Partner Development Manager / Director (Microsoft Solutions)


Key Accountabilities

  • Develop the partner strategy for Hong Kong and Greater China assist in on-boarding of new partners and strengthening of existing partnerships (e.g. Microsoft)
  • Lead the development of regional growth strategy in partnership with the VP of Sales; Operation Director and General Manager
  • Responsible for developing joint value propositions and go-to-market plans/offerings with strategic named partners to secure long term investment, maximising the opportunities for partners
  • Managing and developing tier 1 partners development of long term relationships with a selected strategic named partner community, with the primary goal of expanding the sales engagement and co-selling activities, increasing lead/opportunity generation and top of funnel activities, develop opportunities to sell Rackspace products through indirect sales channels
  • Manage the strategic engagement with the partner community; ensuring a day-to-day engagement to build long-term joint value propositions and agree, where applicable, joint marketing investment to drive these propositions into the market.
  • Establish productive, professional relationships with key partner personnel and provide a level of conflict resolution skills between external partners and internal business parties.
  • In co-operation with the sales teams, create and implement partner development strategies that succeeds in exploiting the full business potential of the partner’s client and prospect base, through account mapping and reviewing of shared pipeline
  • Become a channel subject market expert with high awareness and knowledge of the managed multi-cloud, Managed Security, and Enterprise Applications Services markets, industries and have the capability to enable/train sales on partner joint value proposition.
  • Provide regular updates (monthly, quarterly, annually) back to the business of performance against financial targets and actions in progress concerning those results these include: -
    • Pipeline management across Tier 1 Partners
    • Working with Partner Marketing and Service Delivery to ensure creation, execution of partner results
    • Tracking the deals with partners and communicating back to the partner of deals status
    • Working with Marketing to ensure win wires and success stories are created
    • Establish effective communication channels with other teams and managers
    • Act as a collaborative partner with other functional leaders to achieve regional growth targets

 

PERSON SPECIFICATION:

  • Proven direct sales, partner management and sales management experienced required
  • 8+ years sales management including territory and pipeline management
  • Proven commercial sales management experienced preferred within the IT/ Technology arena (e.g. IT/ software services, web/ application/ platform hosting, managed services, datacentre, SAAS, Cloud computing, Co-location, ISP)
  • Experience in building partnerships and alliances in technology sector
  • The ability to work effectively with people in a high-growth, fast-paced environment and drive results monthly
  • A passion for customer service with contagious enthusiasm and energy.
  • Superior professional presence and business acumen.

 

If you are interested in finding out more about this career opportunity, please email your resume to Cani Fan, enquiries@ charterhouse.com.hk  Tel: (852) 3151 1300 Web: www.charterhouse.com.hk

 

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