Job Description

and Requirements

Channel Partner & Alliance Manager, Asia South Territory

Synopsys Software Integrity Group (SIG) is hiring a Partner Sales leader to be the #1 Application Security Testing company in This role requires working with the Asia South sales and presales teams to scale up SIG\'s partner ecosystem and channel program. We seek an outstanding collaborative partner to execute the Asia South Channel Partner go-to-market strategy.

Goals:

• Drive and manage the Asia South channel ecosystems, including distributors, resellers, advisories, local and global service providers and global SIs
• Establish and maintain strong relation with the strategic partners at the executive management level
• Map and deploy appropriate partner resources in the various market/industry segments to support the Asia South business goals
• Build up partner resource capacity and capability to meet the growth of the Asia South AppSec market
• Execute key goals of the Asia South SNPS partner business plan : sales enablement, pre sales technical competency, marketing and promotional effort

Responsibilities:

• Lead all channel partner activities in pursuit of revenue and strategic goals, including:

• Direct partner contribution for new business/logos within a specified segmentation

• Execute a run rate / volume sales in the enterprise and mid tier markets (non-direct accounts) with selected partners
• Function as sales manager to partners : create customer record, qualify via MEDDPICC process, provide price quotes via CPQ and complete partner orders working with finance, legal and order fulfilment teams

• Support direct sales teams in joint pursuit by harmonizing the selling effort, and partner skillset value proposition
• Proactively update SFDC entries for accurate forecast, fulfilment of orders and POC request, liaising with back end support teams - finance, legal and order fulfilment
• Develop qualified and sustainable sales pipeline working through partner sales funnel cadence, QBRs and lead generation (inside sales) teams
• Execute key goals of the partner business plan : sales enablement, pre-sales technical competency, marketing
• Work collaboratively with SIG Sales and Marketing teams to co-op partners in driving new and qualified leads, upsell and portfolio expansion.
• Able to articulate and present SIG positioning, product messaging and value proposition at different audience setting

Requirements:

• Minimum 10Yrs Channel and B2B Enterprise software sales experience in Asia South software market
• Minimum 10 Yrs as Direct Sales manager in Enterprise selling
• Experience with leading MNC software vendors in a senior partner role is a distinct advantage
• At least 5 years in IT GTM partnership experience and possess relationships with key Asia South SIs
• Able to work to targets, prioritize workload and manage own schedule
• Able to adapt and implement practical GTM strategies to match local market conditions and resource constraints
• Collaborative team member in managing partner sales within a small technology MNC product start up environment

Hire Type

Employee

Job Category

Sales

Job Subcategory

Sales Account Management

Synopsys