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Regional Channel Manager, APJ
Sales/Direct HireThe Client
A leader in application security solutions with a mission is in enabling organizations to secure applications from the start, reducing risk and cost along the way. Their platforms offer maximum application security for software developers and security experts throughout the Software Development Life Cycle (SDLC).
Recognised as one of Gartner’s “Cool Vendors in Application Security”. they have been named a Leader in the Gartner 2018 Magic Quadrant for Application Security Testing! Also named the 8th fastest growing Israeli start-up by Deloitte in 2014, and was awarded a Red Herring Top 100 2014 Europe Award.
The Role and Responsibilities
As part of the expansion initiative, they are seeking for an ambitious, confident, and tenacious Regional Channel Manager to be responsible for achieving partner sales and partner recruitment objectives. The Regional Channel Manager wins, maintains, and expands relationships with the channel partners in the APJ region.
The ideal candidate shall possess the energy, business acumen and must have demonstrated the ability to promote a Business and IT management value proposition to Business and IT Leaders at C Level.
He/she must have also demonstrated an ability to build strong and durable relations with an ecosystem of business partners. Always thinking out-of-the-box, the candidate is a cross-functional and cross-regional leader, optimistic and positive in the difficult situations and must be a trusted advisor.
To be based in Singapore, this candidate will report directly to the Regional Country Director, APAC.
Build and implement a channel development and revenue plan for the Resellers and Master Resellers in the region, consistent with the overall revenue and growth targets for the region.
Build and foster strong relationships cross partner organization with key decision makers.
Responsible for Channel recruitment and onboarding of business partners.
Drive enablement and expertise of partners to position and sell the solution.
Drive pipeline growth through partner events and net new deal registrations from partners.
Drive partner program and initiatives with partners in the region.
Influence Resellers and Master Resellers to align their business resources to drive company revenue.
Work with Regional Sales Managers (RSMs) to implement channel go to market strategy.
Manage deal registration, forecast and pipeline with business partners, coordinate partner engagement and sales activities with Regional Sales Managers.
Conduct regular meetings and business planning sessions with Focused Partners including QBRs to plan MDF budgeting, business activities and drive mutual revenue growth.
Requirements
At least 8 years of relevant experience in Enterprise Software Sales and Channel Sales in the APJ region, preferably with experience in covering some of these markets: China, Japan, Taiwan, Korea, Hong Kong, Thailand, Vietnam, Philippines, Indonesia.
Must be able to communicate effectively (spoken and written) in both English and Chinese.
Experience in Security Domain is a major advantage.
Self-motivated with the ability to stay focused to on goals and objectives, and achieving progressively higher quota or other sales related goals.
Detailed knowledge of key partner organizations.
Knowledge of Sell-Through, Sell-To and Sell-With.
Ability to lead and drive the selling of complex solutions and services, with minimal tactical direction.
Maintain timely and accurate account documentation in Salesforce and to the management.
Understand market dynamics and needs. Work with Marketing to brainstorm lead generation campaigns, support lead generation campaigns and generate relevant marketing plans for developing the region.
Manage and sell through specific partner organizations to end users in coordination with partner sales resources.
At least a Bachelor’s degree. Master’s degree is preferred.
Executive level presentation and excellent communication skills.
Ability to execute high level technical discussion and demo of the solution.
Willingness to travel extensively (at least 50%).
A leader in application security solutions with a mission is in enabling organizations to secure applications from the start, reducing risk and cost along the way. Their platforms offer maximum application security for software developers and security experts throughout the Software Development Life Cycle (SDLC).
Recognised as one of Gartner’s “Cool Vendors in Application Security”. they have been named a Leader in the Gartner 2018 Magic Quadrant for Application Security Testing! Also named the 8th fastest growing Israeli start-up by Deloitte in 2014, and was awarded a Red Herring Top 100 2014 Europe Award.
The Role and Responsibilities
As part of the expansion initiative, they are seeking for an ambitious, confident, and tenacious Regional Channel Manager to be responsible for achieving partner sales and partner recruitment objectives. The Regional Channel Manager wins, maintains, and expands relationships with the channel partners in the APJ region.
The ideal candidate shall possess the energy, business acumen and must have demonstrated the ability to promote a Business and IT management value proposition to Business and IT Leaders at C Level.
He/she must have also demonstrated an ability to build strong and durable relations with an ecosystem of business partners. Always thinking out-of-the-box, the candidate is a cross-functional and cross-regional leader, optimistic and positive in the difficult situations and must be a trusted advisor.
To be based in Singapore, this candidate will report directly to the Regional Country Director, APAC.
Build and implement a channel development and revenue plan for the Resellers and Master Resellers in the region, consistent with the overall revenue and growth targets for the region.
Build and foster strong relationships cross partner organization with key decision makers.
Responsible for Channel recruitment and onboarding of business partners.
Drive enablement and expertise of partners to position and sell the solution.
Drive pipeline growth through partner events and net new deal registrations from partners.
Drive partner program and initiatives with partners in the region.
Influence Resellers and Master Resellers to align their business resources to drive company revenue.
Work with Regional Sales Managers (RSMs) to implement channel go to market strategy.
Manage deal registration, forecast and pipeline with business partners, coordinate partner engagement and sales activities with Regional Sales Managers.
Conduct regular meetings and business planning sessions with Focused Partners including QBRs to plan MDF budgeting, business activities and drive mutual revenue growth.
Requirements
At least 8 years of relevant experience in Enterprise Software Sales and Channel Sales in the APJ region, preferably with experience in covering some of these markets: China, Japan, Taiwan, Korea, Hong Kong, Thailand, Vietnam, Philippines, Indonesia.
Must be able to communicate effectively (spoken and written) in both English and Chinese.
Experience in Security Domain is a major advantage.
Self-motivated with the ability to stay focused to on goals and objectives, and achieving progressively higher quota or other sales related goals.
Detailed knowledge of key partner organizations.
Knowledge of Sell-Through, Sell-To and Sell-With.
Ability to lead and drive the selling of complex solutions and services, with minimal tactical direction.
Maintain timely and accurate account documentation in Salesforce and to the management.
Understand market dynamics and needs. Work with Marketing to brainstorm lead generation campaigns, support lead generation campaigns and generate relevant marketing plans for developing the region.
Manage and sell through specific partner organizations to end users in coordination with partner sales resources.
At least a Bachelor’s degree. Master’s degree is preferred.
Executive level presentation and excellent communication skills.
Ability to execute high level technical discussion and demo of the solution.
Willingness to travel extensively (at least 50%).
JOB ID: 1193
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