Regional Channel Partner Lead – Infrastructure Solutions

Vertiv Co

Jakarta Pusat

On-site

IDR 450,000,000 - 750,000,000

Full time

14 days+

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Job summary

Vertiv Co in Indonesia seeks a Partner Manager to drive sales growth through managed reseller and distributor partners across the region, focusing on mission-critical infrastructure solutions from Vertiv’s Rack and Edge product lines.

You will recruit, onboard and enable channel partners, manage joint business plans, run quarterly reviews, support marketing and product launches, and ensure accurate pipeline forecasting using CRM and PowerBI.

Qualifications

Bachelor’s degree in an applicable technology or business field, with demonstrated business aptitude.
Excellent people management and relationship building skills.
Excellent presentation and verbal / written communication skills, delivered in person and via virtual settings.
Exceptionally strong channel development and management experience of at least 5+ years in similar or related positions with strong understanding of regional resellers and partners in the region.
Outstanding, demonstratable track record in achieving sales targets.
International English at advanced level.
Significant experience managing sales, or multiple component products / programs.
Experience in use of PowerBI reports to impart customer insight and facilitate internal reporting requirements.
Familiarity with sales channels including IT Distribution, Electrical Distribution, Value Added Resellers, System Integrators, and Electrical & Mechanical Contractors is essential.
Familiarity with technology verticals including IT cloud services, communication / telecom, collocation and enterprise is highly preferred.
Familiarity with server OEM & ODM market leaders, their technologies, capabilities, go-to-market routes, and strategies is highly preferred.

Responsibilities

Create and manage agreed partner business (growth) plans. Setting targets for Partner Incentive Agreements and working to achieve / exceed agreed sales targets and KPI commitments.
Identify, recruit, onboard and progress partners through the Vertiv Partner Program.
On site cadence to develop the technical competency of each partner and support sales enablement, whilst utilizing resources including Application Engineering, Marketing and Sales Support.
Along with other joint resources, roll out promotional activity, product launches and plan partner events, such as technology workshops and seminars.
Monthly and Quarterly business reviews with stakeholders.
Perform site surveys to scope and qualify customer technical and commercial requirements.
Selecting product mixes, developing solutions and managing quotations.
Facilitating bid management, through Vertiv’s Quote to Order process: Provide effective qualification of opportunities, use of Vertiv’s configuration / quote tools, and work to manage customer expectations through Vertiv’s Application Engineering team to provide technically and commercially comprehensive bids.
Extensive and professional use of CRM tools. Supporting Vertiv’s management standards ensuring high quality, accurate input to pipeline management and forecasting.
Manage all additional account management functions such as operations, stock control and contact management.
Support demonstrations, planning and accompanying partners / end users both domestically and internationally.
Channel conflict management.
Deal registration and Special Price Request (SPR) management.
Lead and coordinate marketing plans, promotions and product launches, along with channel field marketing functions.
Champion Vertiv tools and programs such as the Vertiv Partner Program, Partner Portal and Vertiv Solution Designer.
Identify, develop and maintain relationships with Vertiv funded heads in the reseller network.