Fortune 500 global leader and Top 10 employer in technology services seeks to create an overlay partner and channel sales function to augment and complement its direct and inside sales capabilities globally.

The indirect / overlay partner and channel sellers will be responsible for developing and executing regional overlay sales plans, including individual partner plans by sub-region and country as required to attain corporate goals for sales through and with partners as a percentage of total sales.

The individual contributor roles will report into the regional sales leader and have a dotted line to the global partner function which manages global partner strategy, global commercial arrangements, collateral development and GTM.

Key responsibilities

• Be a part of newly established partner and channel sales function in region. Initial focus territory may be a sub-set of Asia Pacific / EMEA / Americas regions.
• Deliver or exceed overlay targets on partner opportunities in collaboration with direct sellers and regional leadership on new logos, hybrid accounts and existing accounts.
• Annual overlay quota of $ 8-12m ACV will be split 60:40 in initial year as New logo : Existing account X-sell and Upsell and will be increasingly new logo weighted as the partner and channel function.
• Develop localized partner & channel GTM strategy by sub-region and countries as required + support verticals / horizontals as required.
• Own partner strategy and relationships regionally for a select set of partners – e.g. CcaaS or Hyperscalers. Sales territory will expand based on success.
• Execute local commercial arrangements by sub-region and countries as required, building on existing global commercial models in working with local Legal, Finance and Sales colleagues.
• Work closely with regional and local demand generation functions such as marketing and inside sales and with direct sellers to generate 2.5x minimum pipe cover and deliver partner and channel originated ACV.
• Develop and execute joint demand generation campaigns and activities with partners including and not restricted to joint training & enablement, marketing campaigns and joint events.
• Own and manage joint GTM budgets with partners and be single point of contact for partners for the region and for internal teams in the company with respect to matters related to the specific partner(s) – e.g. logging opportunities, suggesting new joint solutions etc.
• Ensure partners support end customers success, outcomes & value realization to secure renewal & expansion
• Engage with ease with senior end client and partner leaders in developing, closing and nurturing relationships and deals. We win only when our clients win.

KPIs

1. ACV originated and sold through / with partners and channel

2. New logos won

   
   

3. New logo ACV: Existing client ACV per annual target

4. Outcome based contracts enabling clients to win against their objectives

   
   

5. P-SAT (Partner satisfaction scores)

What are we looking for?

• 10+ years of partner and channel sales in region with technology services player.
• Proven track record of consulting led technology sales, developing win strategies in collaboration with end clients and partners.
• Proven track record in hitting or exceeding partner sales quota.
• Proven track record in multiple product / service line technology sales.
• Commercially astute and able to craft mutual wins for clients, partners and us.
• Adept at all facets of partner sales – Sell-With, Sell Through, Referral, Re-sell etc.
• Self-motivated and driven with the ability to proactively develop and execute GTM plans.
• Proficiency in technology services sales is taken as a given. Candidates leaning heavily on solution architects and consultants vs. being able to talk technically themselves are unlikely to thrive in the organization.
• Knowledge and track record of working and selling with / through 3 categories of partners - Hyperscalers (Amazon, Microsoft, Google), CcaaS (Amazon, Genesys, Avaya, NICE) and Platforms (Salesforce, SAP, Adobe) preferred.
• Local language capabilities a distinct advantage – Japanese

*We will contact only those who have passed the document screening.