Dell Account Exec 4, Channel Sales in Singapore

Account Exec 4, Channel Sales

Job ID R08270

Date posted 10/10/2017

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  • Responsible for the performance management of APJ channel resources

  • Manage the APJ Channel GTM sales processes, programs and APJ based resources to drive incremental and influence business across the APJ region.

  • Align the overall channel business with theater go to market strategy to drive the growth portfolio solutions, including ASOC, GRC and Identity.

  • Deliver a plan that defines annual business objectives, milestones, measurements, and required activities and resources by setting and clearly articulating the objectives and priorities.

  • Drive the Partner First program with the emphasis on working with the key APJ and Corporate stakeholders to identify and enable the key GTM Strategic partners and alliances in the theatre

  • Drive MOR and SFDC discipline across the theatre in conjunction with the business unit leads and other key stakeholders

  • Monitor regional, district and individual performance versus plan on an on-going basis, driving individuals to exceed overall booking plan and position value based offerings.

  • Set the theatre talent agenda with a focus on attracting, developing, motivating and retaining a high performing talent, and succession planning across theatre.

  • Maintain operational excellence by having a thorough understanding of the business, accurately presenting the quarterly forecast back to key stakeholders, managing escalations and communicating information to team and stakeholders.

  • Work with Sales Operations, Legal, Marketing, and other functional groups as necessary to optimize company resources to achieve goals.

  • Own the APJ delivery of Global partner initiatives as required, such as Partner First, SecurWorld and any other programs.

  • As appropriate, work with EMC area and district sales leaders to initiate and develop regional GTM account plans that anticipate current and future market requirements.

  • Engage with C Level executives from our partners to enhance customer and partner relationships and sales performance.

  • Work with APJ Business Unit Leaders to establish and maintain contact with key SI partners and channel partners at a theatre, regional and district level, to improve RSA’s strategic relevance and quality of engagement.

  • Represent RSA at appropriate forums, summits and tradeshows, including speaking engagements.

Experience / Key Skills required:

  • Enterprise Software sales leadership at second line sales management, with multimillion $ targets.

  • Experience of running a large channel business

  • Demonstrable history of consistent sales over achievement.

  • Proven approach to developing and maintaining strategic partner relationship, demonstrated by track record of value add business.

  • Operational excellence in process, systems, pipeline and forecast management.

  • Demonstrable success in building and retaining high caliber talent for a rapid growing market.

  • Capability to leverage relationships and knowledge of the market to influence and drive the growth portfolio

  • Highly motivated professional with excellent communication and interpersonal skills.

  • Demonstrable thought leadership and can interchange between transactional and transformation as required.

  • Must be mobile and willing to travel throughout the theatre.

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