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National Channel Manager/Director-Channels role in Mumbai with a fortune listed IT company


Hi,   


We have the following National positions with a fortune listed IT Product Company.

See if you or any of your Friends/Colleagues are interested- if Yes- Kindly send Resume indicating Position applied for.

You can send us your profile at surendra@pivotal.co.in   or you may call at +91 80 4126 2220/21  or  +91 99867 39628 for further details.


Title: India Channel Manager
Location: Mumbai
Experience: 10+ Years


Company™ (Nasdaq: Listed), is the market leader in providing Enterprise Content Management (ECM) solutions that bring together people, processes and information in global organizations. Throughout its history, Company has matched its tradition of innovation with a track record of financial strength and growth. Today, the company supports almost 20 million seats across 13,000 deployments in 114 countries and 12 languages worldwide. We are looking for innovative, team-oriented individuals who embrace technology and the changes occurring in today's global marketplace.

Purpose of Position:

The India Channel Manager is a senior level position accountable for management and development of the relationship between Company and it’s partners which include SAP, Microsoft, Systems Integrator (SI), General Resellers and/or Solution Partners within the India Region. Due to cultural and language diversity in India, the candidate will have to be effective in communicating in English as well as the India language.

Based in Mumbai and reporting to the Vice President, Strategic Partners and Alliances APJ, the role will carry an annual overlay sales revenue quota for Company partner sales in India of 70% of Company India license quota.

The India Strategic Partner and Alliance Manager will be expected to develop and manage a group of Channel Partners who resell and influence the sale of Company software solutions to Company customers. The India Channel Manager will work with Company Management Team, Company Account Executives, Company Solution Consultants and others that are responsible for customer sales and satisfaction.

Primary Duties:

  • Overlay license quota carrying role (the candidate will have a history of strong sales experience in the channels & alliances arena)
  • Is able to manage multiple partners across the Indian region and across all Company solutions (Engagement, Transaction, Lifecycle).
  • Identification & Contracting of Indian Channel Partners
  • Divestment of Nonperforming Indian Channel Partners
  • Implement Business Plans for all Indian Channel Partners
  • Help the partners to connect with Company Solution Consulting resources when applicable
  • Update salesforce.com with partner opportunities
  • Work with the Global Partner Program team to implement Company Global Partner Program standards
  • Drive Company education to Indian Channel Partners in order to lift the sales and service quality to Company customers.
  • Assist Indian Channel Partners to build out an effective Company GTM strategy in order to provide for success
    • Effective communication with partners focused on revenue generation activities
    • To understand and document the organizational chart of the Indian Focus Partners with specific focus on Management, Sales, Marketing and Implementation Teams
    • In conjunction with Company India Marketing; develop and implement marketing plans with Indian Focus Partners for license revenue generation
  • Work with contracted Focus Partners in the Indian region
  • Maintain salesforce.com to reflect the Focus Partners meta data that feeds other Company business systems
  • Meet quarterly license and 1st years maintenance quota
  • Meet reporting deadlines.
  
 
Position Requirements - Experience required:

The successful candidate must have a proven success record in developing and managing partner relationships together with driving sales results in the Indian market.

The successful candidate must be proven strategic selling skills at the executive level.

The successful candidate must have a minimum of five (5) years successful sales of Enterprise Software Solutions.

The successful candidate must have a minimum of ten (10) years experience in business development or partner/alliance management in enterprise software.

The successful candidate must have prior experience in the ECM/BPM Software market in India (either sales or technical or both).

Skills and Knowledge

The successful candidate must have strong sales, marketing and relationship management skills.

The successful candidate must have excellent written, verbal and interpersonal communication skills.

The successful candidate must have the ability to think strategically, but implement tactically.

The successful candidate must have the ability to provide basic ECM/BPM software skills training to partners.

The successful candidate must have strong team work skills

The successful candidate must have the ability to co-ordinate across multi-cultural teams and time zones


Academic

Bachelor’s Degree or Higher

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