Title: Channel Development Executive for engineering software
Location: Tokyo, Osaka, Nagoya
Postion: Full-time
Key Duties and Responsibilities
Responsible to enable channel partners in specified region selling the products while exhibiting the company's Sales Channel principles. Will own the sales plan for all channel partners in a specified region.
Establish productive relationships with key partner personnel and the company and Channel Partner priorities are aligned.
Lead annual joint business planning and implementation, as well as quarterly business reviews for performance tracking and determining corrective actions.
Provide / coordinate the support, training and coaching required to increase partner skills, competency, and commitment in sales, technical, marketing and order management sub functions.
Assist / support partners with pipeline development effort essential to driving sustainable and profitable growth.
Provide hands-on leadership and support for larger opportunities, and for other significant regional opportunities. Gain access and manage relationships with senior level customer executives.
Provide accurate and timely forecast, including forward 3 quarter pipelines for all channel partners. Review forecast and pipeline with channel partners on a regular basis.
Take ownership and ensure proper and timely resolution to partner issues and requests - customer pricing, discounting & special offers, channel conflicts, sales splits, customer concerns such as software performance issues, and assist in development of tactical solution strategies.
Develop relationships with new and existing Solution Partners for co-marketing for generating demand: hardware (HPE, nVidia, etc.), software (Microsoft, etc.), services, and academic partners.
Analyze regional business trends, industries, competitors and market data to set market coverage strategy.
Minimum Education/Certification Requirements and Experience
Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field with 4+ years successful sales experience in key accounts, and indirect channel account management experience in software industry OR 8+ years of successful sales experience in key accounts, and indirect channel account management experience in software industry.
Experience in negotiating sales contracts with key accounts.
Must be able to quickly identify issues, communicate to management, and recommend solutions.
Proven track record in managing indirect sales channels.
Strong analytical, planning, coaching and communication skills.
Fluent in English and in the local language of the territory
Travel: up to 50%
Preferred Qualifications and Skills
MBA preferred
Strong sales and business acumen
Demonstrated awareness and understanding of engineering design processes, and of how PLM / simulation tools are deployed in manufacturing and process industries.