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Nice to meet you!
Were a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence - and questions into answers.
Were also a debt-free multi-billion-dollar organization on our path to IPO-readiness. If you're looking for a dynamic, fulfilling career coupled with flexibility and world-class employee experience, you'll find it here.
About the job
The Alliance and Channel Team is looking for a Channel Account Manager - Singapore & Philippines
The Channel Account Manager is a quota-carrying, revenue-producing role, responsible for building, maintaining, and managing productive and profitable relationships with current and prospective channel partners (SAS Solution and SAS Service Providers) within an assigned territory to successfully achieve channel sales targets.
In this role you'll:
Analyze assigned territory to identify coverage gaps, based on SAS channel product family portfolio and total addressable market opportunity.
If applicable, with management support, identify, and selectively recruit new high-potential Partners.
Build strong relationships with key Partner stakeholders ensuring SAS significance and commitment.
Understand Partners business model and prepare business cases to incent Partner investment.
Set sales targets and key result areas for Partners appropriate to the market opportunity & business plan, ensuring coverage across partner portfolio is sufficient to exceed CAM assigned sales target and objectives.
Collaborate with assigned Partners to develop annual joint business plans that define strategies and activities to exceed revenue goals; identifying and resolving Partner performance participation issues before they impact performance.
Coordinate the onboarding and the overall ongoing enablement process with Partners to maximize Partner self-sufficient, and value, in selling and delivering SAS.
Work with Partners to leverage benefits of distribution program, SAS Global Campaign Initiative, and other key initiatives in support of partners.
Work Location: Singapore or Philippines
Required Qualifications:
Typically requires five years of experience in channel sales or channel program management (preferably at a technology company), or SAS related direct sales experience.
Bachelor's degree in Business or related discipline, and/or the equivalent in training and related experience.
Equivalent combination of education, training and experience may be considered in place of the above qualifications.
For this role, it's important to know the local market and industries, stakeholders, customers, and partners in ASEAN region.
Knowledge of channel business model and development methods
Relationship and partner management skills
Experience recruiting, qualifying, managing and developing partners for a channel
Knowledge of all company products and services. Excellent oral and written communications skills, including effective presentation skills
Strong negotiation skills, with the ability to manage channel conflict
Proven time management skills. Ability to lead, balance, and self-manage multiple simultaneous projects and activities
Proficient in CRM tools, MS Excel, Word and PowerPoint
Ability to challenge and coach resell partners to develop pipeline and close deals in a timely manner with forecast discipline and accuracy.
Ability to interact with executives
Attention to detail, commitment to quality, results driving, and customer focused
Knowledge of SAS selling and licensing procedures
Strong team-selling skills
In depth knowledge of all company products and services
Youre curious, passionate, authentic and accountable. These are our values and influence everything we do.
Diverse and Inclusive
At SAS, its not about fitting into our culture its about adding to it. We believe our people make the difference. Our diverse workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers. Our commitment to diversity is a priority to our leadership, all the way up to the top; and its essential to who we are. To put it plainly: you are welcome here.
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