APJ & China Channel Growth Manager

Solarwind Pte Ltd; Singapore; In loco; SGD 120.000 - 180.000; Tempo pieno

Descrizione del lavoro

SolarWinds in Singapore seeks a dynamic Channel Account Manager to drive growth through our channel partner network in APJ and China. You will build strong relationships with distributors, resellers, SI's and MSPs, educate them on our solutions, and support their sales activities to accelerate regional revenue.

The ideal candidate has a proven track record in channel management within IT, deep understanding of observability and infrastructure software, excellent negotiation and communication

Competenze

• Bachelor’s degree and proven experience as a Channel Manager or similar role within the IT industry, minimum 10 years in APJ region, preferably China Business.
• Strong understanding of IT management software solutions, particularly in Observability and management, infrastructure
• Excellent communication, negotiation, and relationship-building skills
• Ability to articulate business solutions to channel partners effectively
• Experience working with distributors and managing order processing, including cross-border transactions
• Track record of achieving and exceeding sales targets and objectives; Used to working with OKRs, KPIs and dashboards
• Strong organizational skills and attention to detail
• Ability to work independently and as part of a team in a fast-paced matrix environment
• Willingness to travel as required to partner and customer offices within the region

Mansioni

• Build Business Plans: Collaborate with focus partners (existing and new) to develop comprehensive business plans around OKRs covering pipeline creation, revenue management, enablement & certifications, marketing activities
• Business & Technical Knowledge: Utilize economic, financial, and industry data to diagnose business strengths and weaknesses, develop strategies, and make informed decisions on how to manage and grow the SolarWinds business
• Relationship Management: Build and maintain mid-and long-term business relationships with partner managing directors, sales teams, and systems engineering personnel to drive mutual success. Being a SolarWinds evangelist in the partner community
• Distribution Management: Work closely with distributors to ensure new partner recruitment, their onboarding and activation, timely delivery of products, services, and results. Help with closing and processing orders
• Partner Recruitment: Identify, recruit, and onboard new high-potential partners to expand our channel reach and capacity
• Training & Enablement: Develop and implement partner training plans to meet certification requirements and enhance partner capabilities to sell and support SolarWinds products
• Activation & Engagement: Engage new and revitalize lower-performing partners to enhance their productivity and partner-led contribution
• Performance Monitoring: Regularly assess partner performance, provide feedback and implement improvement plans to optimize results. Conduct quarterly and ad-hoc partner business reviews to ensure alignment with objectives and identify areas for improvement
• Sales Support: Collaborate with partners on sales opportunities, offering guidance and support throughout the sales cycle.
• Internal Resource Utilization: Leverage internal resources, including marketing, channel presales, and sales teams, to achieve success and support partner business growth

Conoscenze

Channel management

Client relationship

Negotiation

Communication

Sales planning

Formazione

Bachelor's degree in IT or related field

Descrizione del lavoro

SolarWinds in Singapore seeks a dynamic Channel Account Manager to drive growth through our channel partner network in APJ and China. You will build strong relationships with distributors, resellers, SI's and MSPs, educate them on our solutions, and support their sales activities to accelerate regional revenue.

The ideal candidate has a proven track record in channel management within IT, deep understanding of observability and infrastructure software, excellent negotiation and communication