Consultant - IoT Area Breadth Manager

  • Raffles Place, Singapore
  • Contract

Company Description

Sia Partners is a specialist management consulting firm which was initially established in Paris, France in 1999 and has grown into a global firm with approximately 1,400 employees and revenue exceeding $180m. Our culture is strongly orientated towards high quality expertise and delivering excellent results and outcomes for our clients which include a wide range of multinational companies.

We have a global reach with integrated teams based in 23 locations, including London, Paris, New York, Montreal, Dubai, Hong-Kong, Tokyo and Singapore. The specialist services we offer include Digital Transformation, Operational Excellence, Change Management, Smart Automation and Data Science

    Job Description

    Consultant - IoT Area Breadth Manager (12 months to perm contract)

    Leveraging on our international growth and expansion plans, this is a crucial role as the Consultant will need to effectively lead and manage the project, in the IT industry. As a Consultant, your role will cover:

    (50%) Light Account Management:

    • Understand the partners’ device and device-to-cloud solution roadmap, competitive challenges, services vision and create differentiation strategies. 
    • Achieve and exceed revenue targets. 
    • Provide trainings to partners on Intelligent Edge and Intelligent Cloud.
    • Maintain a deep knowledge of the IoT devices and solution market as well as industry trends to share with partner.
    • Transform existing partners and to IoT scenarios, including device, applications and solutions.
    • Increase revenue and share of Windows modern IoT products  and Azure Consumption.
    • Ability to qualify and verify leads and deals and increase aggregate number of unmanaged OEMs that are engaged in our IoT business.
    • Engage with Distributor sales force and Microsoft regional sales teams to ensure opportunities proceed.
    • Engage with our ecosystem partners to drive opportunities.

     (50%) Pipeline & Lead Management:

    • Maintain internal and external CRM and qualify opportunities.
    • Manage and maintain CRM tool and move opportunities to closure.
    • Work with partner to build a plan to increase sales of Windows devices and Azure services. 
    • Build pipeline (monthly) of sales opportunities and forecast to anticipate business trends Healthy predictable pipeline that meets or exceeds quota expectations: Prospect and identify opportunities and coach the virtual sales team on how to maximize opportunity generation.
    • Qualify opportunities and convert them to a customer solution based scenario.
    • Prepare monthly forecasts and pipeline reports, using Microsoft’s tools and resources.
    • Ensure an opportunity revenue value is included in the lead.

    Qualifications

    Pre-requisites:

    • 4-year degree preferred.
    • Strong grasp of English language and can both speak and write effectively in English.
    • Additional preferred (but not required languages include Mandarin and Korean). Ability to read and write in Traditional Chinese and Simplified Chinese is also preferred but not required. 
    • 2-6+ years of IoT technology related sales or business development experience.
    • Demonstrates understanding of IoT solution selling techniques and selling cloud based solutions.
    • Strong analytic capabilities.
    • Strong team player, collaborator, communicator and presenter
    • Capability to work independently and efficiently.
    • Capability to build pre-sales marketing documents including content development.
    • Strong process and operational skills – shows initiative.
    • Experienced in building strong, collaborative partner relationships with line-of-business and technical roles.
    • Can navigate a partner through sales negotiations and/or technical presentations in online meetings.
    • Solid knowledge of the IoT business, customers, partners, Microsoft IoT strategy and how they work together.
    • Able to qualify sales opportunities and position partners in the overall sales process.
    • Efficiently manage partner portfolio and pipeline of deal opportunities and generate quality field based feedback that helps to influence pricing schemes, business practices
    • Strong communication skills: ability to manage complex partner issues effectively, strong focus on accountability, performance and execution and delivery, and growing a diverse partner relationship matrix).
    • Demonstrate excellent business management including pipeline coverage and ensure local internal partnership that improves forecast accuracy.
    • Ensure distributor engagement with registered designs to maximize results and return on investment
    • Demonstrated ability to consistently exceed quota by driving deals within a Partner ecosystem.
    • Sales/business development mindset
    • Comfortable dealing with ambiguity
    • Uses data to drive business decisions
    • Comfortable communicating with customers and partners on the phone with business acumen
    • Understands how to manage a team (TQ) to provide them instruction and coaching throughout process 
    • Language skills: fluent in English (verbal and written) plus fluency in an additional Asian language a plus.
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