Territory Manager - Indonesia

  • Full-time

Company Description

Our client is a leading software MNC in the Business Intelligence Space.


 

Our Client has an innovative, team-oriented and high-energy culture where they offer a flexible and exciting work environment, and plenty of opportunities for you to grow as a professional and as an individual.

 

Job Description

As a Territory Sales Manager - Indonesia based in Singapore, you will have significant impact on our company’s growth and success. The main purpose of the job is to establish, build and manage partnerships with Named Resell Partners, support them in sales process, and introduce optimum sales methodology. These resellers will be relied on to achieve your quota in the focused market of large enterprise.

 

KEY RESPONSIBILITIES & TASKS                                        

 

  • Recruit competent partners that have a focus in selling licensed software
  • Manage and lead large strategic deals directly where it is ncecessary
  • Work with Partner Manager to enable the partners for Lead Generation, Selling and Implementation
  • Establish and perform targeted lead generation marketing events with named partners
  • Work with assigned BDR to set strategy and execute on that strategy for creating leads with Named Partners
  • Assist Named Partners, where needed, in the sales cycles to end user clients, utilizing the Partner Presales Engineer
  • Manage Partner pipeline and forecasts in salesforce.com and submit forecast weekly to management, ensuring to maintain forecast accuracy monthly
  • Achieve or exceed quota and accurately forecast quarterly

Qualifications

Qualifications

 

  • Excellent communication skills
  • Strong knowledge about IT industry structure in Indonesia
  • Understanding customers’ business problems
  • Good Presentation skill
  • Understanding information management including database
  • Experience in indirect selling through partners
  • Experience in generation of structured proposals
  • Bachelor equivalent mandatory
  • Master equivalent preferable
  • MBA advantageous

 

Languages

  • Business level proficiency in English mandatory,
  • Other language skills are of advantage

 

Experience

  • Min 5+ years’ experience in selling licensed software products to enterprise
  • Strong record of achieving revenue quota of at least $ 2 Million working with resellers
  • Contacts within resellers focused on Data Management, BI or Vertical solutions
  • Experience managing complex sales, with CCS (Customer Concentric Selling), in matrixed organisation
  • Knowledge in creating proposals with an understanding of revenue recognition and royalty structures
  • Experience in working with partners from recruitment to enablement to lead generation to closure of deals
  • Understanding of value of information to businesses and ability to elaborate
  • Must have excellent communication, PowerPoint and presentation skills
  • Must be self-starter and able to work independently within a matrixed organisation
  • Mobility - willing to make business trips to regions 

KEY CHALLENGES IN THIS ROLE

To bring on the right partners and focusing on top level partners, as well as manage key strategic deals directly

 

Geographical accountability/Region

  • Indonesia
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