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Channel Manager

Location: Singapore, Singapore
Date Posted: 17-05-2017
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Our growing company relies on curious, dedicated and innovative colleagues to anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust Datacard technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers. Each year, our solutions secure billions of transactions — and every day, our technologies issue and manage more than 10 million secure identities. How do we do all of this? Together.
Join us. Together we’ll create solutions for a more connected, mobile and secure life.
For more information, visit www.entrustdatacard.comFollow us on Twitter, YouTube and LinkedIn.
The Channel Manager will work closely with the regional sales teams to manage all channel business in the ASEAN region and implement Entrust Datacard’s Partner Programs, with a focus of increasing Entrust Datacard’s business and services revenue through channel partners). The Channel Manager will deliver effective channel programs and growth enabling tools for Entrust Datacard’s network of channel partners and perform the responsibilities detailed below and other duties as assigned. 
Responsibilities:
Partner Program Process Management and Channels Operations
  • Collaborate in the development of channel capacity, coverage and quota plans
  • Manages channel partners’ performance based on agreed business plans and objectives.  Manage the development of channel forecast cadence and periodic review processes.
  • Manages channel conflicts between partners by coordinating resolution between partners and related parties
  • Manages channel partner contract renewals in accordance with established Partner Program guidelines.
  • Manages relevant policies, certification processes, qualification procedures and/or guidelines associated with the Partner Programs.
  • Recruit and onboard channel partners, as well as improve the performance of existing partners including collaborating with the respective training groups to enhance the channel enablement program.
Regional Channel Sales and Marketing
  • Execute annual business plans with channel partners.
  • Works closely with channel partners and Marketing Communications team to ensure consistent management of channel marketing, demand generation campaigns, and channel communications.
  • Proactively assesses, clarifies and validates partner needs on an ongoing basis.
  • Participates in new product launch cross-functional teams, where needed, to define channel requirements and go-to-market strategy.
Analysis and Reporting
  • Develops and implements worldwide channel metrics to monitor the performance of channel programs.
  • Establishes standardized Business Intelligence (BI) reporting that will be utilized by channel sales management and the channel partners to better manage their business.
  • Manages and increases channel partner usage of the PRM system to track and report channel partner Deal Registration, Special Pricing, Pipeline Opportunities and MDF/Co-op marketing activities.
  • Ensures ongoing aspects of the partnership, including (but not limited to) training and event coordination to improve sales channel effectiveness and deliver significant incremental revenue to the business.
  • Provides competitive and market intelligence as well as voice of the partner information to product marketing and management, and helps define market requirements to product marketing in support of future solution road mapping.
Basic Qualifications
  • Bachelor's degree in Business and/or Engineering.
  • Minimum of 5 to 10 years of experience in Channel Management and/or Sales in a business-to-business sales environment.
  • Experience in selling hardware, software and service products through channels.
  • Experience in different aspects of channel management, including recruitment, enablement, demand generation, business planning, conflict management and performance management.
  • Leadership experience driving growth through channel partners.
  • Proven ability to create brand mind share within a network of channel partners.
  • Demonstrated creative, analytical and critical thinking abilities.
  • Technical competence and ability to utilize various software and hardware platforms (Oracle, Business Intelligence, CRM and PRM).
  • Goal oriented, persistent, skilled collaborator with exceptional communication and interpersonal skills.
  • Proficient with MS products: Excel, Power Point, Outlook.
  • Frequent travel (up to 50%). 
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