Channel Sales Manager

exclusivenetworks; Malaysia; On-site; MYR 120,000 - 180,000; Full time

Job summary

Exclusive Networks in Malaysia is seeking a Channel Sales Manager to drive end-to-end partner programs and achieve sales targets. You will define GTM strategies, enable partners, design quarterly programs, and collaborate with marketing, services, and operations to boost bookings and margins.

Reporting to Head of Channel Sales, you will plan quarterly events, secure partner participation, and manage end-to-end partner operations while tracking performance and driving new and renewal business.

Qualifications

• Minimum 3 years experience and demonstrated success in the IT Industry.
• Strong preference in a sales and/or Business Development role.
• Possessing marketing and program experience will be an advantage.
• Working experience in distribution under Channel Management role.

Responsibilities

• Define, develop and managing the overall market GTM strategy based on assigned focused partners - including enablement, programs and offers, marketing and demand generation with support from the various functional stakeholders for eg. Marketing, Services, Operations etc.
• Plan quarterly enablement networking event and ensure required number of attendance to win mindshare and loyalty from partners.
• Plan, execute quarter programs and offers, set targets and establish metrics, communicating and ensuring successful program awareness and adoption through qualified leads, number so transactions, closing the sales and quarterly or half yearly business update/review with key partners.
• Ensure that the end-to-end operations process is smooth for partners and aligned with internal guidelines.
• Working proactively to ensure programs are operationally ready, presented to all key stakeholders for buy in and ready to be executed early within the quarter to achieve quarterly results.
• Drive healthy pipelines to include new and renewal business.
• Track and report performance of channels results, bookings, program initiatives and provide enhancement recommendations to adjust course on programs / initiatives as required.
• Actively engage vendor(s) together with product and marketing team to design relevant and effective programs, initiatives, training and/or enablement requirements for partners.
• Be the focus point for potential partners. Carry out quarterly planning sessions - deciding on focused accounts, meetings and vendor introductions as well as any planning around possible marketing activities and campaigns.

Skills

Channel Sales

Business Development

Marketing Programs

Channel Management

Partnerships

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 Channel Sales Manager will be in charged of driving end to end process for achieving sales targets with Channel Partners. The growth from this channel segment will be delivered through three main types of activities:

1. business enablement to help partners grow and expand by cross and up selling
2. plan, design and execute quarterly programs and promote adoption and success
3. marketing and demand generation to increase sales opportunities and strengthen the Partner relationship

The role will be measured based on successful execution of activities and initiatives resulting in increased bookings, gross margin and transactions from Channel.

This role will report to Head Of Channel Sales or HOD equivalent.

As the Channel Sales Manager, you will:

The Channel Account Manager is primarily responsible for assigned focused partners strategy, planning, development, implementation, operationalization and execution of GTM actions Partners.

• Define, develop and managing the overall market GTM strategy based on assigned focused partners - including enablement, programs and offers, marketing and demand generation with support from the various functional stakeholders for eg. Marketing, Services, Operations etc.
• Plan quarterly enablement networking event and ensure required number of attendance (new and repeated) to win mindshare and loyalty from partners.
• Plan, execute quarter programs and offers, set targets and establish metrics, communicating and ensuring successful program awareness and adoption through qualified leads, number so transactions, closing the sales and quarterly or half yearly business update/review with key partners.
• Ensure that the end-to-end operations process is smooth for partners and aligned with internal guidelines.
• Working proactively to ensure programs are operationally ready, presented to all key stakeholders for buy in and ready to be executed early within the quarter to achieve quarterly results.
• Drive healthy pipelines to include new and renewal business.
• Track and report performance of channels results, bookings, program initiatives and provide enhancement recommendations to adjust course on programs / initiatives as required.
• Actively engage vendor(s) together with product and marketing team to design relevant and effective programs, initiatives, training and/or enablement requirements for partners.
• Be the focus point for potential partners. Carry out quarterly planning sessions - deciding on focused accounts, meetings and vendor introductions as well as any planning around possible marketing activities and campaigns.

QUALIFICATIONS AND EXPERIENCE | About you

The ideal Channel Sales Manager

Minimum 3 years experience and demonstrated success in the IT Industry

Strong preference in a sales and/or Business Development role

Possessing marketing and program experience will be an advantage

Working experience in distribution under Channel Management role

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.