Our client is a fast growing software vendor as well as one of the key market leaders in the BI/Analytic space.

Key role is to build and maintain a sustainable and profitable OEM business in APAC.
This role can be a people manager role or an IC, depending on the candidate's experience.

KEY RESPONSIBILITIES & TASKS

• Responsible for leading and driving all OEM business in order to successfully grow the OEM partner community and revenues in APAC.
• Be part of the global OEM leadership team to refine, compliment and drive programmatic changes and efficiency in OEM program.
• Work closely with the alliance and sales teams in the local APAC regions to identify and recruit a set of named targets in APAC
• Demonstrate innovative approach to market challenges, expanding ability for our client to reach target markets, and improving the posture of our client within the defined region.
• Responsible for sales and people management activities of the local OEM Managers in Japan, India, Australia and South East North Asia
• Together with local OEM Partner managers provide guidance to OEM prospects throughout the recruitments process, including business and technical due diligence, pricing and contract negotiations to closure
• Together with sales team manage partners in order to achieve revenue quotas by working with pre-sales, education and consulting services to successfully enable OEM partners. This includes reviewing partner status and ensure we are continually strengthening the partner community by adding new partners and mentoring or eliminating non-performing partners
• Work closely with sales team, legal and finance in order to structure deals within the set standards and guidelines for our OEM business
• Manage and forecast pipeline within our Salesforce system and report status and issues with management on regular basis and in quarterly meetings
• Work as team with other OEM Directors to lead the organization forward, in a positive manner, simplifying objectives and creating an atmosphere that is passionate engagement, a prepared drive to quota attainment, superb on-boarding, and excellent execution with our business partners.
• Hire passionate people that demonstrate self-responsibility. Onboard new team members with excellence to get them engaged in their territory and prospects early. Coach/mentor/guide team members with a work cadence that upholds accountability, promotes individual efforts to achieve goals, and monitors/tracks progress to results. Help the OEM reps be successful. If needed, remove poor performers as required.


COMPETENCIES & SKILLS
• Excellent communications and highly developed interpersonal skills with strong ability to work collaboratively internally and externally and obtain positive visibility and credibility quickly – a strong team player who contributes to overall success of our client. Strong listening skills and writing skills.
• Ability to deliver presentations and discussions in a pressured environment
• Strong problem solving skills – ability to tackle problems and views problems as challenges. Ability to break down complex problems and provide viable solutions
• Strong relationship building skills – adopts a collaborative style across the business and externally with customers and partners
• Intellectual horsepower - Has high intellect and demonstrates high levels of emotional intelligence in working with others both internally and externally
• High level of integrity and ethical approach and able to instill trust and a transparent way of doing business
• Change agility – An individual who champions change and leads by example through business change
• Results oriented and strong personal drive and energy – outgoing, focused and organized person with strong will to succeed and deliver excellence
• Business acumen - Able to quickly understand the business and it’s issues; take ownership and develop and execute a solution

Qualifications

• Bachelor equivalent mandatory
• Master equivalent preferable
• MBA advantageous

Languages
• Business level English
• Other languages would be desirable, e.g. Mandarin, Korean, Japanese

Experience (technical, commercial, industry / product / functional expertise, etc.)
• 10+ years of successful software/technology solutions sales and account management experience to midsize and large companies across APAC.
• 5+ years of sales management across APAC
• Experience in selling solutions and concepts to senior decision makers 
• Experience in both direct and Partner channels 
• Ideally you are bringing OEM specific sales experience with you. Proven records of successful attainment of hitting OEM quota annually would be a big plus.
• Experience from Business Intelligence companies would be an added advantage. 
• A sense of urgency and enthusiasm 
• Ability to qualify and prioritize prospects and generate opportunities through prospecting, networking and relationship building 
• Strong negotiation skills 
• Creative thinker with the ability to multi-task 
• Able to respond quickly and think both strategically and tactically 
• Team based mentality 
• An outgoing, focused and organized person with a strong will to succeed
• Mobility – 50% of travel time required