track record of relevant achievement in sales through partner alliances.
  • Good leadership, excellent interpersonal skills and negotiation skills are required.
  • Be proficient in English and Korean
  |  Lesley Xiao is Geeker's Branch Manager in Shenzhen. She is an experienced and professional recruiter specialize in technology recruitment. She filled the positions in field like ERP, Software Development, Business Intelligence, Big Data, Banking IT and Internet Finance etc.  |  more
                   
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