(First of all, please note that this is not a typical Channel Sales role and the salary compensation is not based on “Sales Commission”, it’s based  on preset “MBO”)

The client is one of the leading US Cloud Infrastructure Service Solution vendor. They are now hiring a Senior Channel Strategy/Development Executive to oversee the short-to-long term channel development strategy and GTM Channel development planning for the Hong Kong Channel operation.

Due to their particular “Service” nature, they are looking for someone who possessed experience in devising Channel and Partner strategiesin Service type business enviornment:

1. Telecom Service Provider
2. Internet Service Provider / Cable Service
3. Online Service (IaaS, SaaS, PaaS)
4. Cloud Subscription Apps Service / Cloud Data Center Service

Position: Channel Business (Strategy/Planning) Lead, Hong Kong

Summary: Direct and oversee Channel Partner objectives and initiatives.  Set short and long-term channel business strategies, drive channel partners to execute partner plans, monitor the progress of the partner plans and recruit qualified partners.  Work with promotion to increase sales through events and other activities, as well as expand relationships of existing customers.

Responsibilities:

•                     Sets short and long-term channel strategies and evaluate effectiveness of current programs.

•                     Direct and oversee channel/partner objectives and initiatives.

•                     Rely on extensive experience and judgment to plan and accomplish goals.

•                     Perform a variety of complicated tasks, adapt to continuously dynamic environment through strong communciation with both Internal and External executive

•                     Lead and direct the work of others, including internal cross teams and channel partners.

•                     Build strong successful relationships with Channel Partners to ensure we are finding the right partners and enabling them to successfully sell wide range of services.  These efforts should result in accelerating the sales volume by reaching a much larger Total Addressable Market.

•                     Develop and agreed with partners for the partner plans, drive partners to execute partner plans.

•                     Lead solution development efforts, including confirming the business potentials and partner commitment, that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.

•                     Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.

•                     Qualify the lead generated by partners and drive internal sales team and partner sales to win. 

•                     Sell through partner organizations to end users in coordination with partner sales resources.

•                     Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

•                     Ensure partner compliance with partner agreements

•                     Drive adoption of company programs among assigned partners.

(Please note that this is not a typical Channel Sales role and the salary compensation is not based on “Sales Commission”, it’s based  on preset “MBO”)

• University Graduate or equivalent 

• Overall 10 years in Channel related management experience of which 5+ years were in Channel Strategy and Channel GTM Development or related functions

• Present/previous employment in Telecom Service Providers, ISP, Cable Service, Cloud Infrastructure Service or similar environment

• Experience in working in a Matrix managed organization

• Excellent verbal, written and presentation communications skills

• Experience in presenting at Industry events

• Fluent in English, Cantonese and Mandarin