Channel Business Manager, Asia

As a Channel Business Manager at Milestone Systems, you will play a crucial role in driving sales through our channel partners, focusing predominantly on the Indonesian market. You will be responsible for the end-to-end sales process, with an emphasis on reseller enablement, strategic growth, and business development. Your portfolio will include a mix of high-performing resellers to maintain and grow, as well as underperforming resellers with significant potential.

**As the Channel Business Manager, your primary responsibilities will include**:

- **Business Development Strategy**: Craft and implement effective channel growth strategies, working closely with partners to drive mutual success.
- **Partner Enablement**:Equip channel partners with tailored training and resources, coordinating internal support to maximize their selling potential.
- **Technology Presentation**: Leverage your expertise to present Milestone’s technology solutions compellingly to partners and customers.
- **Account Planning**:Identify key focus accounts and stakeholders, developing comprehensive plans to drive engagement and sales.
- **New Partner Onboarding**: Identify and onboard new channel partners to expand Milestone’s market presence and drive additional growth.

**What You'll Be Doing**:

- Manage end-to-end sales for assigned reseller accounts, ensuring successful deal closure.
- Conduct partner account planning and prioritization, aligning with overall business strategies.
- Provide ongoing sales coaching and enablement to partners, helping them to sell the value of Milestone solutions.
- Build and maintain strong relationships with partners, conducting stakeholder analysis to identify key influencers and decision-makers.
- Follow up on sales-qualified leads, working closely with channel partners to convert opportunities into sales.
- Assist partners in diagnosing business issues, identifying needs, pains, and the cost of current operations, while establishing timeframes and budgets.
- Help partners position Milestone’s differentiating solution capabilities effectively.
- Conduct regular health checks (PPVVC) to ensure partner performance and satisfaction.
- Update and manage Salesforce (SFDC) according to business rules and requirements.
- Facilitate collaboration among technology partners, distributors, resellers, and end customers to drive solution adoption.
- Coordinate proof of concept activities with colleagues, delivering standard product demonstrations when necessary.
- Develop preliminary proposals including pricing and quotes, preparing for negotiations by strategizing on key terms and conditions.
- Support partners in presenting and reviewing final solutions, participating in negotiations to reach agreement on pricing and terms, and closing deals.
- Analyze opportunities for cross-selling and upselling within the partner ecosystem. Manage partner performance through regular business reviews (QBR).
- Bachelor's degree in Business, Marketing, Computer Science, Information Technology, Engineering, or a related field.
- Advanced degrees or relevant certifications are a plus.
- Proven experience within the surveillance or related technology industry.
- Experience managing a portfolio of channel partners and driving sales through channel strategies.
- Over 5 years of experience in sales, particularly in channel sales and selling technical solutions.
- Experience in the Indonesian market is a significant advantage.
- Ability to understand and present complex technical solutions effectively. Demonstrated ability to understand and drive sales strategies, with a proactive approach to identifying and closing opportunities.

**How To Join Us