Manager - Indirect BD/Sales - IT/Telecom

MAJOR JOB ACCOUNTABILITIES

Area of responsibility – overview

- Enable ‘Go To Market’ strategy for indirect sales including selecting, recruiting and enabling partners and Engage Partners directly, building relationships at C-level

- Establishing and develop new indirect partnerships in India, Sri Lanka and Bangladesh with an initial primary focus on India

- Accountable for the sales of existing portfolio of InterCall suite of Unified Communication services.

- Development and implementation of tailored UC, conferencing and collaboration solutions to meet new partners GTM requirements and meet organisation cost strategy objectives

- Increase market coverage through leveraging channel partners to meet revenue growth and product distribution objectives

- Willingness and effectiveness in coordinating with regional counterparts in Strategic planning, Legal, Finance and Billing in ensuring regulatory issues are understood and adhered to.

- Demonstrate excellent salesmanship in identifying pain, establishing value, leveraging relationships, and negotiating to close.

- Assist in tender documentation preparation

- Execute contracts, including sales targets with the Partner

- Operate cohesively within InterCall and partners sales teams

- Comply with daily updating requirements of CRM database – Salesforce.com

- Reporting on forecast to the Director of Wholesale to ensure financial targets and budgets will be met

- Other duties may be assigned as needed.

Related Duties as Assigned - The job description documents the general nature and level of work but is not intended to be a comprehensive list of all activities, duties, and responsibilities required of job incumbents. Consequently, job incumbents may be asked to perform other duties as required. Also note, that reasonable accommodations may be made to enable individuals with disabilities to perform the functions outlined above. Please contact your local Employee Relations representative to request a review of any such accommodations.

REPORTING RELATIONSHIPS

Manager: Director, Indirect North Asia

Subordinate(s): n/a

KNOWLEDGE, SKILLS, AND ABILITIES

Incumbents will be expected to master the following knowledge, skills, and abilities to successfully perform this job.

Knowledge Skills and Abilities

- Proven ability to develop business relationships and network with clients on multiple levels.

- Proven ability in managing channel partners

- Proven track record sales achievement against quota

- Demonstrate sound principles and practices of sales processes and customer service

- Maintain appropriate records and compile information for reports

- Strong business acumen

- Articulate and persuasive solution sales ability

- Excellent demonstration and presentation skills

- Proactive self-starting individual with strong attention to detail

- Proven ability to work independently

- Deal tactfully and courteously with clients - Ability to remain calm under pressure

- Must take ownership of client problems and see through to resolution

- Excellent written and verbal communication skills - capable of providing regular feedback to management

- Ability to manage multiple, concurrent tasks/projects

- Solid time management skills

- Flexible attitude and open to change

- Proficient with MS Office and CRM tools

- Sound Knowledge of Audio, Web Conferencing and UC Collaboration platforms.

MINIMUM QUALIFICATIONS

Applicants for this job will be expected to meet the following minimum qualifications.

Education

Degree qualified with major course work in business administration, communications, marketing, or a related field preferred.

Experience

- 8 - 12 years of Sales & Marketing experience

- Channel Management experience in IT & T industries

- Develop and manage C-level relationships in partner Eco Systems

- Track record in ‘sell with’

- Track record in successful VAR selection and recruitment

- Track record in exceeding revenue targets

- Strong technical and commercial knowledge

- Experience in sales & marketing with emphasis on solution selling

- Experience within the telecommunications industry