Opportunity to join the incubation team for a game changing Cloud Fibre start-up
About Our Client
The mission of our client is to create a digital native and market leading network platform based business, built on asset acquisitions roll up and business transformation strategy
We are looking for a talented Channel Program leader to build, launch, and run the Channel Partner Program for our NaaS (Network-as-a-Service) platform. The NaaS platform will enable Client's customers to order, provision & monitor networking services orchestrating the full B2B customer life cycle. The platform is the customer touchpoint for our whole portfolio of networking solutions including third-party value-added service via partners.
You are a key member of a global product & marketing organization helping to bring to life the vision & strategy of a successful NaaS platform. This is a unique opportunity to play a key role in an incredibly fast growing business. The ideal candidate is experienced in building partner programs, and has a proven ability in managing Channels in the Cloud ecosystem.
The Channel Program Manager plans, organizes and executes programs - while supporting channel partners - that create relevant two-way interactions with indirect local buyers and customers to inform and influence their buying decisions and broader relationship with Client.
The Channel Program specialist is aligned across segments, markets, country, or cohort of these, and paired with channel sales teams and partners to support the attainment of annual channel sales revenue objectives.
The role also partners with demand marketing function to create and deliver channel marketing plans that deliver maximum impact through a combination of tailored global and new market-specific activities. Primary responsibilities and accountabilities
Design, build and manage Partner Programs including the Program Guide, MDF Program, Reseller, Services, Alliances, Deal Registration Program, etc.
Design, build & launch partner portal.
Design & launch field enablement on Partner Program, Rules of Engagement, Deal Reg, How to Partner, etc.
Create channel marketing plans that help local channel sales and partners achieve a healthy pipeline
Build comarketing plans with designated partners in support of revenue targets in line with local marketing plans
Understand local partner requirements for program localization and local execution support
Support collection and analysis of indirect buyer insights and audience segmentation into roadmap for the Channel Program.
Work with partners to deliver high-quality, localized marketing activities that drive targeted demand generation
Develop and manage local partner engagement activities (e.g., partner events, local launch execution
The Successful Applicant
He/She needs to be a self-starter with 'growth mindset' to be able to take up 'industry first' challenging assignment with the approach of a 'entrepreneur-manager' (do-what-you-have-to-do, v/s to do- what- you- have- to be -told to do)
8-10 years partner management, sales, business development, or partner channel development in the technology industry
Three or more years working in channel program and supporting partners in the Cloud space
Hands-on experience building and managing partner program in Cloud space
Marketing experience and a strong understanding of indirect B2B channels
Track record of success in all key areas of responsibility
Proven experience working successfully with sales teams
Product-Led Growth mindset keeping customer at the center of everything
Never afraid to question notions or beliefs of how things should be doneTechnologies Supporting The Role
Sales force automation systems
Marketing resource management
Productivity applications (e.g., Microsoft Office)
Channel marketing and management
Channel incentive management
Partner relationship management
Tools for partners (e.g., partner portal, learning management system, lead management)
Success Metrics
Annual Channel Sales targets
Channel fund (e.g., MDF, co-op funds, launch funds) utilization and ROI
Partner adoption of campaigns and assets
Number of partner-generated leads
Contribution to channel pipeline
Deals registered from channel-marketing-influenced programs
Lead performance by partner
Partner adoption of channel campaigns, activities, assets, and tools
What's on Offer
Work with a trully global startup
Quote job ref JN-082022-5728128
Job summary
Function Sales Sub Sector IT & Telecommunications What is your area of specialisation? Technology & Telecoms Location Gurgaon Job Type Permanent Job Reference JN-082022-5728128
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