Partner Sales - China

The main purpose of the job is to establish, build and manage partnerships with Named Resell Partners, support them in sales process, and introduce optimum sales methodology. These resellers will be relied on to achieve your quota in the focused market of large enterprise segment across China

- Recruit competent partners that have a focus in selling licensed software.
- Work with Partner Manager to enable the partners for Lead Generation, Selling and Implementation.
- Establish and perform targeted lead generation marketing events with named partners
- Work with assigned BDR to set strategy and execute on that strategy for creating leads with Named Partners
- Assist Named Partners, where needed, in the sales cycles to end user clients, utilizing the Partner Presales Engineer
- Implement/introduce Client’s sales methodology to named partners.
- Manage Partner pipeline and forecasts in salesforce.com and submit forecast weekly to management, ensuring to maintain forecast accuracy monthly
- Present at external marketing events.
- Achieve or exceed quota and accurately forecast quarterly

KEY CHALLENGES IN THIS ROLE

- To bring on the right partners and focusing on top level partners, getting their mindshare and getting them productive asap.

- Bachelor equivalent mandatory
- Master equivalent preferable
- MBA advantageous Languages
- Business level proficiency in English mandatory and Mandarin.
- Other language skills are of advantage, i.e. Cantonese

COMPETENCIES & SKILLS

- Excellent communication skills
- Strong knowledge about IT industry structure in China
- Strong track record of sales achievement in the last 7 years
- Understanding customers’ business problems
- Presentation skills
- Understanding information management including database
- Experience in indirect selling through partners
- Experience in generation of structured proposals
- Experience (technical, commercial, industry / product / functional expertise, etc.)
- Min 8+ years experience in selling licensed software products to enterpris.
- Strong record of achieving revenue quota of at least $ 2 Million working with reseller.
- Contacts within resellers focused on Data Management, BI or Vertical solution.
- Experience managing complex sales, with CCS (Customer Concentric Selling), in matrixed organisation.
- Knowledge in creating proposals with an understanding of revenue recognition and royalty structure.
- Experience in working with partners from recruitment to enablement to lead generation to closure of deal.
- Understanding of value of information to businesses and ability to elaborate
- Must have excellent communication, PowerPoint and presentation skills
- Must be self starter and able to work independently within a matrixed organisation ·
- Mobility – willing to make business trips to regions