Channel Sales Manager

We are looking to recruit an experienced Channel Sales Manager for Asia Pacific Region.

Who are we?

IOTech is a B2B software products company developing state of the art software platform technologies for the Network Edge for the Internet of Things (IoT) with specific focus on industrial IoT systems.

The company’s products address the full spectrum of secure hard and soft real-time edge computing needs, dramatically reducing time to market and system integration costs for our partners who are the supply chains to multiple vertical IoT market domains.

Channel Sales Manager (APAC)

IOTech is looking for an experienced Channel Sales Manager responsible for achieving partner recruitment (and related sales and margin) objectives in the Asia Pacific Region.

The Channel Sales Manager will represent the entire range of company products and services to IOTech’s target partners (to both acquire new partners and increase our footprint and share in existing partners).

The Channel Sales Manager will report to IOTech’s CEO.

What you will do

Establish productive, professional relationships with key personnel in target partner accounts.
Co-ordinate the involvement of company personnel, including support, technical, product service, and management resources, in order to meet partner acquisition and growth objectives while meeting partners’ expectations.
Meet assigned targets for profitable sales volume and strategic objectives in target partner accounts.
In conjunction with the company’s marketing team, pro-actively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive and expanding partner relationship.
Pro-actively assess, clarify, and validate partner needs on an ongoing basis.
Sell through partner organizations to end users in co-ordination with partner sales resources.
Manage potential channel conflict with other firm’s sales channels by fostering excellent communication, internally and externally, and through strict adherence to channel rules of engagement.
Lead solution development efforts that best address end-user needs, while co-ordinating the involvement of all necessary company and partner personnel.
Ensure partner compliance with partner agreements.
Drive adoption of company programs among assigned partners.
Pro-actively recruit new qualifying partners to the target list.

Accountability and performance measures
Achieve assigned acquisition and sales quota in designated partner accounts.
Meet assigned expectations for margin.
Complete partner account plans that meet company standards.
Maintain high partner satisfaction ratings that meet company standards.
Enlist the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
Closely co-ordinate company executive involvement with partner and end-user customer management as appropriate.
Work closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.

Other information
This position may have direct report staff assigned to support responsibilities within specific partner accounts.
This position requires extensive travel.

Essential Requirements
Significant experience of selling to Technology Channel partners.
Qualified to at least degree level.
Fluent in both spoken and written English.
Experience selling to channels serving the Industrial IOT market would be a distinct advantage

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