SI Manager, APAC

To lead, own and drive revenue with key Systems Integrators in the APAC (ex ANZ and India) market and be responsible for the development of incremental revenue influence, referral and resell sales with the agreed global and local System Integrators and Business Consulting Firms.

Creating awareness and building an extensive contact base and supporting these agreed global and local System Integrators / Business Consulting Firms, through from initial recruitment through to defining joint go to market enabling for enterprise wide implementations of our client's business.

 

Responsible for creating an interactive partnership with the Enterprise account managers and providing advice and support to the wider sales teams to grow the revenue through this channel.

 

Key responsibilities

 Be prime partner contact throughout the recruitment, enablement, marketing, selling and delivery/support process using best practices methodology

 Execute on Systems Integrator strategy locally, around SIs’ value proposition and strategy

 Ensures good coverage of key personnel within the System Integrators to promote confidence and goodwill, discuss and resolve mutual problems; generate awareness and interest in obtaining more license business for the company

 Build the mutual business plan and go to market strategy

 Conduct regular pipeline and business reviews with Partners

 Take part in Sales meetings, account reviews and deal reviews

 Provide guidance, field support and coordination for wider (pre-/post-) sales team and management around SIs

 Build extensive network across the different departments and service lines at SI, from senior to operational, business to technical

 Work with the marketing team to set up trade show events, workshops, seminars and other marketing events

 Coordinate action plans with other geographies for SI Partners

 Build a sustainable, reliable revenue producing pipeline with each Partner

 Review business portfolio with account managers periodically.

 In-depth experience of successful Global and Local System Integrators development, covering APAC region with accomplished resellers and partners is a must

 Ideally, experience acquired in account management, direct and indirect selling into mid to large size companies

 A strong background within the Business Intelligence sector is highly desired, along with experience and established relationships among integrators (Logica, Cap Gemini, Accenture, Deloitte and Touche, Wipro, etc.) which would be an advantage

 Demonstrable experience calling on and selling to senior decision makers – in both business and IT

 Ability to qualify and prioritize prospects, and generate opportunities through prospecting and relationship building

 Strong negotiation skills and hands on skills

 Excellent communication, listening, presentation, and writing skills

 Strong business orientation and commercial acumen

 Ability to thrive in a fast moving environment

 Creative thinking and strong thought leadership

• Experience (technical, commercial, industry / product / functional expertise, etc.)
• Min 8+ years' experience in selling licensed software products to enterprise.
• Strong record of achieving revenue quota of at least $ 2 Million working with reseller.
• Contacts within resellers focused on Data Management, BI or Vertical solution.
• Experience managing complex sales, with CCS (Customer Concentric Selling), in matrixed organisation.
• Knowledge in creating proposals with an understanding of revenue recognition and royalty structure.
• Experience in working with partners from recruitment to enablement to lead generation to closure of deal.
• Understanding of value of information to businesses and ability to elaborate
• Must have excellent communication, PowerPoint and presentation skills
• Must be self starter and able to work independently within a matrixed organisation ·
• Mobility - willing to make business trips to regions