Regional Director of Sales and Partnerships

**Responsibilities**

**Strategic Leadership**:

- Collaborate with the regional leadership to craft and implement a comprehensive sales and partner strategy tailored to the APAC market.
- Set ambitious targets and develop actionable plans to increase market share and achieve revenue goals.
- Ensure that SHI's key investment areas and areas of competitive advantage are at the forefront of key Go-to-Market messaging, from a marketing and sales engagement perspective.
- Act as a local brand ambassador for SHI in the APAC region, building the overall visibility and quality of messaging to customers and partners.

**Team Development**:

- Recruit, mentor, and develop a high-performing sales and partner management team.
- Provide ongoing coaching and professional development to enhance team capabilities and foster a culture of excellence.
- Identify areas for operational improvement in the sales and partnership processes and engagement model to deliver productivity improvements.

**Sales Strategy Execution**:

- Lead the sales team in executing a solution-selling approach that emphasizes SHI’s value propositions.
- Work closely with sales managers and their teams to target new accounts, increase wallet share, and convert leads into long-term customers.
- Ensure the right training and development is delivered and successfully utilized to ensure all staff members are capable of delivering key messaging to both customers and partners.

**Partner Alliance Management**:

- Establish and nurture strategic partnerships with selected key vendors and partners to align business strategies and drive joint initiatives.
- Ensure that operational processes and associated tools deliver operational excellence and high customer satisfaction across all partnerships, irrespective of size.
- Act as an ambassador and point of escalation for partner-related matters, ensuring alignment and effective collaboration.
- Align with SHI PPSS organization, where relevant and possible to adopt similar practices, processes, and tools to support the reporting and performance of partner relationships.
- Ensure that the teams stay up to date with key new market trends and associated new technology partnerships.

**Performance Management**:

- Monitor and exceed monthly and quarterly sales metrics, including certifications, customer engagements, and technology standards.
- Conduct regular performance reviews and 1-2-1 meetings to set objectives, address challenges, and identify development needs.
- Ensure the global standards and tools SHI are investing in globally are being effectively implemented and utilized in the APAC region.

**Market Analysis and Planning**:

- Analyze industry trends and whitespace data to identify growth opportunities and refine sales strategies.
- Develop and own go-to-market strategies, outlining target customer segments, product offerings, and promotional activities.
- Identify specific measurable areas for market growth, either based on territory, customer segmentation or specific technology focus areas.

**Relationship Building**:

- Build and maintain strong relationships with senior IT and business executives to ensure customer satisfaction and long-term partnership.
- Replicate these same principles across key strategic partnerships.
- Lead business reviews and strategic planning sessions with partners and key accounts.

**Financial Management**:

- Optimize partner programs, manage financial incentives, and strategize around re-investing funding to maximize profitability and drive growth.Meet assigned targets for profitable sales volume, market development funds (MDF), and strategic KPIs.

**Qualifications**
- A minimum of 5 years of enterprise sales experience and 5 years in a sales management role, with proven success in achieving sales targets.
- A minimum of 5 years of Director experience in IT Channel sales.
- Demonstrable track record in partner/alliance management and building strategic relationships.University Degree or equivalent experience in an accredited university.

**Required Skills**:

- Strong experience in defining and executing sales strategies within the IT industry.
- Established reputation within the IT industry as a forward-looking leader
- Excellent leadership and team development skills, with a proven ability to motivate and inspire high-performing teams.
- Superior communication and relationship-building skills, capable of engaging with senior executives and partners.

**Additional Information**
- This role requires flexibility in working hours to accommodate international collaboration and occasional travel to SHI office locations as needed.