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Partner Development Director, APAC

ID:  5575
Function:  Sales
Location: 

SG


Overall purpose of the role:

The main area of responsibility of Partner Development Director, APAC is channel partner management, primarily Distributors and Certified System Integrators (CSIs). This role covers strategic market planning, drives channel program and, development and implementation of partner management tools. He/she is part of the sales management team and reports to the VP of Sales, APAC.

 

Key responsibilities:

  • Analyze current and future partner development needs at regional level and strategically map out a plan to execute in support long-term APAC growth targets.
  • Collaborate and support regional and territory sales as well as the global sales organization to manage and execute the partner development plans.
  • Develop and implement partner selection tools to ensure effective selection.
  • Develop and implement partner development tools and processes to ensure effective on-boarding, management, and collaboration.
  • Evaluation of tools, contracts, and business plans.
  • Develop KPIs to support plans and goals globally and regionally (in close collaboration with regional and territory sales) to ensure that goals are met.
  • Support Sales Directors, Area Sales Managers and Global Account Leaders through:
  • Identification, negotiation, onboarding, and management of partners (main responsibility is however within the regional and territory leaders).
  • Partner selection and training, contract termination and other ad hoc needs.
  • Be the link between service, technical support, application team and regional sales regarding partner development activities.
  • Identification of relevant service partners for MiR's future service and support setup.
  • Ensure that that there a common tools and systems across the global organization that the regional and territory leaders can use.

 

Success Criteria:

  • Succeed as a value leader in the organization.
  • Build a network of partners to serve MiR APAC long term needs and achieving the optimized and expansion plan targets.
  • Demonstrate the ability to work cross-functionally and navigate in a matrixed organization.
  • Strong communications, interpersonal, analytical, and strategic skills.

 

Professional requirement:

  • Solid experience developing an international partner network - preferably within technology-influenced products. 
  • Proven experience in the APAC market, especially China and Japan. International experience is a strong plus.
  • Experience with international cooperation contracts and negotiation.
  • Experience with international technical solution sales (B2B) through Distributors and System Integrators, and preferably with capital goods and/or project sales.
  • Experience working in a multicultural international matrixed organization.
  • Experience developing tools and processes for management, and partners.
  • Strong communication and presentation skill across all levels of an organization.
  • Bachelor’s Degree in a technical field. MBA preferred.

 

Essential characteristics and skills:

  • Strong relationship building experience.
  • Robust analytical skills and strategy development.
  • Collaboration with different stakeholders.
  • Able to hold and conduct tough conversations.
  • Holistic and forward-thinking mindset.

 

General:

Travel days/year: 100+ days of travelling per year expected.

 


Job Segment: MBA, Manager, Technical Support, Management, Technology