Channel Development Manager

exclusivenetworks; Kuala Lumpur; On-site; MYR 90,000 - 150,000; Full time

Job summary

Exclusive Networks, a global cybersecurity go-to-market specialist, is seeking a Product Manager in Kuala Lumpur. You will be responsible for achieving the product's revenue and gross profit objectives and for solutioning selling of the assigned product(s) while coordinating with vendors, partners, and the sales team.

In this role you will define sales strategy, plan and manage the product portfolio, drive GTM initiatives, and oversee pricing strategy.

Qualifications

• Sales track record in an IT sales organization.
• Experience building GTM and enabling products; achieving financial objectives.
• Strong relationships with end users, IT partners.
• Ability to maintain executive-level relationships with customers, partners, vendors and internal teams.
• Vendor management skills including QBRs and GTM plans.
• Ability to negotiate large, complex deals.
• Strong presentation skills for customer/partner events.
• Understanding of product trends and competitors.

Responsibilities

• Define sales strategy and manage the assigned products and solutions.
• Lead business planning, interact with vendors and partners.
• Drive sales engagement in large strategic and commercial deals.
• Oversee go-to-market and pricing strategy for the products.
• Coordinate with RFP/RFI, tenders, contracts and quotations.
• Analyze market trends, pricing, and opportunities.
• Develop and enable partners and future pipeline.
• Oversee end-to-end product responsibilities including pre/post sales.

Skills

Sales experience

GTM planning

Vendor management

Executive relationships

Pricing strategy

RFP/RFI/Tenders

Negotiation

Presentation skills

Market trends knowledge

Customer/partner engagement

Job description

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 | About you

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. Please click here to review our Diversity and Inclusion Policy for further information.

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Our people make all the difference in our success.