China Job Listing

Company introduction:
Our client is a world leader in enterprise infrastructure software, delivering powerful standards-based platforms for building enterprise applications and managing Service-Oriented Architectures even in heterogeneous IT environments.

Responsibility:
1.Achieve revenue targets set for assigned channel partners.
2.Achieve individual sales performance and business objectives as agreed with Channel Sales Director.
3.Manage channel partners to deliver opportunities that are incremental to BEA Enterprise and Inside Sales efforts.
4.Develop partner relationships with existing partners by assisting in business and activity planning, and forecasting.
5.Coordinate partner links and activity with other business units (e.g. ESO, ISO, PS) as required.
6.Identify and sign up new partners that meet the parameters of the partner program.
7.Effectively manage opportunities that are forecast by each partner and assist in developing and closing these opportunities through such activities as joint sales calls.
8.Liaise with other business units as required to provide necessary resources to maximize each partner opportunity.
9.Coordinate sales and technical training of each partner ensuring that they are sufficiently certified to represent that this knowledge is current at all times.
10.Ensure channel partners have the technical expertise and knowledge to support products and that they have sufficient strategies in place to support ongoing education within their organisation.
11.Communicate new product offerings to each partner and coordinate any additional training required for new products.
12.Coordinate needs for each partner to ensure that both pre-sales and sales knowledge is in place and kept current at all times.
13.Participate in Channel Sales team planning and meetings to ensure all sales efforts are sufficiently coordinated.
14.Contribute to Channel Sales strategy and planning for the region.
15.Complete business plans for assigned territory as required.
16.Complete all reporting and administrative tasks as required and with the required time frame.
17.Monitor competitor sales strategies and report on significant developments.
18.Effectively communicate forecasting and revenue commitments to all partners and work with them to ensure these commitments are met.
19.Act as national spokesperson/account coordinator for assigned national partners and ultimately be accountable managing the overall relationship.
20.Liaise with other Channel Sales Executives on activity within national channel partners.
21.Coordinate and consolidate national partner business planning process where required.
22.Liaise strategically with national partner management where required.

Requirements:
Education:
Secondary degree in relevant field preferred, but not essential.

Experience/Skills/Knowledge:
1.In-depth knowledge of the IT industry, preferably Middleware.
2.Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace.
3.Experience developing and managing indirect sales channels.
4.Proven ability to achieve quotas through channel partnerships.
5.Politically astute, good understanding of business, and able to ascertain key decision makers.
6.Excellent written, verbal and communication skills.
7.Ability to liaise with and motivate individuals at all levels of the channel partner relationship.
8.Proven ability at effectively making formal and informal presentations to all levels of management.
9.Excellent planning and time management skills.
10.Drive to succeed and results focused.
11.Good attention to detail, quality conscious.
12.Proactive and service oriented.
13.Self-motivated and able to retain enthusiasm and stay focused.
14.In-depth experience in the IT industry of at least five years.

* Please send us your complete resume (both in Chinese and in English) to: 'topjob_mkt144sh@dacare.com'