Channel Development Manager

Exclusive Networks Malaysia Sdn Bhd; Kuala Lumpur; On-site; MYR 120,000 - 180,000; Full time

Job summary

Exclusive Networks is hiring a Channel Development Manager in Kuala Lumpur to drive revenue and gross profit for the assigned product portfolio. You will define sales strategies, work with vendors on GTM plans, and enable partners for large deals while coordinating with internal teams on pricing and contracts.

You should bring a proven IT sales track record, strong vendor management skills, and the ability to build executive relationships with customers and partners.

Qualifications

• Proven sales success in IT industry with strong revenue impact.
• Experience building GTM and enabling product sales objectives.
• Proven ability to manage executive relationships with customers and partners.
• Demonstrated vendor management and QBR experience.
• Skilled negotiator able to close large, complex deals.
• Strong presentation skills for events and customer sessions.
• Deep understanding of product trends, challenges and evolution.
• Solid grasp of key competitors in the market.
• Ability to align vendors, partners and internal teams around strategy.

Responsibilities

• Define sales strategy and manage assigned products and solutions to hit revenue goals.
• Lead go-to-market planning and pricing strategy for the products.
• Collaborate with vendors to develop and execute business plans and enablement for partners.
• Drive engagement with partners in large strategic deals and routine opportunities.
• Coordinate RFPs, RFIs, tenders and contracts across departments.
• Analyze market trends, pricing, portfolio priority and KPI tracking.
• Develop and enable partner development, and anticipate future partner types.
• Oversee end-to-end product lifecycle and sales motions.

Skills

Sales track records

GTM planning

Financial objectives

Executive relationships

Vendor management

Negotiation

Presentation skills

Product trends knowledge

Competitive awareness

Job description

Channel Development Manager Kuala Lumpur Full time EXCLUSIVE NETWORKS

Introduction Exclusive Networks is the global cybersecurity go-to-market specialist that provides partners and end-customers with a wide range of services and product portfolios. With offices in over 45 countries and the ability to serve customers in over 170 countries, we combine deep local expertise with the scale and delivery of a single global organization. Our best-in-class vendor portfolio is carefully curated with all leading industry players. Our services range from managed security to specialist technical accreditation and training and capitalize on rapidly evolving technologies and changing business models. For more information visit www.exclusive-networks.com. At Exclusive Networks, we are passionate about making a difference. That means delivering the best to our ecosystem, shaping a prosperous and trusted digital world, and helping our people to realize their full potential.

DUTIES AND RESPONSIBILITIES

About the role The Product Manager will be responsible for achieving the given product’s revenue and gross profit objectives. You will be responsible for solutioning selling of the assigned product(s). You will collaborate with the vendors to plan, develop and execute solid business plan which covers customers, partners, sales enablement for partners, competitive selling, managing large and complex deals; and helping grow the business portfolio of products. This role will report to Business Manager or HOD equivalent. As the Product Manager, you will: Define sales strategy, plan, develop, and manage the assigned products and solutions This strategy is aligned to the development and sales plan for respective vendors. Lead and drive business planning process and business review, ensure close interaction and collaboration with vendors and partners. Drive sales engagement partners in both large strategic deals as well as commercial business. Be responsible for the overall go to market and sales solution cum pricing strategy for the assigned product(s). Cohesively work with departments involved for RFP, RFI, tenders, contracts and quotations. Sharp business acumen to plan and manage the full spectrum of business framework of understanding market trends, designing pricing strategy, portfolio prioritization to tracking KPI and sizing opportunities. Responsible for partner development & enablement, as well as anticipate new types of partners required to build future pipeline. Accountable for the full spectrum (end-to-end) of the assigned product not just limited to business matters; and including overseeing pre and post sales movements.

QUALIFICATIONS AND EXPERIENCE

• The ideal Product Manager: Sales track records in an IT sales organization
• Experience in building the business on the product(s) assigned – GTM, financial objectives, product(s) enablement; amongst
• Strong relationships with end user customers and IT partners
• Demonstrated ability to build and maintain executive level relationships at customers, partners, vendors and internal teams
• Demonstrated ability in vendor management skills – QBR session, GTM plans, business quotas; amongst
• Ability to negotiate large and complex deals
• Good presentation skills for customer/partner events, sales presentations and enablement sessions
• In depth understanding of the assigned product(s) trends, challenges and evolutions
• Solid understanding and grasp of key existing competitors

WHO ARE EXCLUSIVE NETWORKS? | Why work for us

We are people focused and strongly believe that talent empowers us to continue our dynasty of disruption and growth in the future. Our Mission is to drive the transition to a totally trusted digital world for all people and organizations. Visit our website www.exclusive-networks.com. We are proud to be an Equal Opportunity Employer. We are committed to the recruitment and hiring of individuals from diverse backgrounds and experiences, as we believe this strengthens our ability to develop superior solutions, make informed decisions, and better serve our valued customers. We do not discriminate against individuals on the basis of race, religion, color, national origin, gender, sexual orientation, disability status, or any similar characteristic. Employment decisions are made solely on the basis of qualifications, merit, and business need. Our people make all the difference in our success. We are unique!