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Business Development Manager - Channels/ Partner/ Direct

  • Job type: Permanent
  • Job reference: : 91611
  • Location: Singapore
  • Sector: SMART Grid, Utilities
  • Salary: commissions and benefits
  • Date posted: 29/03/2017
This vacancy has now expired.
My client is seeking an experienced, highly entrepreneurial Channel Sales to help build a world-class channel program in APAC. In this role, you will be responsible for identifying, maintaining, and growing strong channel partnerships across our different business units, including Smart Grids, Smart Cities, and Internet of Things. The role involves defining and implementing processes to support indirect channels, an outbound pipeline and channel sales management approach, and leading campaigns and activities to drive sales and market adoption for each vertical market segment. These activities will include identifying and creating relationships with new strategic partners, working closely with both existing channels and SSN direct sales teams to meet sales targets, and defining channel pricing and promotional programs. The ideal candidate would have experience creating an indirect channels sales program from scratch, managing a diverse set of global indirect sales partnerships, and a familiarity with channel partners in one of our existing businesses (e.g., lighting reseller and distributors, IoT component providers, etc.), and a passion for IOT and new communications technologies.

What will you be responsible for, exactly?
Identify, qualify, and sign up key worldwide go-to-market partners
Manage existing relationships and drive revenue growth
Maintain quarterly business plans for top partner accounts
Create channel business models and pricing structures
Develop and oversee marketing and incentive programs to drive sales
Coordinate sales and technical training for partners
Facilitate communications between partner and SSN sales leads
Refine communication and collaboration processes with channel partners, including forecasting, ordering, and account planning
Collaborate with the SSN Alliances team to support the overall growth of our channel program, development of partner facing collateral and sales tools, tracking and internal communication tools, and marketing programs
Deliver regional revenue and bookings assignments to be determined based upon and fulfilled from global partner network
Work cohesively and in a team fashion with the Sales and Delivery teams assigned to accounts

A Qualified Candidate Will Demonstrate
Proven track record of growing channel businesses to $100M+ organizations
Excellent interpersonal and facilitation skills (client-service oriented mindset)
Desire to build a world class channel program
Experience negotiating large, complicated reseller agreements
Understanding of channel program management, including international financial auditing requirements (FCPA, DPS, etc.), channel pipeline management (Salesforce or other), indirect incentive plans and achievement tracking, etc. Experience working with global channel partners and working across languages, cultures and time zones

What You've Got To Bring To The Table
Bachelor's degree preferably in Business or Engineering disciplines; Master of Business Administration a plus
5+ years experiences in channel management, channel sales, or sales operations
Willingness to travel (~25%)
Conceptual knowledge of:
RF/Wireless networking - WiFi, Muni-WiFi, WiMAX, Zigbee, LoRa, etc
Network Management Systems
Smart grid, smart street lighting or smart city solutions
Emerging IoT businesses
Required Skills
Required Experience

For more information about this role please contact our Singapore office

Spencer Ogden Energy Pte Ltd
Agency License Number: 13C6321