Apply: Channel Account Manager

 

Job Title: Japan/Korea Channel Account Manager                                                      

 

Position Overview:

We are looking for a highly motivated, experienced, strategic, hands-on, revenue-focused channel sales professional to target, maintain and expand relationships with existing and new channel partners across the Japan/Korea sales territory.

 

The business benefits from strong relationships with a number of long standing channel partners. The successful candidate will be required to work on the development and exploitation of joint business plans with these partners, as well as identifying areas of potential growth and recruiting new partners on a strategic basis to exploit new opportunities.

 

The Channel Manager is responsible for driving new and incremental business from prospective new logo targeted organisations and existing customer accounts within the region via existing and new channel partners, meeting and/or exceeding all sales quotas to achieve revenue goals. The position will organize, plan, direct, and coordinate all sales activities for partners within the Japan/Korea sales territory.  Develop, nurture, and maintain relationships with prospective and current partners.

 

Responsibilities:

• Direct experience of driving sales and business development activity through channel partners, Systems Integrators, Service Providers and Technology partners.
• Enabling and expanding ‘sell thru’ sales opportunities through channel partners.
• Collaborating with channel sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, and other sales enablement/GTM activities
• Understanding of the various business and partnership models for channel partners of all sizes, in addition to how to develop and grow/expand sales within partners.
• Structuring and negotiating partnership agreements to meet specific channel partner needs (e.g., pricing, support, professional services, etc.)
• Sales/marketing orientation, with a high level of knowledge of the Japan/Korea channel marketplace and an understanding of the security market.
• Act as a business partner to channels and provide “industry expert” executive level selling practices while delivering clear differentiation, to identify sales opportunities.
• Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.
• Develop and drive a full pipeline of qualified sales prospects by working with a network of channel partners and consultants.
• Create demand for Entrust Digital Security products/services emphasizing the value of Entrust’s products, services and messaging.
• Team with Professional Services and Business Development associates to deploy and execute account strategies and coverage.
• Establish, build and maintain partner relationships. Build trust and credibility with the partner and ensure good communication
• Ability to quickly learn, apply, and position technical knowledge related to company and competitor offerings.  Able to communicate technical aspects of product and service offerings to customers and prospects. Disciplined to follow-through and research technical/integration questions that may be outside your normal scope of knowledge.
• Strong team work ethic. Ability to collaborate, communicate and engage with wider internal stakeholder community; Territory sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, Operations.

 

Qualifications:

Basic Qualifications

• Proven channel sales experience within applicable region/country
• Must have strong verbal and written communication skills in English and Japanese. Korean speaking will be a plus
• Enterprise IT infrastructure/application knowledge
• Background in the IT security industry involving hardware and/or software.  

• Financial acumen to be able to create financially sound sales strategies
• Comfortable selling through channel partners and consultants
• Data Protection, encryption/cryptography experience is highly desirable.

• Applicable regional/country market, industry and or company knowledge
• Practical use of Strategic Selling systems using a predetermined sales methodology
• Ability to develop senior level relationships
• Has the ability to demonstrate creative thinking
• Can present effectively to small and large groups
• Is a highly motivated, results orientated goal achiever 
• Evidence to support working with channel partners
• SalesForce.com or comparable CRM system
• Outlook (email/calendar/tasks)
• PowerPoint (presentation development)

 

 

Key Performance Indicators

• Annual sales revenue target
• Quarterly sales revenue target
• Production of and delivery against agreed business plan for region.
• Attendance of technical and sales training sessions.
• Regular partner meetings schedule.
• Execution against agreed personal development plan and delivery of actions therein

 

Preferred Qualifications:

Bachelor’s degree or equivalent
Sales training in a recognized sales process. (Sandler / TAS etc.)