Channel Partner Manager

Overview:
**_ Mission_**:
Manage the overall achievement of indirect channel across the region by developing appropriate account management and strategic alliances/partnerships, ensuring achievement of revenue and margins objectives and managing dotted line channel sales representatives.

**Responsibilities**:

- Strategic development (10%)
- Formalizes & nurtures clear routes-to-market with the Regional Director - developing, maintaining & monitoring a network of distributors, co-operation partners & representatives, and recommending adjustments to 3rd Party sales/marketing strategies and action plans as necessary, - CHPM to be consulted
- Works closely with Business Development Managers to collect market intelligence in the sub-regions by interfacing with customers and industry organizations in order to provide direction to the Channel Partners, - CHPM to be consulted
- Provides support to Channel Partners in consultation with the ChP strategy marketing manager to segment the market, target customers, package solutions to increase our market share; (Joint business pl
- Program implementation & management (70%)
- Insures Channel Partner and potential ChP strategy execution in the region
- Is accountable for the performance of Channel Partners in the assigned geographic area, in terms of revenue, bookings, margin and partner and customer attrition,
- Ensures correct execution of Channel Partner Policy and owns Channel Partner Program regionally and validate its effectiveness,
- Identifies and selects target Partners, negotiates and approves Partners agreements in close collaboration with the Legal department, and according to the Channel Partner Policy in approval with Regional director, BDM, ChP strategy marketing manager
- Organize and coordinate onboarding program for new and existing Channel partner
- Work closely with Sales and facilitate the development of Joint Business Plan with each Channel Partner and monitor its implementation,
- Maintains a regular schedule of field visits in each market to visit partners and local key accounts
- Track daily, weekly, monthly, annual activities and performance for Channel Partners, coaches them on how to effectively grow account base and recruit new Sales resources
- Provides timely feedback to the Channel Partners about their performance by market segment & business lines, ensuring that each market’s monthly sales goals are achieved,
- Works with each Channel Partners to gain a thorough understanding of best practices, obstacles, and needs, ensuring that the Channel Partner Program is competitive and successful in the marketplace,
- Provides input to company on the current and future development of tools that promote and drive sales, as well as, participate on projects and initiatives to address specific operational, financial, legal, and support issues impacting Channel Partners sales;
- Organizes training, enablement and certification programs tailored to local markets,
- Defines and assists in the development of required support materials for the program,
- Works closely with Marketing to develop localized demand generation campaigns,
- Work with Marketing Manager to measure and report success of program including KPI’s on deal registrations and deal conversion rates;
- Community of Practice (20%)
- Be a part of the Channel Partner Managers and Marketing Manager Community of Practice to ensure alignment of program, progress and development of Channel Partners
- Links Strategic Business objectives to Channel Partner objectives, provides consistent & constructive feedback for the purpose of program enhancement, assesses common training needs, shaping training & development needs to suit each Channel Partner

Qualifications:

- Relationships with others
- Reports to the Regional Director and manages all Channel Partners in the region or sub-region,
- Works closely with Marketing Manager Channel Strategy
- Interacts on ongoing business with Sales and Marketing teams in the region as well as with Service centers managers as needed,
- Liaises with the Finance and Legal departments to exchange information and explain any discrepancy.
- Customer orientation
- Develops and maintains strong partnerships with the Channel Partners to ensure full customer satisfaction and expansion of TDW market share,
- Ensures high level of proactivity from the Channel Partners to find new opportunities and expand market share.

Education Requirement:

- Knowledge, skills & abilities required
- Bachelor degree with at 8 years of related sales and sales management experience, including experience with indirect channel sales.
- Proven ability to forge and manage business development relationships,
- Excellent communication, presentation, and interpersonal skills,
- Proven ability to implement action plans and meet goals
- Strong analytical skills,
- Ability to influence people and businesses without direct authority
- Willing to travel extensively,
- Fluent in oral and written Chines