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Director. APAC Partner Sales

DigiCert, Inc. | Posted 8-06-2021

Melbourne VIC (Marketing and Advertising)


at DigiCert


Melbourne
The Director of APAC Partner Sales will be responsible for the running, management, and day to day direction of the APAC field and Inside Business. This will include the management of the remote APAC field account managers and the inside partner team based in Melbourne. The role will participate in the strategy, planning, and execution of the overall sales strategy & growth for global channel partners of our partner program as well as the recruitment and onboarding strategy of the inside partner business.
RESPONSIBILITIES
Management of the APAC Partner Field sales team achievement of quarterly and annual goals by driving revenue and market share goals and objectives.
Management of the APAC Inside Partner sales team and the achievement of quarterly and annual sales objectives, execution of partner recruitment, onboarding, and training strategies.
Establish strong relationships both individual and organizational with channel partners.
Design, plan, and execute effective marketing and promotional campaigns with key channel partners and internal stakeholders.
Build long-term & successful partnerships through training & enablement, coaching of Channel Partners and Partner Managers.
Engage channel partners and partner managers for quarterly/annual business planning and execution.
Build, manage and maintain a healthy sales pipeline by understanding market opportunities, the needs of partners and customers to drive revenue growth.
Collaborate with the Product/Channel Marketing and Product Management to effectively promote products to partners and customers, ensuring product/brand positioning, features and pricing are appropriately addressing market needs.
Work closely with the Partner account managers to close critical, complex, strategically, or tactically important partner deals.
Have excellent communication skills, communicating clearly and concisely using effective interpersonal and influencing skills both verbal and non-verbal.
Collaborate with the Sales Teams to develop existing and new partnerships. Help drive the creation of all related program materials required for successful sales enablement.
ROLE REQUIREMENTS
Prior people management experience essential.
Proven track record and intricate knowledge of the global and regional SSL market.
Knowledge of both the Field and Inside SSL Partner Business.
Prior Management experience of a partner/channel focused sales team with a track record of revenue growth, people enablement and success.
Out of the Box & Creative approach towards business development & Sales.
Minimum of 8-10+ years of successful sales or business development experience with domestic and international Partners. Ideally in Global System Integrator, IT security, mobile applications or services, technology, ISP, networking, telecommunications, or software solutions.
Demonstrated experience in establishing and executing successful channel sales strategies and go-to-market approaches.
Demonstrated success in quota achievement and increased sales growth with channel/customers year to year.
Relationship building skills at multiple levels within customer and partner channel organizations.
Experience in consultative and solution selling.
Ability to communicate effectively in English, both orally and in writing.
Excellent presentation skills.
Degree in Marketing/Sales Management advantageous.