Channel Account Manager

1 week ago

Taipei City, Taiwan Thales Full time $90,000 - $120,000 per year
Key Responsibilities:
  • Develop and manage a robust and creative channel strategy for Taiwan
  • Develop and drive engagement through successful relationships with key channel partners at senior management level
  • Lead the development of territory channel plans together with local sales teams, with concrete action plans and regular cadence of reviews
  • Partner with local channel sales teams to analyze partner coverage in region, identify gaps and support recruitment and enablement
  • Set and drive Channel best practice and facilitate its deployment across Taiwan, remaining sensitive to local specifics
  • Drive strategies to reduce friction in the Taiwan sales channel and increase the ease of doing business
  • Enable the partner community to sell Thales solutions from the entire CSP portfolio, with a focus on incremental business and service delivery
  • Plan and develop channel go-to-market strategies and execute on marketing initiatives to deliver on the strategy
  • Play a leading role in the design optimization and implementation of the Partner Program across Taiwan
  • Establish, implement and evaluate channel metrics to measure performance – revenue and pipeline growth, incremental business, product mix, certified resources, etc.
  • Play a key role in creating an executive level Thales value proposition for target partners as well as developing channel sales collateral
  • Present Taiwan Sales Channel performance and business results through regular communication, such as quarterly business reviews, forecasts, agendas, and reports
Requirements:
  • Experience of developing and presenting channel strategies across Taiwan
  • Proven strong cross functional leadership and excellent communication skills to drive consensus across groups both internally and within the Channel/Partner organizations
  • Strong business planning skills and proven ability to execute and deliver a defined plan
  • Strong written and verbal communication skills with an ability to clearly and effectively articulate purpose
  • Accustomed to delivering results in a fast-paced environment, to prioritize effectively, think big picture, and use good judgment in resolving difficult issues
  • Extensive Channel Management experience with a proven track record of success
  • Passion, commitment and drive for success; experience working across matrix managed teams and organizations
  • 5 years minimum experience in channel sales and channel development, in a security, networking or infrastructure company
  • Ability to engage with all levels of a partner organization
  • Results oriented and effective in customer situations comprising senior level management
  • Must demonstrate both personal integrity and the ability to exercise good judgment
  • Ability to perform job functions independently with limited supervision

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