POSITION OVERVIEW

·         The Channel Manager wins, maintains, and expands relationships with assigned channel partners.

·         Assigned to Thai channel partners, the Korea Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives.

·         The Channel Manager represents the “channel-ready” range of company products and services to assigned partners though may expand on a specific solution or product set if focused in a partner vertical market.

·         The Channel Manager reports to the Head of Channel Sales - APAC.

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, in order to meet partner performance objectives and partners’ expectations.

·         Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

·         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 stakeholders.

·         Ensures partner compliance with partner agreements.

·         Drives adoption of company channel programs among assigned partners.

·         Proactively recruits new qualifying partners.

ACCOUNTABILITIES AND PERFORMANCE MEASURES

·         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 hierarchically to the Head of Channel Sales – APAC, report functionally to the Sales Leader of B2B.  

·                       Enlists the support of the local solution team and RBC, delivery resources, and other sales and management resources as needed.

·                       Closely coordinates company utive involvement with partner and end-user customer management as appropriate.

·                       Works closely with the End-user representatives to ensure customer satisfaction and problem resolution.

QUALIFICATIONS

·         Minimum seven years of channel sales experience in a business-to-business sales environment (Cisco or Juniper would be preferred).

·         Candidate with working experience in an integrator and/or reseller distributor are also eligible

·         IT/Telecom knowledge is a must