Distribution Account Manager – China & ASEAN market

SAS INSTITUTE PTE LTD; Singapore; On-site; SGD 80,000 - 120,000; Full time

Job summary

A leading software company in Singapore is seeking a Distribution Account Manager to enhance partner sales in China and ASEAN. This role involves building relationships with distributors, managing partnerships, and optimizing channel sales strategies. Ideal candidates will have a Bachelor's degree, fluency in English and Mandarin, and a proven record in achieving sales targets through partners. Competitive remuneration is offered.

Qualifications

• Experience in managing high-performing partners in China & ASEAN market.
• Proven track record of achieving sales targets through partners.
• Ability to develop joint business strategies with partners.

Responsibilities

• Analyze territory to identify partner recruitment opportunities.
• Set sales targets for partners to meet channel sales objectives.
• Work closely with distributors on sales and renewals.

Skills

Partner engagement

Sales targets achievement

Pipeline management

Relationship building

Cultural intelligence

Education

Bachelor’s degree in business or related discipline

Job description

About the job

The APJ Channels Team accelerates revenue growth through partners, contributing to the continued success of SAS. We are looking for a dynamic Distribution Account Manager to join the regional network driving our partner sales business in China & ASEAN.

In this quota-carrying, revenue-producing role, you will be responsible for fostering and managing mutually beneficial relationships with our Distributor and a defined portfolio of partners in China & ASEAN market. You will be at the forefront of expanding our market presence through effective programmatic partner management with our Distributor, managing channel partnerships, leading on partner recruitment, partner engagement, joint partner business planning, operational execution (cadence & forecasting), and enabling the partners’ sales resources and supporting their sales efforts.

As a Distribution Account Manager, you will

• Analyze assigned territory to identify coverage gaps; recruit, onboard, enable sales-driven resellers in China & ASEAN together with our Distributor based on aligned business priorities with the SAS APJ leadership team.
• Understand partners’ business model and prepare business cases to incent partner investment.
• Build strong relationships with key stakeholders from distributor and resellers ensuring significance and commitment for their partnership with SAS.
• Set sales targets and key result areas for partners appropriate to the market opportunity & business plan, ensuring coverage across partner portfolio is sufficient to meet/ exceed assigned channel sales target and objectives.
• Work closely with distributors on sales and renewals, including cadence management and operational support.
• Execute and support partner initiatives, demand generation programs, timely renewal by working with Distributor, Customer Advisory, Marketing, Customer Success and Education teams etc.
• Ensure compliance and data integrity of partner-driven opportunities and engagements.

Required Qualifications

• Hands-on experience including direct involvement in day-to-day operational tasks and tactical execution of recruiting, enabling, and managing high-performing partners (i.e. resellers/ distributors) in China & ASEAN market.
• Track record of achieving sales targets through and with partners.
• Sound knowledge of partner business models, channel sales policies and procedures. In-depth understanding of distributor operations and mechanics within China and ASEAN markets.
• Ability to develop and execute joint business strategies with partners to expand a software company’s share of wallet. Prior experience developing and operationalizing go-to-market strategies in China & ASEAN market.
• Excellent pipeline management skills; ability to lead and coach partners to develop pipeline, ensure forecast accuracy, and close deals in a timely manner.
• Experience of front-facing clients in China & ASEAN market, inspiring trust and securing buy-in with strong influencing skills and executive presence.
• Demonstrated cultural intelligence and adaptability working with both China and ASEAN stakeholders.
• Ability to travel as per business requirements
• Bachelor’s degree in business or related discipline, and/or the equivalent in training and related experience.
• English and Mandarin fluency (spoken and written communication skills) since this role would need to liaise with stakeholders in China region.
• You’re curious, passionate, authentic and accountable. These are our values and influence everything we do.