Director/senior Director

**Worker Sub-Type**:
Regular

**Be part of something special; come join the BlackBerry Channel Sales Team
Today, BlackBerry® is a transformed company. We’re no longer about the smartphone, but the smart in the phone and in cars and containers, medical devices and wearables, consumer appliances, industrial machinery, and ultimately the entire Internet of Things (IoT). What we once did for smartphones is what we’re now doing for IoT - envisioning, enabling and securing new forms of communication that are connecting the business world in extraordinary new ways. We have the most complete and advanced end-to-end solutions to enable IoT, and our ideas lead the way in the hottest markets like cybersecurity, SaaS, neural networks and autonomous vehicles.

**Are you the person we are looking for?**

As the leader of the APAC Sales Channels, you will lead a group of channel sales professionals responsible for indirect go to market strategy (resale) and revenue globally across the geographic APAC region.

This role will have a team of PMs (Partner Managers) focused on execution of partner strategy & program with emphasis on recruiting, enabling, building demand pipeline and driving partner sales revenue with partner led deals for new sales growth. This leader will instil strong selling values and align their activities and team activities around driving partner behaviors that alight with BlackBerry success metrics such as revenue growth, partner deal registration, and net new product sales. They are expected to work cross functionally and collaborate with all departments to build /develop a fully integrated & revenue contributing channel partner ecosystem.

**What you’ll be doing at BlackBerry?**
- Lead and manage an assigned channel team including resource hiring, mentorship and performance management
- Develop and execute our Channel Sales Strategy by establishing the selling and coverage model for Partner Managers (PM) across regional territory, national scope, verticals and routes to market.
- Work to drive consistent & successful channel marketing lead demand activities on the partner management team to drive strong pipeline of partner generated deals.
- Drive strong contributing partner ecosystem via analysis & review to make sure we have the right partners, in the right location for coverage & growth, and develop plan for recruitment if we need different partners to hit growth numbers.
- Partner with cross functional teams to help establish uniform compensation, training and channel sales incentive programs.
- Work closely with stakeholders to develop, establish strong channel and distribution strategies, programs, and best practices for enabling, building pipeline and closing deals via partners.
- Maintain key partner relationships and develop and implement strategies for expanding the company’s customer base.
- Manage overall channel sales process, set appropriate metrics for channel sales funnel management (develop & build channel pipeline to opportunity close).
- Develop pricing policies, including volume discounts and terms and conditions for high profile customers and channel partners.
- Knowledge of cybersecurity partner ecosystem.
- Excellent qualifying and closing skills.
- Be a key source of insight into competitive and partner landscape/strategy/news
- Work with partner programs, product, engineering and marketing teams to translate business goals into a GTM plan with the partner ecosystem.
- Drive strong partner loyalty by focusing on partner value proposition, improved partner profitability and overall partner experience.

**What we are looking for from you?**
- Minimum 7 to 10+ years of enterprise software executive channel sales experience; particularly experience selling cybersecurity products is highly desirable.
- Business related BS degree or MBA
- The ability to plan and manage at both the strategic and operational levels.
- Established contacts and relationships with potential customers and channel partners.
- Outstanding consultative channel selling abilities and excellent interpersonal skills with executive level customers and partners.
- Current experience leading channel sales strategies to further penetrate and grow existing customer bases.
- Provide a consultative sales approach through an extended sales cycle to consistently meet or exceed quota.
- Proficient in spoken & written English language is required. Additional Asian language will be an added advantage but not a must.

LI-JC1

**Scheduled Weekly Hours**:
40