Apj Channel Leader

6 days ago

Singapore SUSE Full time

APJ Channel Leader

**_
Responsibilities: _**
- Leads deal teams and represents company to the customer for deals up to more than $500m TCV
- Assembles all required resources/skills to develop proposal, and pursue and win large international Outsourcing Services deals (PDs more than ELs).
- Assists in opportunity qualification and risk assessment.
- Validates/endorses the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.
- Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
- Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
- Leads negotiations for large complex global deals.
- Proactively manages all resource requirements throughout deal pursuit.
- Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, and technology and process adoption.

**_ Education and Experience Required: _**
- Typically 10+ years in complex IT service business environment.
- MBA preferred.
- Demonstrate broad knowledge of corporate policies, products, markets and processes, and an understanding of business management principles and practices.
- Demonstrate mastery to state-of-the-art technical, functional or business knowledge.
- Demonstrate managerial and planning skills.
- Managed successfully at least 3-5 large regional or global managed services or M&A deals.

**_ Knowledge and Skills: _**
- Unique and comprehensive industry knowledge in multiple key industry IT domains both internal and external to the company.
- Capable of working with client to develop their high-level IT strategy and roadmap.
- Capable of entering into a dialogue about value exchange for pricing innovation or where the company is not the low-cost provider.
- Proactively creates small but significant consulting assignments that shape RFP's before they are issued reducing risk for clients and increasing probability of success for company.
- In-depth knowledge about the customer's business, strategy and challenges.
- Knows the company's entire portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
- Builds and maintains the C&I portfolio of business and tracks of value exchange.
- Considered the industry thought leader that directs industry trends and sets industry standards.
- Credible board level transformation advisor.
- Familiarity with program & project management methodologies.
- Leadership skills in directing pursuit and/or delivery teams with many indirect reports.
- Highly developed consultative approach, solution selling and business development skills with an ability to consult with CEO's of global companies.
- Highly developed business development, negotiation skills and ability to influence contract content.
- Acts as an executives sponsor for more than one project.

**Job**:
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