Head, Channel Sales

Petaling Jaya, Selangor, Malaysia
MYR 15,000
I.T. Software
Sales and Marketing

Executive recruitment company Monroe Consulting Group Malaysia is recruiting on behalf of a market leader in cyber security and cloud solutions. Driven by extensive business presence across 100 countries, the company distribute end-to-end, comprehensive solutions. The position is to be based in Petaling Jaya, Selangor, Malaysia. 

The Head of Channel Sales is a sales management role with core responsibilities to directs and overseas the complete sales operation within the Channel team and to drive end-to-end sales cycle in ensuring the sales target within the Channel Partners is achieved. The growth of this channel segment will be successfully recognized through these core initiatives and operations, which would contribute to increased booking, gross margin and transactions from Channel. This includes (but not limited to); management of channel sales team and implementation of channel strategy in driving the incremental sales growth; facilitate partners growth and expansion through cross-selling and up-selling; development and delivery of quarterly sales program as well adoption and success promotion; marketing & demand generation to increase sales opportunities and strengthen Partner relationship.

Job responsibilities:

  • The Head of Channel Sales is primarily responsible for Tier 2 and key focused partners strategy, planning, development, implementation, operation and execution of GTM actions Partners
  • Define, develop and managing the overall market GTM strategy based on Tier 2 and key focused partners – including enablement, programs and offers, marketing and demand generation with support from the various functional stakeholders
  • Plan quarterly enablement networking event and ensure required number of attendance (new and repeated) to win mind-share and loyalty from partners
  • Plan, execute quarter programs and offers, set targets and establish metrics, communicating and ensuring successful program awareness and adoption through qualified leads, number so transactions, closing the sales and quarterly or half yearly business update/review with key partners
  • Ensure that the end-to-end operations process is smooth for partners and aligned with internal guidelines
  • Monitoring closely and proactively to ensure Channel Sales Manager’s programs are operationally ready, presented to all key stakeholders for buy in and ready to be executed early within the quarter to achieve quarterly results
  • Managing Channel Sales Managers to drive healthy pipelines to include new and renewal business
  • Track Channel Sales Manager’s performance and reporting of channels results, bookings, program initiatives and provide enhancement recommendations to adjust course on programs/initiatives as required
  • Actively engage vendors together with product and marketing team to design relevant and effective programs, initiatives, training and/or enablement requirements for partners
  • Be the focus point for potential partners
  • Carry out monthly planning sessions – deciding on new appointed partners, meetings and alignment of vendors’ strategy in marketing activities and campaigns 

Job requirements: 

  • Minimum of eight years of experience and demonstrated success at the managerial capacity within Information Technology (IT) segment
  • Solid experience in driving sales growth and proven record in achieving high sales quota within the organization
  • Relevant working experience in a distribution under channel management role
  • Strong preference in sales and/or business development role
  • Experience in marketing and programs development will be an advantage
  • Outstanding business communicator with exceptional command in English and Bahasa Malaysia, familiarity with Mandarin would be advantageous 
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