Based in Shanghai, China

Our client is a leading US Cloud Infrastructure Solution vendor

Summary:

Recruit, enable and manage key partner relationships at a Regional level (reseller, referral, and agent). Leverage Account Plans to drive enterprise market adoption of integrated Partner solutions to achieve channel/company new bookings and enterprise new logo growth objectives

Responsibilities:

1) Partner Recruitment

• Research and understand prospective partner’s products and services, relevant competencies, and geographic coverage
• Evaluate qualifications using Ideal Partner Profile and Targeting Scorecard (includes # customers, related services, # sellers)
• Describe relevant participation requirements and benefits of Partner Programs, describing program application, approval process, and timeline
• Manage sales team and other support functions within country;
  

• Engage partner and internal cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging
• Facilitate development and alignment for joint value proposition and bundled offer

• Responsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
• Establish Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits
• Engage Channel Marketing and coordinates development of initial go-to-market and first deal strategy
• Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs
  

• Identify and establish contact with initial sponsor within prospective partners
• Manage long-term relationships with partner
• Ensure the designation and alignment of Executive sponsors
  

• Conduct or participate in the process of Reseller Activation
  

• Participate in Global Joint Business Planning
• Oversee deal tagging / tracking process
• Joint funnel oversight
  

• Work closely with Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and other related staff
• Coordinate development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment
• Educate Strategic partners on how to engage the company's internal resources (including GSA, SE, CSM) to define, quote, and order solution
• Facilitate cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business Plan
• Leverage executive sponsors appropriately
  

• Tailor message and partner pitch to partner company on how partnering with the company can help them to grow the business
• Deliver relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with the company
• Expertly articulate business value of joint value proposition with the company

 

Requirements

Based in Shanghai, China

• University Graduate or equivalent
• Fluent in English and Mandarin
• 8- 10 years of professional selling experience in high value technical products including 5 years of channel sales experience is preferred.
• Experience with IT or cloud service provider business.
• Experience working for a Chinese Internet /cloud service provider would be ideal
• Experience with SFDC is an advantage

Job keywords/tags:  Channel , Partner