Channel/Alliance Manager, Asia

14 hours ago

Singapore Esker Asia Full time

Esker is a worldwide leader in AI-driven process automation software, helping financial and customer service departments digitally transform their source-to-pay (S2P) and order-to-cash (O2C) cycle. Companies use our cloud-based solutions to drive greater efficiency, accuracy, visibility, and cost savings throughout their S2P and O2C processes.

Channel/Alliance Manager, Asia

About the Role:

The Channel/Alliance Manager, Asia will be responsible for developing new business markets and partner relationships that support the strategic growth of the company. The primary focus will be to pursue and form strategic relationships with companies in the region to find ways for them to recommend, resell, and implement our solution. Secondary tasks will be to build relationships with large ERP providers or other partners that can enhance the strategic value of Esker solutions.

Roles and Responsibilities:
  1. Identify, recruit, and onboard new channel partners within the Asia region.
  2. Manage sales activities of channel partners to generate revenue.
  3. Analyze market trends and accordingly develop sales plans to increase brand awareness.
  4. Evaluate channel partners' sales performance and recommend improvements.
  5. Educate channel partners about Esker solution portfolio and complementary services offered.
  6. Manage sales pipeline, forecast monthly sales, and identify new business opportunities.
  7. Develop positive working relationships with partners to build business.
  8. Participate in partner marketing activities, social media platforms, and webinars/conferences to promote Esker solutions.
  9. Capture updated activities and events in our CRM program (Salesforce.com) to ensure that management can easily view all business development activities.
  10. Coordinate business development efforts with the Global Channel/Alliance Team and other departments within Esker's subsidiaries.
  11. Establish productive, professional relationships with key personnel in assigned partner accounts.
  12. Coordinate with partners to create and execute business plans to meet sales goals.
  13. Communicate up-to-date information about new solutions/features and enhancements to partners.
  14. Work with partners to develop sales proposals, quotations, and pricing.
  15. Support partners in delivering customer presentations and attend sales meetings.
  16. Support the marketing team in providing market trends and assist in developing strategies to increase brand awareness.
  17. Coordinate with all internal business units across different functions.
Desired Requirements:
  • Bachelor's Degree in business or equivalent training in business or related field.
  • At least 5-7 years of Business Development experience in the enterprise software field.
  • A self-starter who requires minimal direction or supervision.
  • Past business experience working or partnering with MNCs or ERP companies is a plus.
  • Hunter mentality. Ability to generate and establish new relationships from the ground up.
  • Strong written and verbal communication skills and the ability to deal with a diverse audience, from senior management to salespeople in the field along with our partners.
  • Enterprise application experience; must be comfortable learning and demonstrating Esker's SaaS solutions.
  • Possess a positive, attentive, passionate, and patient attitude.
  • The ability to travel up to 40% of the time when the situation allows. The Channel Manager may be required to visit partners on-site or travel to Esker locations by request or subject to business needs.

Proficiency in English is crucial, and additional languages such as Chinese, French, and Japanese are a plus.

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