Channel Account Manager

POSITION SUMMARY

ESSENTIAL FUNCTIONS:

• The sales management of RIBBON IP Optical products, Cloud and Edge Voice portfolio and services through existing and new APAC region channels, including enterprise sell through our service provider, global system integrators and alliances to achieve bookings and revenue objectives.
• Develop & implement strategic channel sales plans to achieve/overachieve corporate goals. Maintain global supply contracts/ agreements as required.
• Maintain and grow relationships with strategic regional & global channels in APAC to make Ribbon an integral part of their solutions. Have the capability to interface with relevant key stakeholders on all levels at the global channel organization and in alignment with the local Ribbon sales teams in specific countries/ regions in addition to the global channel local branches.

• Manage the regional channel onboarding, training processes and accreditation policy in cooperation with the appropriate internal entities.
• Support regional channel sales managers with developing programs and initiatives, working with global channel team, marketing, and other channels support entities.
• Collaborate with Marketing on planning and conducting campaigns, events etc.
• Own and drive a pipeline of business opportunities.
• Collaborate with the local regions to plan yearly channel budgets.
• Attend trade shows, conferences and network within the industry to positively position RIBBON at a high level. Provide input to regional marketing plans and collaborate with Portfolio Marketing to share regional requirements and market insights.
• Be responsible for the interface with a pre-assigned global channels teams promoting Ribbon technology solutions, managing opportunities pipeline, push the global channel to offer Ribbon solutions when applicable.

• Regular business travel to customer locations and Ribbon offices in APAC as required. Minimum 30% Travel required.

• The position reports to Ribbon Regional head of APAC channels and alliances business.

 EDUCATION AND EXPERIENCE:

• Bachelor’s or master’s degree in engineering or business.
• Cisco IP Certification or Equivalent IP background is desirable
• At least 5 years’ experience as a Channel Manager in the IP Optical domain with a track record of success preferably with an IP networking equipment company or telecommunications service provider. Experience with Cloud and Edge Voice products preferred.
• Fundamental understanding and current knowledge and experience in IP, Optical, and preferably voice.
• Aptitude for problem solving; ability to determine solutions for customers (consultative sales approach).
• Must be results-orientated and able to work both independently and within a team environment and related applications or use cases.

• Strong commercial skills and experience with negotiations, have the right mix between a hunter and a farmer type of sales manager.
• Excellent team player looking to make a real impact with good communications and interpersonal skills.
• Proven ability to present at both technical and decision-making levels in the appropriate way, articulate benefits, and value propositions accordingly.
• Existing network of channel contacts – important advantage
• Experience with Critical Infrastructure, Utility, transportation networks – advantage.
• Must possess excellent verbal and written communication skills. 
• Proficiency in using Microsoft Office Suite applications and Salesforce.

Languages:

• English fluent verbal and written, additional languages are an advantage.
   

The successful candidate must be eligible to work in Singapore.

Please Note:

'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'