Associate Director, Business Development
3 days ago
**Overview
The Associate Director, Business Development (Telco API) shall drive the Partner and Channel Sales and represents Bridge Mobile Pte Ltd in the entire range of Bridge products and services to assigned partners, though may focus on a specific solution or product set (such as Bridge’s CPaaS Platform). He/She will win, maintain and expand relationships with Bridge Member Operators (BMOs) and is responsible for achieving indirect sales targets, partner readiness and partner recruitment objectives.
The role carries a partner sales quota and requires working closely with our BMOs to drive, develop and accelerate opportunities.
**Job Description
The Associate Director, Business Development (Telco API) shall be responsible for the followings:
- Establishes productive, professional relationships with key personnel in assigned partner accounts.
- Closely coordinates company executive involvement with partner and end customer as appropriate.
- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones.
- Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
- Assists partners in their customer engagements to help position, promote and sell Bridge’s Telco API Platform (e.g. CPaaS Platform).
- Sells through partner organizations to end users in coordination with partner sales resources.
- Jointly sell with partner organizations in early Go-To-Market phase or for complex deals.
- Achieves assigned sales quota (Indirect / Partner Sourced Sales) in the territory. Achieves intermediate metrics for partner-driven sales activity, client meetings, and opportunities.
- Develops and executes partner account plans that meet company standards.
- Monitors performance of partners and coaches them to higher levels of success.
- Maintains high partner satisfaction ratings that meet company standards.
- Completes required training and development objectives within the assigned time frame.
- Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
- Leads proposal development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
- Ensures partner compliance with partner agreements.
- Drives adoption of company programs among assigned partners.
**Job Requirement**
- Bachelor's Degree in Engineering, Computer Science, or equivalent, MSc/MA is a plus.
- 6+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software / Telco API platform product company (e.g. CPaaS platform product)
- Track record of achieving targets for with partner recruitment, enablement, opportunity generation and revenue.
- Excellent knowledge and experience of the workings of reseller, systems integrator and Telecommunication ecosystem. Past relationships and network is a plus.
- Excellent verbal and written communication skills (English) and able to interact with technical and business counterparts both within and outside the company.
- Team player with positive attitude.
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**Starting salary will be commensurate with the years of work experience.
- Personal Data Protection Clause _
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