General Information

JOB DESCRIPTION:

Job Summary

This role will be primarily responsible for:

1.      Recruiting & developing our large focus cloud resellers including traditional systems integrators, born in the cloud partners & technology partners

2.      Ownership of end user pipeline once qualified, working with our cloud vendor partners on further progression and closure of opportunities

3.      Execution of marketing activities, including digital campaigns, in person partner and end user events, and self driven activity

4.      Enablement of partners to progress their journey with cloud vendor partners

Duties & Responsibilities

1.      End user pipeline ownership

a.      Take ownership of qualified opportunities from Inside Sales activity, marketing events or shared leads from reseller partners and cloud vendor partners

b.      Work with your cloud reseller partners to develop new pipeline

c.      Leverage company's prospecting data to focus on the right end customers for those resellers

d.      Leverage contact acquisition tools to find the right stakeholders to contact

e.      Engage our cloud vendor sales team and the end customer’s reseller in the opportunities

f.       Take the lead for end user demand generation events to prospect new potential customers

2.      Recruitment and activation of large target cloud resellers

a.      Guide resellers on how to sign up with our cloud vendors and as a company's reseller

b.      Create awareness of our cloud vendor’s partner programs

c.      Guide resellers with how to link accounts to company's billing

d.      Ensure existing cloud resellers maximise the vendor’s programs available to them

e.      Leverage company's data to understand which end users we should be focusing on with each reseller

f.       Show resellers how company's cloud billing will be performed for them

g.      Act as the primary interface for our large cloud resellers

h.      Drive the adoption of cloud marketplaces as a transaction route for ISV sales

3.      Achieve your KPIs

a.      Both revenue and profitability are important in distribution and you will need to balance both to achieve your goals

b.      Recruitment & activation of partners and end users

c.      Partner driven opportunity registration

d.      Cloud marketplace transactions

4.      Maintain Standards Aligned to company as the most admired distributor in APAC

a.      Demonstrate a high standard when representing company, always ready, always on time and always exceeding our cloud vendor and reseller partner expectations

b.      Be knowledgeable in how our cloud vendors work and bring a positive energy to our engagements with stakeholders - our happiness and excellence in our ability will influence our cloud, ISV and reseller partners partners to be and feel the same

5.      Alignment within Company

a.      Maintain a relationship with our branch Vietnam Country Leader, Channel Account Manager & Product Manager teams so they understand how cloud and cloud marketplaces work, and align on activity with their teams

You will work alongside our team of Cloud Inside Sales Representatives and Cloud Solution Architects, and report into our Cloud Lead for Vietnam

JOB REQUIREMENTS:

Key relationships

The Cloud Business Development must interact regularly with many different groups of people and must therefore exhibit a high level of professionalism and interpersonal skills at all times.

INTERNAL:

·        Cloud Lead, Vietnam – this is your direct reporting line, and should be a point of escalation, perspective, coaching, mentoring and ide by side development of strategic plans

·        Vietnam Cloud Sales ISRs– our Cloud ISRs will be working alongside you to also develop small & medium resellers. You will work together on opportunity progression of qualified pipeline.

·        APAC Cloud Partner Success Centre – understand the capability within our PSC and ensure we are leveraging them to assist our cloud resellers

·        Country Manager, Vietnam – Execution of our cloud strategy relies on being in sync with our Comstor sales teams who own the partner relationships. It is important to be in sync with our leadership in each region and to ensure they know how to leverage the cloud marketplaces for mutual success.

·       Vietnam Sales Account Management teams – our sales teams hold the key reseller partner relationships, they can assist with introductions and ongoing alignment

EXTERNAL

·        Cloud Vendors – Build a relationship and rapport with our cloud account manager and partner sales manager stakeholders

·        ISV Vendors - Build a relationship and rapport with our key ISV vendor partners in Vietnam to help to achieve each other’s goals on cloud marketplaces

·        Cloud Reseller Partners – Take a data driven approach to understand who our top large cloud reseller partners will be, develop and maintain a relationship with them as our primary interface for them at company.

Skills and knowledge

·        Bachelor’s degree or MBA preferred

·        Understanding and experience working with Vietnam channel partners

·        ISV partner knowledge and relationships desirable (eg Cisco, Palo Alto, Checkpoint, F5, Zscaler)

·        Current cloud sales Sales Certifications desirable

·        Proven communication and presentation skills, both written and verbal – in Vietnamese & English

Experience:

·        5+ years experience in sales in the technology industry

·        5+ year sales experience

·        Relationships with our cloud reseller partners in Vietnam highly desirable

·        Knowledge of cloud vendor technologies desirable

Personal Attributes:

·        Able to build and maintain rapport and relationship with key stakeholders

·        A caring and passionate energy that will be felt by your team and those you engage with

·        Well organised and methodical

·        Able to deliver messaging that is easy to understand depending on the level of knowledge of your audience

·        Personally driven, takes ownership and accountability

·        Able to adapt and stay abreast as cloud technology changes

·        Ability to travel within Vietnam as required

JOB BENEFITS:

·        13th salary, annual leave, birthday leave, bonus, incentive

·        Insurance, allowances

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