NE PARTNER TERRITORY MANAGER

Position : NE Partner Territory Manager
Salary : RMB 500 – 1M
JobRef : 732869
Date : 16 August 2011
Minimum Language Requirements :
English : Fluent
Mandarin : Fluent
Location : Shanghai

Responsibility/Activity
1) Grow the business:
Core sales and marketing focus driving attainment of specific revenue goals;
Direct activities of TelePAMs to monitor the overall territory pipeline and SMB Breadth revenue forecast
Enhance and evolve local territory strategies and tactics to deliver desired revenue results – maximizing the reach/frequency and yield mix within the local territory
Drive community based coaching for partners to help them build sales skills and achieve desired buisness results.
2) Develop Annual Territory Plans:
Develop and execute local channel and territory development plan in partnership with Disti PAMs , CDM and SMB breadth lead and drive local channel activities to achieve desired revenue goals for Commercial OPEN – less UMM, Public Sector, SPLA and/or ISV Royalty Revenues
Leverage GeoOptics and Breadth Analytics to gain insight into local channe. Develop and successfully execute territory–specific strategies to achieve desired revenue results via a mix of Reseller Reach, Frequency and Yield.
Participate in Territory/Area capacity planning team – working with the Area General Manager (AGM), Channel Development Manager and Tele PAM manager to determine area capacity and coverage model. Ensure the Territory Plan addresses local gaps.
3) Build and execute marketing plans:
To support sales strategies, including tightly managing a territory marketing funds budget.
Build territory sales and licensing capabilities within the breadth channel via targeted readiness and drive to partner offer uptake and measure impact via WWLP promotion data and MSSales data for OPEN reach, frequency , yield and annuity penetration and renewal rates
Land competitive offers through Disti and drive local breadth channel recruiting as measured by # of net new breadth partners selling OPEN in, SMB Breadth, PS and SPLA.
4) Business Relationships:
Develop and maintain strong business relationships at local level with key influencers and leverage points within the channel including local management of Distis, SPLARs, IAMCP, SBSC Partner Area Leads and foster relationships to with local partner executives.
5) Partner Satisfaction.
Attainment of NMP and Tele Managed CPE goals established in territory plan.
Help drive partner satisfaction by ensuring majority of time is spent with local partners.
Lead local community model and outreach through 1:many engagement and community vehicles ( BLOGs, events, Distis, Influencers, local PR)
Ensure partner awareness of the Response Management System.
Use Partner Experience Center (PEC, internal tool, part of RM) to resolve complex partner questions.

Qualifications:
3 – 5 years of related experience
Bachelor’s Degree (B.S./B.A.)

The company is an equal opportunity employer and supports workforce diversity.

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