Vice President, APJ Channel Sales

4 months ago

Singapur, Singapore Thales Full time
Location: Singapore Suntec 5 Temasek Blv, SingaporeThales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.Thales established its presence in Singapore in 1973 to support the expansion of aerospace-related activities in the Asia-Pacific region. Throughout the last four decades, the company grew from strength to strength and is today involved in the primary businesses of Aerospace (including Air Traffic Management), Defence & Security, Ground Transportation and Digital Identity & Security. Thales today employs over 2,100 people in Singapore across all its business areas.

Thales is seeking a Director, Channel Sales , or APJ Channel Lead. The Director, Channel Sales will establish the Channel strategy, manage a newly integrated Channel team, and create and execute a plan around the recruitment, development, and management Resellers, MSPs, OEMs, Distributors. and cloud providers. This leader will manage a team of Channel Account Managers, (CAMs), overseeing the successful recruitment, development, and management of the business relationships with Reseller, MSP, OEM and Distributor partners as well as public cloud providers. This senior leader is responsible and accountable in meeting all channel business objectives for APJ. 

The APJ Channel Lead will lead and orchestrate the APJ Channel relationship with Sales, Pre-Sales leaders, marketing, customer success, and Sales Operations, (among other functions), to successfully develop and service all partners and prospects within the APJ. They are accountable for the success of the Channel and Field Marketing team on programs and events designed to promote Thales’s products and service offerings and drive revenue to Thales through partners. 

Responsibilities

1. Create the Channel Strategy for the APJ region

Ensure that strategic partners have business plans and conduct QBRs to achieve company growth targets Finalize and implement our Channel Distribution strategy in the APJ Drive Channel sourced opportunities at the strategic and tactical level Contribute regularly to Thales’ WW Channel program and strategy, which will include gathering and providing input into the broader WW approach Develop Marketing Strategy with APJ Channels Marketing leader to drive Demand Generations  Managing Channel Sales Resources Understand and manage all phases of the sales cycle Lead the APJ Channel’s team to drive New Business and New Logos where most of the business is sourced by the Partner

2. Manage Distributor Relationships

Maintain Executive Relationships Internal with Key Sales Stakeholders and externally with Strategic Partners Build out an effective and productive Partner Ecosystem of Direct Resellers, Distributors and Sub-Resellers  Keep informed on new products, services, and other general information of interest to partners & Distributors

3. Address Channel Conflict between Resellers

4. Knowledge on both Partner programs to manage combined partner ecosystem 

5. Other

Participate in varied sales activities requiring perseverance, preparation, ingenuity, and responsibility Remain current on customer business opportunities, existing business conditions, future-prospects, active measurements, and competitive issues; regularly brief Imperva, a Thales Company, and Thales management on status, prospects, and current needs of top partners & distributors Leverage SFA tools such as Salesforce.com to keep records and generate reports on all phases of activities, including but not limited to Quota Performance, Channel Forecasts and Pipeline Reports Work with our Global Enablement Leader to execute our plan to create demand, drive sales and deliver services and support Travel significantly, due to APJ-wide responsibilities

Requirements

Dynamic, high-energy sales professional with 5+ years successful experience in direct & channel sales & channel sales management, high-level, executive selling of long-cycle products — ideally within Security Technology–Web Application, Database Security Operates with integrity and at the highest ethical standards 3+ years of experience in building a high growth channel business with a security vendor or equivalent technology 5+ years of experience selling enterprise-level solutions in the technology markets. Demonstrated success in achievement or over-achievement of assigned revenue quota---quarterly and annually. 4+ years of experience with working with Distributors and ecosystems Excellent communication skills, written and verbal Bachelor's degree in Engineering, Business, Management, Marketing, or equivalent years of experience Goal driven, thrives in a high-performance culture, and takes pride in meeting/beating targets, reports with accuracy, and makes data driven decisions. Comfortable coaching teams and individuals on optimal interaction with customers and partners and is directly involved with strategic accounts on an ongoing basis. Understands the channel ecosystems and how to interact with partners to create long term beneficial partnerships, including partners in the Federal System Integrator arena. Experience with Salesforce.com Experience with social selling skills and tools like LinkedIn Sales Navigator. At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now

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