Partner Account Manager/ Channel Partner

:

Partner Recruitment

• Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage
• Evaluates partner competencies and qualifications (includes # customers, related services, # sellers)
• Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process and timeline

Go-to-market

• Coordinate development of initial go-to-market and first deal strategy
• Communicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits
• Proactively drive Partners to our digital self-service platforms and help them to leverage available tools and collateral.

Partner Relationship Management

• Educates and creates awareness of value of DCI platform (Joint value proposition)
• Identifies and establishes contact with initial sponsor within prospective partners
• Manages long-term relationships with partner
• Ensures the designation of Executive sponsors Partner Development / Activation & Enablement

Business/Pipeline Reviews

• Has joint funnel oversight and management of live opportunities
• Participates in Regional Joint Business Planning
• Participates in deal tagging / tracking process

Cross-Functional Collaboration

• Works closely with DCI Sales/AM, Sales Engineers/Solutions, and Marketing
• Leverages executive sponsors appropriately
• Educates partners on how to engage DCI resources to define, quote, and order solution

Communications

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

Requirements :

• Willing to learn, energetic, proactive, and good intercommunication skill.Sales driven and target oriented personality.
• Must be able to develop relationship and presenting to C-level executives, IT, and other lines of business
• Should possess computer knowledge, familiar with MS Office applications (Word, Excel, PowerPoint, Outlook). Experience in using CRM collaboration tools is a plus
• Demonstrated success in identifying, developing, negotiating, and closing large-scale technology projects to Enterprise Customers
• Good project management, problem solving, time-management, communication and presentation skills and able to work under pressure
• Minimum 4 years of Account Management in B2B or IT/ Technology Industry
• Having experience as system integrator and working in Cloud or principal Companies
• University Degree from reputable local or overseas university
• Excellent in English both oral and written is a must.
• Strong presentation and written skills. Experience increasing technology adoption and creating long term transformational account strategies