Iot Platform Channel Partner Manager
7 days ago
Our Company is in an enviable spot playing in an exploding market where technology evolves daily and acquisitions / consolidations happen left and right. We are continuing to expand our IoT connectivity offerings to secure new profitable growth for our channel partners (mainly Communications Services Providers, CSP, but also other potential Channel Partners like VAR, SI, and HCP).
Reporting to the Head of IoT Channel Sales for Asia, IoT Channel Partner Manager is responsible for driving new sales towards carefully selected partners enabling the partner to sell to enterprises based on our IoT solutions (connectivity management, eSIM, fleet/telematics, security solution, advanced analytics, etc.) and to grow the business by influencing enterprise engagements toward our solutions. Since the business of the enterprises is more and more global, supporting the cooperation with global partners or across multiple partners located in various countries becomes crucial to capture the full business potential for the partner and Aeris.
**Responsibilities and Deliverables**:
- Establish and manage relation to key APAC partners and be main point of contact for sales & commercial discussions as well as first escalation interface for service and delivery
- Lead and drive sales process
- Prepare engagement plan and manage engagement until finalized contract negotiations
- Establish a true business partnership with appropriate partners and establish a win-win culture
- Own and drive the IoT Channel Partner Plan considering commercial, technical and operational needs of the CSP defining key engagement activities to remedy gaps and drive growth.
- Business planning & follow-up with stakeholders at CSP
- Proactively identify and upsell additional services from Aeris portfolio to further drive growth for the partner and Aeris
- Review partner sales pipeline and align timing of additional Aeris services setups
- Provide business and sales support for selected enterprise deals
- Work actively to support leads brought by Aeris to the CSP and ensure timely closure of deals by the CSP
- Introduction to other CSPs to facilitate the cooperation and creation of global enterprise offerings
**Desired Experiences and Skills**
- At least 5-7 years of proven track record in relationship sales roles, commercial management, and business development at scale in Asia Pacific
- Established network of relationship at key levels in partners in APAC specialized in selling IoT solution is a plus (CSPs, HCP, SI, etc.)
- Proven experience in indirect sales & channel management methods and strategies
- Proven skills in building and maintaining customer and partner relationship - Solid understanding of critical industry pain points and key emerging technologies in IoT
- Experience in selling IoT solutions for key verticals like Industrial, Energy & Utilities, Transport and Logistic
- Domain experience from IoT Platform business and operating models with specific focus on cellular connectivity management
- Domain and sale experience on IoT security solution
- Understanding of Aeris IoT portfolio, market positioning, and competitor profiles
- Outstanding teamwork, networking and collaboration skills
**Language**:
- Fluency in written and spoken English is required.
- Fluency in another major language in the region is a plus (Chinese, Thai, etc.)
**Location**:
- Singapore (available to travel across Asia Pacific region)
- COVID-19 vaccination is required and Aeris will consider accommodations for disabilities and sincerely held religious beliefs._
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